Technical Sales Representative

As a Technical Sales Representative at ML Gatewood, your primary responsibilities will include providing exceptional field technical sales support to our customers in the pulp and paper industry. This entails growing direct end-user accounts, prospecting new sales opportunities, and establishing lasting professional relationships. You will also review technical specifications, collaborate with Inside Sales for quotes and documentation, maintain CRM systems, and analyze market trends to identify new opportunities.

To be considered for the Technical Sales Representative role at ML Gatewood, candidates should have at least a high school diploma, with a post-secondary degree in a technical field preferred. Additionally, you should have a minimum of 2 years of experience in business-to-business industrial sales, along with a working knowledge of the pulp and paper industry. Strong technical aptitude, communication skills, and the ability to build relationships are essential for success in this role.

The Technical Sales Representative position at ML Gatewood requires significant travel, with up to 75% of your time spent visiting customer and supplier sites. The role will involve overnight stays to ensure effective face-to-face interactions with clients, making it essential to have a valid driver's license and access to a personal vehicle for travel.

As a Technical Sales Representative at ML Gatewood, you will use various tools to streamline your sales process, including CRM software for maintaining customer information and deal tracking. Proficiency in MS Office is important for creating professional presentations and documentation, such as PowerPoint decks and quotes, which play a critical role in showcasing our products and solutions to clients.

ML Gatewood offers a competitive compensation and benefits package for its Technical Sales Representatives. This includes a base salary, a bonus structure, a car allowance, and a comprehensive paid time-off plan. Additionally, you'll enjoy extended health and insurance benefits, a company-matching 401k program, and opportunities for recognition through employee achievement awards.

When discussing your sales approach, focus on your consultative selling style. Explain how you aim to understand the customer's needs before offering tailored solutions, while building trust and rapport through excellent communication and relationship management.

To effectively handle objections, demonstrate your ability to listen actively to the client's concerns. Explain how you would empathize with their situation and provide clear, factual responses that address their reservations while highlighting the benefits of ML Gatewood's products.

Offer a brief overview of your relevant experience in the pulp and paper industry, including specific roles, responsibilities, and achievements. Highlight any specific knowledge or skills you possess that relate directly to the needs of ML Gatewood and its customers.

Discuss your proactive strategies for lead generation, such as networking at industry events, leveraging social media, and conducting market research. Focus on your ability to identify key decision-makers within target organizations and how you approach outreach to convert leads into active clients.

Share a specific sales achievement that demonstrates your skills. Detail the challenge you faced, the actions you took to address it, and the successful outcome—emphasizing on how the experience prepared you for a role at ML Gatewood.

Explain your methods for staying informed, such as attending industry conferences, subscribing to relevant publications, and actively following competitor news. Highlight how this knowledge helps you adjust your sales strategy and provide better solutions for clients.

Discuss your approach to time management by explaining your use of tools, techniques (like to-do lists or calendar blocking), and your ability to adapt to changing priorities. Provide insights on how you balance travel, client meetings, and administrative tasks efficiently.

Highlight the importance of teamwork by discussing how you collaborate with Inside Sales, technical teams, and marketing to secure leads and close sales. Emphasize examples where teamwork has directly contributed to your success.

Illustrate your proficiency in CRM systems by detailing how you use it for tracking customer interactions, managing sales pipelines, and producing reports. Emphasize the benefits of data-driven decision-making and relationship building through effective CRM utilization.

Convey your enthusiasm for the company by discussing its reputation in the industry, commitment to quality, and innovative products. Share how you align with ML Gatewood's values and how this position perfectly fits your sales aspirations.