A day in the life of a Field Sales Representative
Imperial Representatives are known as 'Tobacco Consultants' by the trade, which given the variety of services we provide the trader it is exactly what we are. It is this variety that keeps the job demanding, stimulating and far from boring. As a Field Sales Representative it is our role is to sell products, merchandise and ensure continuous availability of company products with particular emphasis on increasing distribution and the display of our brands.
We want the trade to know they can rely on us for the most up to date information and so we call every 4-6 weeks in every independent outlet that sells tobacco products no matter how small the shop. With around 250 outlets in my area, to visit them all I make between 12 to 15 calls a day. It sounds like a big task and it is, but I love the challenge and that's why organisation and planning are key to this role. Having such a varied call base means that no 2 weeks or even days, for that matter are ever the same.
Every visit comes with its own set of objectives which vary according to the needs of the business, but can include anything from notification of price changes and brand launches to implementing new legislation and using effective negotiation techniques to ensure our distribution is maintained and improved.
The training we are given allows us to advise each outlet what would be best practice for their business but at the end of the day its all about building relationships with your customers, using your sparkle and letting your personality shine through. Because I deal with people everyday one of the most important aspects is empathy. It's vital that I can relate to my customers and the challenges they face. At times it is just as important to lend an understanding ear as it is to talk about our market leading products.
All in all there's really no such thing as a 'typical' day, because the work's so varied, but here's a taste of a day in my life.
Click on the times to find out more:
Getting out on the road early has the added benefits of missing the rush hour traffic and giving me more time to myself in the evenings. I'm here to pick up the stock I need, which depends on my target that month. At the moment there's a distribution drive on Windsor Blue. The target for my area of 250 outlets is around 180 introductions over an eight week period but in addition to Windsor Blue I carry a wide variety of our other products. I enter what I've picked up on my hand-held computer. On Friday I'll bring back what I haven't sold and settle the balance. When I first started with the company, I was assigned a mentor rep, who I'm still good friends with. From time to time we bump into each other at the depot, and it's always good to see a friendly face and have a quick catch up and a coffee!
I completed my journey plan for today's calls on Friday, so all the information I need is already on my pen-top. In this job you find your car is your office!!
Before I go in, I need to load the call onto my computer, check the comments section to remind me what happened the last time I called here and look at any objectives I might have set for this visit. I also check my National Sales Brief to ensure any company objectives, such as distribution targets or cigarette unit changes, are also met. Finally I need my sales presenter and an outer of stock, as I always like to be able to show the trader the new products as I'm talking about them and I go into the shop with a smile.
Phew, what a morning! I've already completed 6 calls and the time's really flown by! I've managed 10 new introductions, as well as signed up a customer for a new unit and arranged a meeting with the new owners of a shop. The Sales Operations team have just called to let me know one of my traders was broken into over the weekend, so I'll pop in and see him on the way home.
It's often thought that working in the sales industry is a bit of a glamorous life but long lunches where you're wining and dining clients isn't the reality. As a Field Sales Representative working out in the field alone, lunch tends to be a quick sandwich and a read of the paper.
No two customers are the same and you have to use your perception to know the best way to approach each particular visit. I could tell that when I met this trader, her morning hadn't started well, so I knew it might be my most challenging call of the day. Sometimes this job is as much about listening as talking. After I lent a sympathetic ear to her concerns, she was much more receptive to some constructive advice to help her business but didn't want to commit to any new lines as cash flow is an issue at the minute. You can't win them all but what I did achieve in the call was to build a better relationship with the trader and to raise her awareness of our new lines, hopefully next time the work I've done today will result in a sale.
I've just finished talking to the trader who had a break-in and it turns out the damage wasn't too bad. The cigarette unit's still intact, so I just need to order new locks and a shelf. If you try to put yourself in the position of the trader and imagine the service you'd like from a rep, you'll never go far wrong. Security is something not only traders but also reps out on the road need to think about, at times we can be working in under developed areas. Personally I've never had any security issues and always found common sense and awareness to be key.
I've just walked through the door and I'm almost done for the day. I ensure that all my day's paperwork is filled in. Today, this would include my repair forms and my weekly stock sheets. I have done a quick check in the boot to make sure that all my stock is accounted for and that my money balances. I just need to send all the data I've collected from my pen-tablet to the office and pick up my emails. I also have my post sent daily, so I file away the account briefs and action anything outstanding. The last thing on the list is to schedule and map-out tomorrow's calls and charge up my printer and pen-top.
Satisfied with a good day's work; I've now got the whole evening to enjoy. As you can see, despite an element of routine, this job is not your average 9-5, which suits me very well. I find working from home has its pros and its cons –At times its hard working alone and you need to be prepared to be motivated enough especially at 8.30am on a rainy Monday morning. However, I do get to plan my day and work on my own initiative and knowing that I've got a fantastic back up team, a manager who provides me with all the support and resources I could need, the team of 10 I work in to bounce around ideas with and failing that I know that there's always someone on the other end of the phone if I ever need a sounding board or just a quick chat. I couldn't really ask for more.
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Information is correct at 02 November 2007.
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