Regional Sales Support Duties and Responsibilities
Opportunities
Entering new opps into CRM on behalf of TSRs Updating opps in CRM on behalf of TSRs ensuring the following is accurate:
Pricing
Volume
Stage
Chance
External Comments
Sending region monthly Opps Expiring and Needing Update Report on the 1st weekday of each month CCing Supervisor Sending region Opportunity Scorecard Report on the 1st weekday of each month CCing Supervisor Sending supplier-based Opportunities Needing Update prior to PDMs quarterly Supplier Reviews CCing Supervisor
Samples
a.Entering new samples into CRM on behalf of TSRs, ensuring they are linked to appropriate opportunities
Replink
Send Open Replink Alerts to region on Mondays CCing Supervisor Update Replink Alerts on behalf of TSRs
Pre-Call Planning
Create Pre-Call Planning reports for TSRs sales calls Including the following: Forecasting, Purchase History, Open Samples, Open Opps, Accounts Receivables, and pricing of purchased materials.
Quarterly “Hunting” Reports
In the ongoing effort to confirm and close new business we will be generating a “Hunting Expedition” spreadsheet report that will be emailed to TSR once per quarter. This will confirm the opportunities in TSRs territory, sorted by customer, and include open opportunities, closed lost opportunities and Market Intel opportunities. This will provide TSR with a comprehensive list of new business targets that TSR can use in advance of all customer meetings. It is important to focus on the previously lost and Market Intel opps as they represent potential “quick hits” for new business. In many cases our products are already approved, and TSR will not need to wait months or years for an approval. This should be one of the most effective ways to close opportunities quickly and more efficiently. CCing Supervisor when report is sent.
Highlight/Lowlight Report
3 business days prior to EOM pull Closed Won Opps Report and add this to the regional Highlight/lowlight report for the region CCing Supervisor
Include all opps above $5000 in sales and exclude Turnover opps.
Forecasting
Submit Forecast Overrides
Quotes
Submitting quotes on behalf of TSR
