ASSOCIATE SALES REPRESENTATIVE JOB DESCRIPTION

An Associate Sales Representative who cannot qualify a prospect's security environment or articulate a technical value proposition leaves revenue on the table and quota unmet. This role answers that gap. The Associate Sales Representative carries a direct quota within an assigned territory or account set, responsible for new logo acquisition and opportunity pipeline generation in B2B technology markets. No two weeks look the same, but the work centers on prospect outreach and deal qualification across commercial and mid-market accounts.

As the Associate Sales Representative, you own a defined territory quota, converting prospect outreach and opportunity qualification into closed new business within a B2B technology sales organization. You report into a district or regional sales leader and operate in close coordination with channel partners, marketing, and technical pre-sales resources across your assigned territory.

Career Impact: Carrying a direct quota in B2B technology sales from the start builds the pipeline generation and objection-handling skills that senior sales and account management roles are built on.

Business Impact: New logo acquisition in commercial and mid-market accounts is the primary engine of revenue expansion for a technology sales team, and this role owns that work directly.

Growth Opportunity: The territory management, forecasting, and partner co-selling skills developed here open a direct path toward Senior Sales Representative and Account Executive titles within the same organization.

• Prospect new contacts and opportunities within assigned territory using professional networks, business indexes, and outbound outreach to generate a qualified pipeline at 4X quota coverage.
• Qualify prospect needs by assessing security environment, budget, timeline, and business challenges to determine fit and advance opportunities through the sales cycle.
• Develop and execute a territory business plan targeting new customer acquisition in commercial accounts and channel partner whitespace.
• Collaborate with channel partners to co-develop marketing campaigns and commercial bundles that drive net-new pipeline across the assigned region.
• Manage opportunity data, account details, and weekly, monthly, and quarterly forecasts accurately to support pipeline visibility for sales leadership.
• Scope technical solutions against customer requirements and secure agreement from customer technical stakeholders to advance deals toward close.
• Deliver virtual product demonstrations and conduct discovery calls that align product capability to identified prospect business needs.

• Bachelor's degree in Business, Sales, Marketing, Information Technology, or a related field, or equivalent work experience.
• 1 or more years of sales experience in a technology or IT-adjacent environment, with demonstrated ability to carry and meet a quota.
• Experience with pre-call planning, opportunity qualification frameworks, and objection handling in a B2B sales context.
• Strong written and verbal communication skills, with the ability to present to both technical staff and senior business decision-makers.
• Ability to build and execute a territory business plan independently, with a results-driven approach to prospecting and pipeline generation.
• Comfort managing multiple active opportunities simultaneously, maintaining accuracy in forecasting and administrative follow-through.
• Valid work authorization in the United States without visa sponsorship required.

• General knowledge of enterprise IT product categories including networking, cybersecurity, or cloud infrastructure, applicable to explaining solution fit to commercial buyers.
• Experience selling through or coordinating with channel partners, resellers, or distributors in a co-selling model.
• Exposure to structured sales methodologies such as MEDDIC, SPIN, or Challenger, applied to the qualification and advancement of mid-market opportunities.
• Prior experience in a quota-carrying role during a corporate internship, rotational program, or entrepreneurial venture in a technology context.

• Qualified pipeline generated as a ratio to assigned quota, reflecting territory coverage and prospecting consistency.
• New logo count per quarter, measuring net-new customer acquisition within the assigned commercial territory.
• Forecast accuracy variance, tracking the delta between submitted weekly forecast and actual closed revenue.
• Opportunity stage conversion rate from initial qualification to technical close, indicating deal advancement effectiveness.
• Activity volume per week including outbound calls, virtual meetings, and demos conducted against defined targets.
• Typical tools: CRM platforms (commonly Salesforce or equivalent); productivity suites (commonly Microsoft Office 365)

• Base Salary Range: $50,000 to $70,000 annually, varying by market and experience level
• Bonus: Variable commission plan tied to quota attainment, typically uncapped
• Equity: Uncommon at this level; stock purchase plans offered at some employers
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company
• PTO: 15 to 20 days annually, plus standard US public holidays
• Common Perks: Mileage or car allowance for field travel, structured sales training program, President's Club eligibility

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background check completion, including verification of prior employment and education, is a standard condition of employment for this role. All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. Reasonable accommodations are available to applicants with disabilities upon request. Candidates must be authorized to work in the United States.

The Associate Sales Representative owns prompt management of all leads routed to the US Electrical Sales Team, handling inquiries, quotes, orders, and client research within Intertek's testing and certification business. Working alongside customers and operations, the role delivers a superior customer experience that supports Intertek's broader sales growth.

Key Responsibilities

• Manage inquiries, leads, and opportunities.
• Process and manage transactional quotes and orders in an efficient and effective manner.
• Provide prompt and accurate responses to quotation requests, leads and inquiries.
• Follow up on proposals and close business.
• Research and resolve account problems.
• Work closely with customers and operations to facilitate a superior customer experience.
• May perform client research, prospecting and networking.
• May provide marketing support for webinars, lunch and learns, open houses, technical seminars, etc.
• Enter sales activities into iConnect.
• Perform other work as required.

Required Qualifications

• HS Diploma or GED and prior relevant experience, or equivalent in education, experience, and/or training.
• MS Office proficiency, including Word, Excel, and Outlook.
• Experience with CRM tools a plus.
• Excellent prioritization, organization, and time management skills.
• Ability to work in a fast-paced, multi-tasking environment with shifting priorities and demanding deadlines.
• Must be detail-oriented and able to effectively prioritize and organize workload.
• Ability to communicate and interact effectively in verbal, written, and presentation formats.
• Must be customer focused and quality driven.
• Ability to travel as business needs dictate (up to 25%).
• Must be aware of and adhere to safety practices and policies to ensure personal and team safety.

Reporting to the Sales Manager, the Associate Sales Representative supports the full fleet management lifecycle by preparing contracts, analyzing potential customers, and facilitating pricing, proposals, and risk analysis for commercial vehicle and equipment fleets. Partnering with sales managers and clients across Element's suite of services, the role shapes business relationships that optimize customer performance and productivity.

Primary Duties

• Provide general support for the management of procedures relevant to financing.
• Support sales managers by analyzing potential customers, conducting market research, and collaborating to achieve expected volume targets.
• Support the process of pricing and preparation of daily fees, proposals, risk analysis, and legal issues.
• Actively follow up on business opportunities through the on-demand consultation process to facilitate operations and client relationships.
• Prepare contracts for customers.
• Work with the Sales Manager to address customer concerns, new business opportunities, and special requirements in a timely manner.

Skills & Qualifications

• Bachelor's degree required.
• 2 years of experience in the commercial and/or financial services industry desired.
• Strong analytical skills with process improvement and quality orientation.
• Microsoft Office including Word, PowerPoint, Excel, and Outlook at an intermediate level required.
• Strong oral and written communication skills with ability to work under pressure with high attention to detail.
• Customer focused with strong commitment to building and maintaining long-term interpersonal relationships.
• Proactive, self-empowered, and passionate about growth and change.
• Outstanding team member able to work in multi-functional teams at an accelerated pace in changing environments with enthusiasm and optimism.

Embedded within an industry-leading sales organization, the Associate Sales Representative scopes technical solutions, secures technical commitments from customer staff, and meets profitable sales growth targets across assigned product lines and market areas. Working closely with sales teams and customer stakeholders, this position advances both revenue outcomes and the technical acumen of peer sales associates.

Core Functions

• Proactively scope technical solutions required to address customer requirements and recommend options that optimize value for both the customer and the firm.
• Secure necessary commitments from customer's technical staff to ensure a technical close to the deal.
• Meet assigned targets for profitable sales growth in assigned product lines, market areas, channels, or teams supported.
• Provide coaching and professional development to team member sales associates to enhance their product knowledge and technical sales skills.
• Opportunistically pursue additional business development opportunities within customer firms and collaborate with sales to ensure effective coverage.
• Monitor customer support for technical solutions proposed throughout the sales process and alert teams to potential risks of deal closure.

Qualifications & Experience

• Business, Sales, Marketing, Communications, Information Technology, or Computer Science degree preferred.
• Minimum of 1 year of sales experience, including IT sales, corporate internships, or entrepreneurial programs.
• General knowledge of Microsoft, Cisco, and Oracle products.
• Must be proficient in Microsoft Office applications.
• Must have strong interpersonal skills and be a self-starter with good time management skills.
• Fluent in English, written and verbal.
• Must be able to legally live and work in the country of application without visa support or sponsorship.
• Requires face-to-face and virtual discussions with customers, individuals, or teams and coordinating with others to accomplish work activities.
• Requires making decisions that affect co-workers, clients, financial resources, and the image or reputation of the organization.

Sitting at the intersection of healthcare sales and emerging market development, the Associate Sales Representative builds revenue by identifying and closing new business across non-traditional segments including blood centers, urgent cares, and remote patient monitoring customers using Baxter's medical diagnostic product line. Operating across corporate accounts, strategic marketing, and cross-functional partners, the role delivers end-to-end sales cycle execution that expands Baxter's market reach.

Duties

• Call on current and prospective emerging market segments including blood centers, urgent cares, universities, schools, retail, long-term care, remote patient monitoring, and connectivity customers.
• Partner with corporate accounts and strategic marketing to identify new emerging customer segments and offer end-to-end solutions.
• Execute full sales cycle including opportunity prioritization, accurate forecasting, and qualification of smaller dollar sales opportunities.
• Conduct extensive prospecting, lead qualification, and opportunity generation; may schedule demos and appointments for strategic sales executives.
• Use business intelligence and sales analysis tools to lead and improve opportunities.
• Complete all administrative aspects of the role including extensive updates in Salesforce.com.

Requirements

• Bachelor's degree in Business, Marketing, Communications, or related technical area.
• 0–2 years of sales experience, preferably in a virtual environment.
• Strong analytical skills to track sales activity, develop sales plans, and understand local market and competitive trends.
• Experience with Windows-based programs including Word and Excel; CRM or Salesforce.com experience strongly preferred.
• Strong organizational and communication skills with ability to influence personnel ranging from nurses to C-level decision makers.
• A self-starter with the ability to work remotely and independently.
• Up to 20% travel may be required, including overnight travel.

A key member of the Young Professional Program sales team, the Associate Sales Representative builds qualified pipeline by prospecting new contacts, developing territory business plans, and articulating Check Point's cybersecurity value proposition to commercial prospects. Collaborating across channel partners, marketing, and sales leadership, the role delivers 4X qualified pipeline to quota through high-volume daily activity, virtual demos, and accurate forecasting.

Functions

• Align to assigned sales regions as a direct quota-carrying role focused on new customer and business acquisition through assigned accounts, partners, or territory.
• Proactively prospect for new contacts and opportunities by leveraging search engines, LinkedIn, social media, and business indexes.
• Develop a business plan and strategy to capture new logos in the commercial space.
• Work closely with channel partners in assigned territory to drive marketing and sales activity.
• Articulate Check Point's value proposition and solutions to address prospect cybersecurity needs and qualify opportunities by understanding security environment, challenges, timelines, and budget.
• Collaborate with marketing and channel to develop and execute campaigns and commercial bundles targeting commercial whitespace.
• Manage and maintain accurate account and opportunity details in Salesforce; provide accurate quarterly, monthly, and weekly forecasts on deals.
• Achieve high daily and weekly sales activity targets, conduct virtual demos and meetings, and generate 4X qualified pipeline to quota.

Experience & Qualifications

• Fresh graduate or fewer than 3 years of sales experience in the IT industry.
• Engineers or MBAs with 0–3 years of experience in cybersecurity or cloud preferred.
• Experience with pre-call planning, opportunity qualification, and objection handling.
• Strong proficiency with Excel, Word, and Microsoft Outlook; Salesforce experience preferred.
• Results-driven self-starter with a hunting sales mentality and strong sense of urgency and efficiency.
• High integrity and team-first mentality with an enthusiastic, outgoing personality.
• Ability to interact professionally with senior-level executives, customers, and vendors.

Positive phone skills, excellent listening skills, and ability to multitask and prioritize workload proactively.

Exemplary verbal and written English communication skills and attention to detail

Building and sustaining revenue for vacant territories depends on the Associate Sales Representative, who develops relationships with Health Care Providers and key stakeholders, delivers disease state and product presentations, and executes both in-person and virtual customer interactions across the therapeutic area. Based within a hybrid field structure and reporting to the District Manager, this role enables the sales organization to maintain consistent customer coverage and drive product adoption among targeted HCPs.

Accountabilities

• Develop and manage a vacant territory with the goal of maximizing sales.
• Recognize and develop business relationships with targeted HCPs in both in-person and virtual environments.
• Identify key influencers and achieve designated customer interaction expectations with a focus on top target customers.
• Deliver disease state and product presentations outlining products, features, benefits, and services.
• Engage in meaningful dialog with healthcare professionals to address business and scientific needs and determine how products can support underlying patient needs.

Technical Qualifications

• Bachelor's degree from an accredited institution required.
• Minimum of 1+ years of business-to-business sales experience strongly preferred.
• Strong track record of sales success including developing, implementing, executing, and measuring results.
• Valid driver's license and ability to travel as necessary, including overnights and weekends.
• Ability to work effectively in both virtual and field-based environments.