Sales Representative

POSITION SUMMARY

Are you looking for more than just a job? Join Matthews International, a company with over 175 years of success and stability. As a global leader in memorialization, we take pride in our craftsmanship and commitment to quality — and it all starts with our people.

Within approved policies and guidelines, the incumbent is responsible for memorial sales to maximize profits and sales growth of assigned territory within the Cemetery Products Division.

The ideal candidate is a strategic thinker with a strong tactical sales background. The applicant should possess a proven ability and understanding of executing sales techniques and processes, resulting in achieving or surpassing their targets/goals. This individual must have a background in creating B2B relationship and solution based programs. In addition, this candidate as well, should have extensive experience in territory management that leads to maximum account contact coverage. This person must also have proven experience with budgeting, monthly, quarterly, and yearly forecasting with tight proven results, strategic planning, and customer retention. As a Field Sales Manager within Cemetery Products, the candidate will be an integral part of the total field sales team, playing a key role in the selling process and able to identify opportunities to increase market presence to meet aggressive sales goals.

JOB RESPONSIBILITIES

• Is responsible to meet or exceed target volumes for memorial sales within an assigned territory, including inflationary dollar volume.
• Is responsible to work directly with Customer Service and Director of Sales to develop and maximize account strategies and sales results.
• Closely monitors all year over year units and sales dollars to identify bleeds, develops plan of action to correct bleed and gain senior leadership approval prior to implementation
• Leverages all marketing programs including The Remembrance Process to maintain or grow share
• Continually identifies “Target” accounts and ranks them in by degree of difficulty (chances of success), develops plan of action to gain these accounts
• Responsible for updating/maintaining target account tracking/accountability system
• Be able to demonstrate compelling sales presentation that clearly shows “Why Matthews” as your Business Partner of choice, and not just a vendor.
• Develops and maintains good customer relations
• Performs all training, including sales and products
• Attends pre-approved National, State, and Regional conventions and trade shows
• Plans, logs, and makes sales calls
• Prepares weekly expense reports
• Prepares weekly sales reports
• Prepares and understands forecasting and budget reports in addition to territory reviews

QUALIFICATIONS / REQUIREMENTS

• Bachelor’s degree from an accredited four-year institution plus two to five years proven selling experience, or equivalent combination of education and experience
• Proven ability to prepare and present business proposals
• Strong sales training and presentation skills
• Intermediate skill level in Microsoft Office, particularly Excel
• Detail oriented with outstanding communication skills
• Exceptional customer focus and strong professional acumen
• Candidate will need to reside or be domiciled within the territory (Eastern PA/NJ)

Language Skills

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Able to take measurements for purpose of submitting requests for drawings and bids on projects that are to be presented back to customers

Reasoning Ability

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to understand and evaluate broad business situations and draw practical conclusions and action plans to rapidly and effectively address the issues. Ability to deal with both abstract and concrete scenarios with ease.

Computer Skills

To perform this job successfully, an individual should have knowledge of the Microsoft Office: Outlook, Teams, Word, Excel, and PowerPoint. Previous experience with CRM (Salesforce.com) is helpful.

Certificates, Driver’s License, Registrations

A valid driver’s license is required for business travel.

Other Qualifications

• Should be able to travel 75% of the time and be available weekends or evenings for entertaining clients or completing projects.
• Excellent oral and written communication skills
• Negotiating skills

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PHYSICAL ASPECTS / WORK ENVIRONMENT

• Regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk, hear and see.
• Occasionally lift and/or move up to 10 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Occasionally exposed to wet and/or humid conditions, moving mechanical parts, fumes or airborne particles, extreme cold & heat, risk of electrical shock, and toxic or caustic chemicals.
• The noise level in the work environment is usually low/moderate.

Matthews Memorialization is a leader in the memorialization industry, committed to supporting customer business growth and helping families transition from grieving to remembrance. We achieve this by delivering products of exceptional craftsmanship along with value‑driven programs and services. Matthews Memorialization is a Matthews International (MATW) company.

Matthews International is an Equal Opportunity Employer.
All employment decisions are based on qualifications, merit, and business needs.

We provide equal employment opportunities to all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, age, disability, or any other status protected by applicable federal, state, or local laws.

Minorities/Women/Veterans/Disabled are encouraged to apply.

If you require a reasonable accommodation to complete the application process, please contact our Human Resources team.