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Home Explore Work Occupations Sales Managers and Representatives—Wholesale and Manufacturing, Except Technical and Scientific Products

Sales Managers and Representatives—Wholesale and Manufacturing, Except Technical and Scientific Products

Sales Manager, Sales Supervisor, Sales Representative

Average Salary: Entry level--$61,040  Experienced--$141,580

Education/Training Required: Bachelor's Degree; Industry knowledge preferred; Prior sales experience helpful

Energy Industries: Coal, Gas, Transportation & Distribution

In energy fields, a sales representative is often a technical consultant, helping commercial and industrial customers determine their energy needs and the best resource to meet those needs. Jeff Nehr is the director of business development for Peoples Natural Gas, a natural gas provider for western Pennsylvania, West Virginia and Kentucky. He sells transportation services for energy producers and their customers and says the business is growing steadily with the developments in the Marcellus Shale play. “We're the pipeline - Customers can buy from many different producers - including different types of energy - so we structure our prices competitively and focus on price stability.”  Nehr says his career path began with a petroleum and natural gas engineering degree from Penn State and early work in information technology with utility companies, giving him an advantage now in understanding the supply maps. He sees “huge opportunities” ahead, especially as the use of natural gas vehicles for large fleets increases.

Responsibilities ·        

  • Understand industry to explain products/services to customers.
  • Meet with potential customers, explain technical aspects of sale.
  • Present financial options of sale; Negotiate final sale price/contract.
  • Generate sales leads and marketing activities.
  • Communicate to customers in the field; understand safety issues in field.
  • Represent organization to clients.
  • Supervise and coach a sales team.    

Tools and Technology ·        

  • Basic computer software 
  • Sales contact software  

Critical Knowledge ·        

  • Sales and Marketing - Principles for promoting and selling products or services, including marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal Service - Principles and processes for customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Economics and Finance  

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