Sales Rep Comm. Warehouse Services

$65k - $80K /yearly

Reporting to the Director of Marketing & Sales Operations, the Sales Representative for Commercial Warehouse Services is responsible for business development that will focus on expanding Corovan's warehousing services by identifying and securing opportunities with a diverse range of commercial clients across California. This role will target new sectors beyond our usual focus on facilities management and office furniture storage programs, collaborating with our current Commercial Moving (Office & Industrial) sales managers is essential to align strategies and maximize opportunities.

This position will target new commercial warehousing business opportunities beyond our traditional focus on facilities management and office furniture storage programs. The successful candidate will play a key role in developing relationships with clients that require storage solutions for short- and long-term needs in traditional and non-traditional sectors.

Sales Representative Service Line:

• Warehousing, with a specific emphasis on repetitive accounts with revenue opportunities in warehouse labor and storage at Corovan facilities.

An integral part of a successful outcome is partnering with all departments for an end goal of customer satisfaction resulting in company success.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Duties:

Identify Opportunities: Proactively seek out potential clients who can benefit from Corovan's storage solutions, focusing on industries such as Cell Towers, ATMs, FF&E (Furniture, Fixtures & Equipment), IT Fulfillment, Industrial, Equipment, Fulfillment, HVAC, Kitting, Overflow Storage, Hospitality, and Dormitories.

Client Engagement: Build and maintain strong relationships with clients requiring additional storage space, ensuring their needs are met with tailored solutions.

Sales Strategy: Create and implement effective sales strategies to communicate the value and competitive advantages of Corovan's warehousing services.

Lead Generation & Prospecting:

* Online Leads: Work diligently on leads generated from Google Ad campaigns, organic website visitors, and email marketing campaigns, ensuring timely follow-up and conversion.

* Market Research: Conduct in-depth research using online platforms like LinkedIn to identify potential clients.

* Networking & Site Visits: Self-generate leads by networking and visiting potential customer locations, including construction sites and new commercial buildings.

* Cold Calling: Emphasize cold calling and outreach to prospective & former clients, identifying key contacts and business opportunities within target companies.

Quoting & ERP Management: Prepare accurate and timely quotes using our ERP system, ensuring all client requirements are addressed and proposals are competitive. This includes getting storage agreements signed and collaboration with warehouse managers on pricing modifications

Demonstrations and Tours: Conduct warehouse tours and technology demonstrations to showcase Corovan's capabilities and promote our storage solutions to prospective clients.

Account Management: Manage client accounts to ensure high levels of customer satisfaction, retention, and long-term business relationships.

Collaboration: Work closely with internal teams and current Commercial Moving (O&I) sales managers, and commercial warehouse managers to align storage services with client requirements, ensuring a seamless customer experience from onboarding to service delivery.

Customer Relationships:

• Perform Account Management services, including but not inclusive of: perform walkthroughs for survey/estimating purposes for large projects, and provide a detailed scope of work for the client and for Corovan Coordinators, and manage and properly communicate expectations, both for and of the Client; Professionally answer/address Client questions, concerns and escalate issues when necessary; Identify all buyers and decision influencers; Identify all future buyers; Develop relationships with key personnel at accounts.
• Strategically partner with all internal departments of Corovan to ensure Client success, which includes, but not limited to, scope of work, change orders, communications from customer, collections, billing issues and concerns.
• For new business, meet with Clients to develop proposals, explain operations, security and processes for transportation and warehousing.
• Compile competitive information and formulates competitive strategies and programs designed to grow revenue.
• Properly communicate, in detail, when necessary, with clients, contractors' operations, and other sales representatives the details of the move and changes to Scope.
• Makes in-person or virtual calls on key accounts and perform other client relationship improvement activities on a consistent and relevant basis. When necessary, assist with the kick-off of work being performed at job sites.
• Assist with Trade Show activities, e.g., booth set up, booth assignments, organize appointment schedule, booth break down, and show follow up.
• Interact with Clients in person, virtually, and via telephone and email to ensure complete customer satisfaction in all matters related to the services rendered by Corovan, including preparing QBR reports and present to large ROI clients in storage.

Training and Development:

• Become proficient on the company's chosen Customer Relationship Management (CRM), and then utilize the software program daily to manage the sales process and efficiently generate new business (current CRM is ZOHO.com).
• May be required to participate in Six Sigma projects.
• Promote Corovan's Mission and Vision Statements.
• Continuously promotes compliance with company policies and procedures.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.

Safety:

* Ensure the highest standards of safety, productivity and customer service are exceeding daily.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

COMPETENCIES:

• PROBLEM SOLVING AND DECISION-MAKING SKILLS - Organization skills, attention to details, and the ability to prioritize in a changing environment.
• MATHEMATICAL SKILLS - Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• REASONING ABILITY - Ability to apply good business judgement to complex customer situations. Ability to deal with problems involving several concrete variables in standardized situations.
• CUSTOMER SERVICE - Manages difficult or emotional customer situations well; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments. Excellent follow-through skills.
• COMMUNICATION AND INTERPERSONAL SKILLS - Ability to communicate effectively to customers and coworkers. Focuses on solving conflict; listens to others and seeks to understand; keeps calm and professional; remains open to others' ideas and tries new things. Listen effectively to client's needs.
• TEAMWORK - Balances individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed. Team-oriented mindset with the ability to collaborate effectively across departments.
• INDUSTRY EXPERTISE - Ability to learn procedures in moving, including all the steps in a customer pre-move meeting, post destination signage and communicate all standard move and install protocol to the customers and crews. Familiarity with industries such as Cell Towers, ATM services, FF&E, IT Fulfillment, HVAC, Kitting, Hospitality, and Dormitories is a plus.
• CONTRACT DEVELOPMENT - Able to outline key variables in a contract and propose solutions for customers. Ability to deal with confidential and sensitive material.
• SYSTEM KNOWLEDGE - PC skills including proficiency Microsoft Excel and Microsoft PowerPoint.
• CONSULTATIVE SELLING - Proven capabilities in sales to large-scale customers. Excellent to build relationships. Ability to learn the processes in the sales industry. Ability to connect and have meaningful conversations with customers. Understand and analyze a potential customer's needs.
• INQUISITIVE - A desire to learn and understand all facets of Corovan's business and industry. Convey Corovan's value proposition and features.
• ADAPTABLE - Ability to embrace changing priorities without sacrificing quality outcomes.
• OWNERSHIP - Corovan employee owners take responsibility for their actions and seek to understand their partners to cultivate wins.
• BUILDING COLLABORATIVE RELATIONSHIPS - Ability to develop, maintain, and strengthen partnerships with others inside or outside the organization who can provide information, assistance, and support. Ability to connect and have meaningful conversations with customers.
• PROACTIVE - Ability to understand the time sensitivity and needs of the customer ensuring a sense of urgency.
• Prospecting Skills: Strong ability to self-generate leads through networking, online research, and direct outreach.
• Technical Skills: Proficiency in using ERP systems for quoting and account management
• Other Duties-




• Ability to engage and build rapport with diverse clients across multiple sectors.
• Strong prospecting skills, with an emphasis on cold calling and lead generation.
• Ability to manage multiple accounts and projects, ensuring client satisfaction and retention.
• Self-motivated and driven to meet or exceed sales targets.
• Ability to manage multiple accounts and projects, ensuring client satisfaction and retention.

EDUCATION and/or EXPERIENCE:

Required:

• High School diploma.
• Proven track record in B2B sales, preferably in warehousing, logistics, or storage services.

* Three plus (3+) years outside sales experience required in warehouse sales, with a successful track record of achieving sales revenue growth and targeted margins.

• Experience in developing and implementing successful sales strategies.
• Knowledge of MS Office, including MS Excel and PowerPoint.
• Valid California driver's license and driving record that meets the company's insurance carrier's requirements.

Preferred:

• Project management experience, in order to conceptualize a project, discuss it with the customer and with operations/warehouse managers, and formulate an effective plan.
• Bachelor's Degree or equivalent of education and experience.
• Strong business acumen.

PRIMARY LOCATION:

San Diego or Orange County.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Individuals are required to be able to sit or stand for long periods as needed throughout the day.

1. Walking: May require walking primarily on a level surface but may include walking on uneven or inclined surfaces for lengthy periods throughout the day, often up and down stairs.
2. Handling: Seizes, helps, or works with hands.
3. Lifting: Proper lifting techniques required. May include lifting up to 75 pounds and pushing or pulling up to 150 pounds throughout the day. Pushing or pulling assignment may need to be done with inclines. May also include climbing or descending stairs while carrying goods up to 50 pounds.
4. Reaching: Extend hands and arms in any direction, reaching above shoulder heights, below the waist or lifting as required.
5. Standing: Remains in standing position if required to perform various functions of the job.
6. Stooping: Bends body downward and forward by bending at knees or waist.
7. Vision: Reads paperwork and records on the computer.
8. Talking: Communications by phone, email, text, and in person.
9. Sitting: May be required to sit at desk. May sit for long periods of time.
10. Stairs: May also include climbing or descending stairs while carrying goods up to 50 pounds.
11. Heights: May include working at height on a loading dock up, or on a lift-gate.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. This list is not all inclusive.

1. Temp/Weather: Works in either 1) Office environment - for the most part ambient room temperatures, lighting, and traditional office equipment, or 2) Warehouse - may be exposed to cold temperature, or 3) Outside - may be exposed to wet and/or humid conditions, outside weather conditions and extreme cold.

2. Noise: Works in office, warehouse or outside environment, with constant or intermittent noise.

As the company grows, it may be necessary to rearrange/move cubicles at any time at the sole discretion of the company.

POSITION TYPE/EXPECTED HOURS OF WORK:

1. This is a full-time, exempt position.

2. Employees may be required to work late evenings or weekends depending on the business needs.

3. Because of operations and accounting interactions, the work needs to be conducted in the office location.

TRAVEL:

Travel to company and/or customer sites for entire state of California will be required.