WHAT DOES A FIELD SALES REPRESENTATIVE DO?

Published: Mar 19, 2025 - The Field Sales Representative is responsible for assisting in customer collections, managing daily billing entries, and ensuring adherence to correct billing procedures for various types of sales. This role maintains accurate customer billing information, monitors inventory levels at rig locations, and handles screen consignment documentation. Additionally, this position is responsible for creating sales quotes and orders prior to inventory distribution, reporting system errors, and adjusting inventory levels as required by the planner.

A Review of Professional Skills and Functions for Field Sales Representative

1. Field Sales Representative Duties

  • Territory Account Planning: Lead territory account planning process that aligns partner and Google resources to maximize business growth, customer satisfaction, and market share.
  • Sales Life Cycle Management: Drive consistent new business growth by managing the sales life cycle end-to-end (including prospecting, qualifying, forecasting, closing new agreements, and managing a book of business).
  • Executive Relationship Building: Build and deepen executive relationships with customers and utilize existing C-level relationships to help us grow into new organizations. Influence long-term strategic direction, and serve as a business partner.
  • Complex Sales Negotiation: Negotiate and manage end-to-end complex sales cycles, often presenting to C-level executives in enterprise customers.
  • Growth Strategy Development: Drive a growth strategy with Google’s partner ecosystem.
  • Partner-Driven Scaling: Scale with partners that deliver innovative solutions to drive new value in market.
  • Opportunity Maximization: Lead territory account planning process that aligns partner and Google resources to maximize opportunities.
  • Business Cycle Management: Manage the business cycle to drive growth.
  • Relationship Development: Grow customer and cross-organizational relationships.
  • Strategic Influence: Influence long-term strategic direction and serve as a business partner.
  • Executive Presentation: Manage complex business cycles and present to C-level executives and corporate customers.
  • Ecosystem Growth Strategy: Grow strategy with Google’s partner ecosystem.
  • Innovative Solution Scaling: Scale with partners that deliver innovative solutions thereby driving value in the market.

2. Field Sales Representative Details

  • Relationship Management: Builds and maintains effective long-term relationships with a defined customer base, especially high-value customers, to ensure a high level of satisfaction and increase revenues.
  • Sales Prospecting: Travels up to half the time to prospect and close new sales opportunities.
  • Marketing and Sales Planning: Develops and implements marketing and sales plans for assigned accounts.
  • Product and Policy Knowledge: Possesses broad knowledge of the organization's policies, products, and/or services.
  • Annual Sales Strategy: Develops, modifies, and implements yearly marketing and sales plans for assigned accounts.
  • Sales Forecasting: Provides a yearly forecast for each account and provides to the department and product management.
  • Event Support: Supports accounts by attending trade shows, open houses, and vendor days to represent DENSO products to current and prospective accounts.
  • Industry Intelligence Communication: Relays industry information to department and product managers.
  • Account Management: Manages current accounts and maintains frequent communication with customers regarding account status, any order or delivery issues, informing on new or redesigned products, and any other issues.
  • Market Research and Travel: Spends a significant portion of time conducting market research and traveling to prospect for new customers to inform and demonstrate assigned company products.
  • Product Training Facilitation: Collaborating with the product development group, creates and facilitates product training for assigned products.
  • Corporate Travel: Travels to DPAM headquarters and branches for scheduled meetings and training sessions.

3. Field Sales Representative Responsibilities

  • Strategic Relationship Building: Leverage sales experience to strategically build relationships.
  • Product Promotion and Sales: Promote and sell cutting-edge Daktronics display systems to sports customers, AV systems integrators, out-of-home advertising companies, and sales partners, while educating consultants and architects on the latest AV technology.
  • Collaborative Relationship Development: Develop productive and collaborative relationships with all these entities.
  • Multi-channel Communication: Contact customers and partners in person and by phone, Teams, Zoom, and email.
  • Relationship and Interest Development: Work to develop relationships with new potential customers and partners to educate and develop an interest in Daktronics and solutions.
  • Market Intelligence Gathering: Assist in gathering market intelligence, competitor updates, and industry practices and help develop winning strategies.
  • Needs Assessment and Team Coordination: Understand project and customer needs, organize and involve appropriate sales and support teams to best support the customer, included but not limited to Project Management, Application Engineering, Legal, and Accounting.
  • Dynamic Presentation Development: Develop and present dynamic presentations in various settings including sports facilities, advertising agencies, media companies, architects, construction companies, and corporate business settings.
  • Proposal Leadership: Lead our efforts to develop winning proposals.
  • Sales Activity Planning and Documentation: Plan, prioritize, and document sales activities.
  • Sales Travel and Planning: Develop weekly sales plans to include frequent travel for customer meetings, presentations, trade shows, etc.
  • Salesforce Utilization: Utilize Salesforce to track and communicate customer activity and forecast sales.

4. Field Sales Representative Job Summary

  • Regional Business Growth: Drives growth in business to the Key customers in the assigned Region/customer groups.
  • Key Account Management: Single point of contact to the Key Accounts for technical and solution related queries, sales opportunities, and coordination of service requirements.
  • Industry Knowledge and Networking: Understand the water technology space and have existing relationships with key players.
  • Account Strategy Development: Develops, implements & sustains comprehensive account plans (sales, marketing, and service programs/strategies) to achieve annual booking and sales numbers.
  • Relationship and Value Addition: Meets regularly with key decision-makers at Key Accounts & System Integrators with solutions for them and continuously brings value-added services to the relationship.
  • Sales Documentation Maintenance: Prepares and maintains all sales documentation (Sales Funnel, Client Profile, etc.) and ensures updated maintenance of the Salesforce system.
  • Customer Relationship Maintenance: Develop and maintain strong, long-lasting customer relationships (based on face-to-face contact whenever possible).
  • Sales Strategy Planning: Planning and organizing personal sales strategy as well as strategically planning daily/weekly/monthly schedules.
  • Sales Reporting: Generate sales reports each week and submit them to Regional Sales Managers and NAM Sales leader.
  • Prospect Engagement: Utilize all available resources to reach out to prospects and attempt to turn those prospects into customers.
  • Event Participation and Networking: Attend industry trade shows, and local and community events to accumulate new leads and make productive contact with existing and new clients.
  • Client Information Management: Update client information in the company contact database.
  • Field Customer Engagement: Daily customer visits on the field and field offices.

5. Field Sales Representative Accountabilities

  • Sales Objective Achievement: Work towards sales objectives and goals.
  • Customer Engagement: Maintain contact with key markets and customers, while maximizing the potential volume of orders.
  • Sales Activity Planning: Plan sales activities to maximize profit from all segments of the Smoker market.
  • Sales Planning Reporting: Prepare and provide monthly sales activity planning to help align with company directives.
  • Product Sales: Sell the company’s products to established customers and new prospects.
  • Sales Process Management: Handle entire sales process from proposal to close.
  • Sales Tracking and Reporting: Track and report pipeline activity, prepare and maintain sales records for sales leads and account status.
  • Customer Solution Development: Fulfill customer needs and develop solutions when problems arise.
  • Key Account Management: Solicits and maintains contact with current and prospect key accounts in person, by email, and by phone.
  • Travel for Customer Relations: Moderate overnight travel to foster healthy relationships with customers and to encourage future sales growth.
  • Event Setup and Management: Set up and tear down the company booth and display.
  • Professional Development: Attend special training sessions or seminars.
  • Industry Specific Knowledge: Learn the meat processing cycle from raw to finish.
  • Equipment Start-up Assistance: Assist in Equipment start-up.

6. Field Sales Representative Functions

  • Client Relationship Building: Build a strong relationship with clients (sellers and buyers).
  • Product Demonstration: Present the features and demonstration of the car (test drive) during field viewings.
  • Cross-Departmental Collaboration: Work closely with finance, insurance, and transfer team to ensure the success of vehicle transfer.
  • Needs Assessment: Identify the customer's needs before making recommendations.
  • Client Support: Assist with clients' queries and questions via phone, email during the viewings.
  • Market Understanding: Understand the motors market and its various audiences.
  • Sales Follow-Up: Follow up with buyers and sellers to improve the closing ratio.
  • Product Promotion: Promote various models as per the interest of the buyers.
  • Inspection Report Communication: Understand the inspection report before starting viewings and explain to the customers the vehicle condition, service, warranty, and history professionally.
  • Report Sharing: Share the inspection report with buyers.
  • System Updates: Update the viewings and add comments on the system accurately and on time.
  • Strategic Account Alignment: Align to the identified corporate accounts in the mid-market segment within a defined territory and drive business growth through a set of partners on various engagements.
  • Account Planning Leadership: Lead an account planning process that aligns partner and internal resources to maximize growth, customer satisfaction, and market share.

7. Field Sales Representative Job Description

  • Operational Optimization: Build the best restaurant offering and optimize operational performance.
  • Partnership Development: Identify and initiate new partnership opportunities with top restaurants in the city.
  • Complex Issue Resolution: Solve or escalate complex support issues for prompt resolution for top restaurant partners.
  • Relationship Management: Nurture deep relationships with top restaurant partners, identifying and acting on opportunities to grow the delivery business.
  • Industry Expertise Development: Seek and achieve a deep understanding of the restaurant industry.
  • Brand Ambassadorship: Act as an ambassador of Uber Eats' mission, brand, and product.
  • Executive Relationship Building: Build and strengthen executive relationships with enterprise customers.
  • Strategic Influence: Influence long-term strategic direction and serve as a business partner.
  • Business Cycle Management: Discuss and manage entire business cycles, often presenting to C-level executives in corporate and global customers.
  • Account Strategy Leadership: Lead account strategy in generating and developing business growth opportunities, working collaboratively with customer engineers and partners to maximize business results in the area and open up opportunities with enterprise customers.
  • Complex Requirements Analysis: Explore and understand complex customer requirements on both a business and technical level.
  • Customer Engagement and Education: Engage, educate, and ensure satisfaction of the customer base.
  • Opportunity Management: Manage multiple opportunities through the entire cycle simultaneously, working with cross-functional teams as necessary, and serve as the primary customer contact for all adoption-related activities.

8. Field Sales Representative Overview

  • Business Maintenance: Maintain all current business in the assigned area.
  • Regular Site Visits: Visit all rigs in the assigned area with existing business at a bi-monthly minimum.
  • Business Support and Troubleshooting: Troubleshoot or support existing business.
  • New Business Acquisition: Obtain new business in the assigned area.
  • Prospecting Visits: Visit all rigs in the assigned area for new business at a monthly minimum.
  • Data Collection and Reporting: Gather and report rig-level data on all rigs in the assigned area including shaker model, screen provider, solids control provider, pressure control, etc.
  • Sales Responsibility: Responsible for selling screens, parts, ES jobs, screen pulse jobs, and choke jobs.
  • Quote Preparation: Prepare all customer quotes via FDP.
  • Sales Order Creation: Creates sales orders in FDP.
  • Customer Service Excellence: Provide superior customer service. Troubleshoot issues with satisfactory response time.
  • Conference Call Participation: Attend conference calls (sales, inventory, projects, safety, etc.).
  • Customer Account Management: Set up new customer accounts and update accounts.
  • Credit Monitoring: Check customer credit limit and know the status of the account at all times, responsible for account adjustments.
  • Payment Collection: Responsible for collecting Cash-In-Advance (CIA) customer payment before product is delivered.

9. Field Sales Representative Details and Accountabilities

  • Collections Assistance: Assist in customer collections.
  • Billing Coordination: Send all tickets to the billing clerk for daily entry.
  • Billing Procedures Compliance: Follow correct billing procedures for spot sales vs. consignment sales.
  • Billing Information Accuracy: Responsible for collecting the correct billing info for customers.
  • Ticket Management: Follow up on rejected tickets in a timely manner.
  • Revenue Recognition Verification: Ensure sales orders have been recognized for revenue.
  • Inventory Management: Move slow-moving screen inventory back to the warehouse.
  • Inventory Maintenance: Maintain proper screen inventory in screen boxes at rig location.
  • Consignment Documentation: Fill out the screen consignment form (SIF) and submit it with tickets.
  • Order Processing: Create a quote and sales order before removing inventory from the warehouse and delivering to the customer.
  • System Error Reporting: Report any system errors that occur and enter a ticket for resolution.
  • Inventory Adjustment Reporting: Report required inventory increases or decreases needed in real time to the planner.
  • Audit Support: Be present and prepared to assist in audits.
  • Certification Maintenance: Maintain Quest OTC certification at/above 95% each month.

10. Field Sales Representative Tasks

  • Client Communication: Daily correspondence/communication with clients and any other relevant parties to ensure smooth operations
  • Market Insights: Identify and report customers' needs and behavior to the Istanbul commercial team.
  • Sales Reporting: Maintains detailed reports of sales activities including calls, orders, sales, lost business, and any customer or vendor relationship problems.
  • Sales Forecasting: Provides periodic territory sales forecasts.
  • Customer and Vendor Registration: Responsible for registering new customers and vendors in the system
  • Business Development: Drive business growth by managing business processes (i.e., prospecting, qualifying, forecasting) and managing books of business in the identified accounts through partners.
  • Executive Presentations: Discuss and manage business processes and present to C-level executives in the identified accounts.
  • Account Management: Ensure identified accounts attain business goals by aligning, managing, and holding partners accountable in engagements.
  • Partner Success Management: Manage partners' success and increase Google Cloud Platform consumption in partner-led customer engagements.
  • Regulatory Compliance: Ensure all required RIR’s (SQ, HSE, O/I) are completed each month.
  • Certification Management: Use eJourney daily and ensure all driving certifications are up to date.
  • Safety Compliance: Participate in and comply with customer and rig safety guidelines and regulations.
Relevant Information
What Does A Field Sales Executive Do?
What Does A Field Sales Manager Do?