Technical Sales Representative

American Concrete Products · Dallas, TX

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 23d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon American Concrete Products's careers page

Apply on American Concrete Products →

The job

What you'd do: Sell precast concrete products by winning design-phase specifications and product approvals with specifying firms, agencies, and utilities. Also manage early-stage pipeline and support marketing demand creation.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: A mix. Some leads come to you, some you find yourself.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 23 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

American Concrete Products, a growing precast concrete manufacturer is seeking a Technical Sales Representative responsible for the development of product approvals, design-phase product specifications and business development functions. Job Functions: - Oversee early-stage opportunity pipeline and acquisition and retention of specifying firms and agencies. - Pursue design-phase product opportunities to get product specifications favoring organization’s proprietary product advantage. - Obtain product approvals with agencies and utility companies where necessary in order to bid projects. - Collaborate with sales and marketing leadership on an organization-wide demand creation strategy. - Collaborate with marketing operations on the development, management and measurement of shared sales/marketing processes (e.g. lead management). - Generate content for web, social media, advertising, catalogues, brochures, and promotional materials. - Participates in entertainment functions with customers, attend trade shows and seminars. - Answer and return internal & external customer phone calls in a timely manner and handle issues swiftly and professionally. - Maintains knowledge of all major product lines and the specifications of each. - Balance relationships with Sales, Operations, and other Project Managers to achieve accountability and desired outcomes. - Conduct lunch-and-learns to technical buyers, generate promotional content, edit and write 3-Part CSI Format specifications. Requirements - Strong communication skills (verbal and written) - Strong analytical/critical thinking skills - Business administration, manufacturing, engineering, mechanical and/or electrical control experience a major plus. - Associates or 4-year undergraduate degree. Engineering or Business degree (Mechanical or Civil) a plus but not required. - Strong computer experience and knowledge in MS Suite (Word, Excel, PowerPoint), Microsoft Sharepoint. - Job requires travel up to 30% - 40% travel to plants and jobsites in other states. Benefits - FULLTIME YEAR-ROUND WORK - Medical, Dental & Vision Benefit’s after 60 Days - Competitive Compensation & Profit Sharing - PTO & Sick Leave - 401K with Match - Internal promotional opportunities - Company Sustainability – Since 1940 Enterprise Properties, Inc. and its subsidiaries are an equal opportunity employer that complies with EEOC rules and regulations. American Concrete Products is part of the Enterprise Properties, Inc Family Pre-Employment Drug Screen, Criminal Background check, Reference check & Employment Verification are all part of our hiring process. #ACPTX2021

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