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Job Description

POSITION: Regional Sales Representative DATE: 6/2017

LOCATION: This is a home office position PAY GRADE: TBD

DIRECT REPORT: VP- Sales & Marketing STATUS: Exempt

SCOPE OF WORK

The Regional Sales Representative shall provide outside sales support to all Pacific Corrugated Pipe (PCP) Products while working in unison with the entire sales team including Inside Sales Representatives (ISR) to maximize sales of PCP products within your defined regional sales territory. Support shall include application-based engineering, technical knowledge and consultation, business development and technical training of all territory buyers, specifiers and influencers. This will include but not be limited to:

Promotion of all PCP products to clients like contractors, engineering consultants, private commercial developers, natural resource companies and government agencies.

Special project design, project management, and customer consultation Expand, develop and promote regional knowledge base of the entire PCP product line

and PCP as a company.

This is an outside, home office-based, regional sales position that reports to the Vice President of Sales & Marketing.

JOB DUTIES

To support, manage and promote the entire PCP line with the purpose of increasing the sale of PCP products including soil steel structures, culverts, corrugated HDPE pipe, storm water management systems, soil reinforcement products and other products in PCP’s portfolio within your territory.

Clear and concise communication with engineering, manufacturing and ISR personnel for project estimating, project management, design, manufacturing, delivery and installation/construction.

Act on behalf of PCP on various technical committees, government discussion groups, and industry associations.

RESPONSIBILITIES

The Regional Sales Representative is a technical and sales resource to a specified regional sales territory and provides support to all applicable products including metal and plastic pipe, geo-synthetics, storm water management products, engineered metal products and soil reinforcement products to our PCP clientele and the entire industry.

Specific responsibilities applicable to the role include:

Be the primary point of contact and coordinate/conduct presentations to buyers, specifiers and influencers like government highways authorities, engineering consultants, municipalities, developers, natural resource companies, railways and other customers to support the outside sales efforts for your specific sales territory.

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Attend, plan, prepare and deliver presentations and technical meetings at “lunch and learns”, trade shows, and industry meeting while maintaining a prominent profile for PCP as the leader in the market place.

Work in collaboration with all ISR’s in developing technical solutions, proposals, and specialize or complex product applications to secure business on behalf of PCP.

Provide preliminary design services where feasible. Connect with customers and clients to provide appropriate use of PCP products, pricing,

specifications and project details. Perform “take offs” on all small projects to determine product quantities and specifications

to prepare or assist in preparation of project proposals or quotations while working with ISR’s. Act as the secondary person to perform take offs when necessary.

Deliver various quotes to customers where needed and follow up until closed Drive use of PCP specifications for all PCP products, including short-span bridge

(structural plate) solutions to all customers including various specifiers like consulting engineers, architects and mine operators.

Find, identify and ensure PCP products meet and are included on government specification lists and other qualified product lists (QPL’s).

Conduct site visits during drop off, installation and post-installation with customers. Execute a promotional strategy to create awareness, provide technical education, and

expand the market base for PCP products. Prepare reports on promotional activity. Other tasks as assigned by the VP- Sales & Marketing.

PRIMARY INTERACTIONSThe position requires frequent interaction with Vice President of Sales & Marketing, Operations Managers, and Inside Sales Representatives. It includes extensive interaction with buyers like general contractors and land developers as well as specifiers like engineers and architects. Also, it includes interactions with influencers like state highway departments and municipal engineers.

EDUCATION and EXPERIENCE3-5 years’ experience in a similar role or with design and promotion of infrastructure construction products and/or water work industry is preferred. Bachelor’s Degree in Civil Engineering or Construction Engineering Management or comparable work experience desired. Also, Knowledge of the design of soil metal structures or similar civil engineering experience is a distinct advantage. Familiarity with sales and marketing techniques related to technical specifiers and construction product purchasing is an asset. Experience and knowledge of project management, construction/ inspection supervision and use of technical software (hydraulic, structural) is desirable. Strong analytical, teamwork and people skills are required.

WORKING ENVIRONMENT

Physical Effort – Time is divided between frequent travel by car and sitting in your office. There is occasional need to move or lift light articles. It is necessary to attend trade shows, conventions or sales meetings where duration will be more than 8 hours per day and require overnight stays.

Physical Environment – Significant time travel by car to visit current and future customers and occasional home office time. Occasional travel by plane. Frequent visits to visit customers, construction sites and project sites. An average week would include a minimum of 65% of your time working in the field (nominal overnights required) and 35% working in your home office.

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