Job Details
***Not a remote position.*** This position requires that you live in the Central Ohio area.
OPPORTUNITY
Environmental Pest Management is one of the largest and fastest growing pest control companies in Ohio, and we re well known for our exceptional customer service and for being among Columbus s best places to work. As a privately held, family-operated company, your accomplishments are recognized and rewarded, and your ideas and feedback are valued.
We re looking for a money motivated Outside B2B Sales Representative with strong prospecting and lead generation skills and a track record of closing deals and achieving sales goals. This individual will be responsible for generating new business throughout the states of Ohio, Indiana, and Michigan.
TOTAL COMPENSATION RANGE
Expected minimum earnings of $63,000 annually, with potential to earn $100,000 or more in your first year.
COMPENSATION/BENEFITS
Competitive base compensation plus commission
Benefits:
- 15 Days of Paid time off in first year
- 7 Paid holidays
- Employer-sponsored health insurance (medical, dental, vision, disability)
- Employer-paid Teladoc benefit
- Employer-matched Health Savings Account (HSA)
- Employer-matched 401K program
- Employee Assistance Program (EAP)
- Employee discount
- Entertainment budget
- Company vehicle provided
- Typical work schedule: 8am to 5pm, Monday through Friday, occasional evenings and weekends
JOB DESCRIPTION
Primary responsibilities are to generate new revenue from new customers (i.e., multi-unit residential or commercial properties) and to meet or exceed new revenue targets.
The Outside Sales Representative s responsibilities include, but are not limited to, the following:
Prospecting and Lead Generation
- Build lists of pre-qualified leads and prospective customers.
- Conduct background research on leads and prospective customers.
- Travel to assigned territories to meet with prospective customers.
- Schedule and conduct calls, emails, and face-to-face meetings with leads/prospects.
- Notify leads and prospects of new and existing services.
- Attend industry trade shows to identify potential leads.
- Stay abreast of industry trends to identify new opportunities.
- Recommend marketing strategies to target a specific region or demographic.
Qualifying Leads
- Determine names and contact information of decision-makers and target properties.
- Conduct discovery conversations with leads/prospects, identify property maintenance problems, identify status of relationships with other vendors.
- Determine budget for pest management services.
- Determine objections to changing vendors or to using EPM s services.
- Overcome objections.
- Propose customized suite of pest management services that will address each prospect s needs while being profitable for EPM.
Closing New Business
- Negotiate sales contracts, with prior approval of Sales Manager.
- Obtain signed contracts from decision-makers.
- Follow up with customers after the sale to ensure satisfaction of service and products and to obtain referrals for new business.
Administrative
- Maintain all prospect data and associated activity records in CRM.
- Report on activity and progress toward goals during weekly meetings with supervisor.
- Adhere to marketing budget.
- Maintain company equipment, vehicle, and personal safety equipment in clean, working order.
- Follow established processes to ensure quality service delivery to new customers.
REQUIRED QUALIFICATIONS
- Proven history achieving sales/revenue targets, year over year.
- Demonstrated mastery of selling techniques (prospecting, overcoming objections, presentation skills, gaining commitment, negotiation).
- Proven ability to navigate complex organizational structures to find decision-maker(s) and appeal to them.
- Excellent professional relationship-building skills.
- Excellent problem-solving skills: ability to come up with and present win-win solutions.
- Proficient in Microsoft Office software applications (Word, Outlook, Excel, PowerPoint).
- Proficient using HubSpot, Salesforce or other CRM software.
- Ability to use spreadsheets, make calculations, and create proposals.
- Ability and willingness to travel throughout the state of Ohio on a weekly basis and occasionally to surrounding states.
- Valid driver s license, less than 2 points on driving record, and ability to pass a background check and federal drug screen.
PREFERRED QUALIFICATIONS
- Associate s or Bachelor s degree preferred, or equivalent combination of education and experience.
- Formal sales training (e.g., SPIN, Sandler, Challenger, etc.) preferred.
- Experience working in or selling into the Pest Control industry preferred.
- Minimum 5 years experience in B2B sales.
PHYSICAL REQUIREMENTS AND WORK ENVIRONMENT
- Spend approximately 20% of time sitting at a desk, looking at a computer monitor, typing on a keyboard, talking on a phone handset or headset.
- Spend approximately 80% of time driving to and from customer site locations, driving short and long distances, getting in and out of a car, physically traversing site locations and offices that may or may not be ADA compliant.
- Ability to work in all types of outside weather conditions.
- Occasional evening and weekend work required.
- This position will work primarily out of the business office or in the field meeting with customers, with occasional work from a home office.
ABOUT ENVIRONMENTAL PEST MANAGEMENT
Founded 18 years ago by pest management professional, Jason Carpenter, EPM has steadily grown to become one of the largest pest management companies in Central Ohio. Thanks to our highly-skilled and expertly trained team of field technicians and customer service professionals, we ve earned a reputation for consistently delivering exceptional customer service and results.
EPM has developed special expertise working with multi-unit residential property management companies and their site managers and residents to keep pests at bay across all their properties while reducing overall pest management expenditures. EPM s proprietary work order software gives property managers real-time insight into potential pest problems, even before they become full infestations, to ensure pests aren t merely controlled, they re preventatively managed.
Voted four consecutive years by our employees as one of Columbus best places to work, we believe in recognizing and rewarding for superior work. Here s what some of our employees have to say about what it s like to work here:
I could never imagine EPM taking me to the places it has. I thought this would be just another place I worked, but it has turned into so much more. I feel supported and recognized for my work. I see myself growing and learning, something other jobs have never afforded me. This company, which I thought may have been temporary from the start, has led me to put down strong roots and given me the ability to foresee a strong future within this organization. It can almost be impossible to put into words the feeling of security and drive I feel within this growing operation. I am thankful to be a part of the team that makes the work we do happen.
EPM is focused on getting things done through their people. To that end they are dedicated to those people and actually show it. There are other companies that want to believe they care about their employees, but they aren t set up to actually do I; this organization is not like those, they actually care.
EPM places high value on integrity, compassion and customer service. The leadership sets the standards and practices what they preach. The door is always open for honest discussion and changes are made based on those conversations. It is a collaborative environment that breeds honesty and hard work.
EPM gives us the tools to succeed, they go the extra mile to ensure our team is feeling valued and cared for. This past year we moved into a new office that s completely renovated. We did not need to move, however EPM felt it was important to our team to have a new and improved space.
I truly believe EPM cares for their employees and will go out of their way to make sure they are happy with their jobs. They create a good balance between work and personal life.