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Outside Sales/Quality Control

Department: 500 - Sales
Location: Henry, IL

An Outside Sales Representative will identify, develop, sell and service customers in the Central Illinois building materials market.  Responsible for generating new business, retaining/growing existing business, bidding projects, customer service, and participating in trade associations and community involvement for assigned territories.  The primary emphasis will be on identifying opportunities and generating net new business.  This is a direct sales position; selling bulk material & logistics services from both Ozinga and non-Ozinga sources.  May also orchestrate terminal opportunities for handling and storage of material through Ozinga marine locations.  Customer target market may vary by market segment, geography, or type of customer as assigned by sales leadership.  Additional responsibilities with this role would be to assist Quality Control team with sampling, testing, and certification of aggregates produced in the Henry quarry.

Skills & Responsibilities:

Principal Qualification

  • Must embrace and embody the Ozinga culture, values, and principles of service, learning, and entrepreneurship

Core Competencies:

  • Competitive spirit with “hunter” type instincts for identifying and closing new projects
  • Outstanding time management and project management skills (self-motivated, organized, and efficient)
  • Excellent listening, negotiation, and presentation skills; Asks probing questions to understand customer pain points
  • Must be adept at cold-calling, qualifying then developing leads, and initiating contact with prospects
  • Must understand the central Illinois market and its customers. Trusted to provide unique and meaningful solutions
  • Ability to maintain highest levels of professionalism and skill when dealing with high-pressure customer issues
  • Proactively plan and manage schedule on a daily basis; Stay efficient and on-task despite distractions
  • Embrace and achieve required certifications and fluency in Ozinga’s Sandler Selling methodology and incorporate Sandler sales process and techniques throughout all sales activities.
  • Skillfully create, maintain, and develop “equal business stature” customer relationships with key decision-makers
  • Able to become a trusted advisor to prospects, customers, and colleagues
  • Coachable spirit that seeks and embraces constructive feedback
  • Must obtain certification as an IDOT Aggregate Technician, and work with production team to maintain compliance with IDOT’s Aggregate Gradation Control System

Primary Responsibilities:

  • Develop net new business by identifying and capitalizing on previously unknown opportunities through industry relationships, prospecting, cold calling, and other techniques
  • Identify prospect’s decision-making process, and use that knowledge to become more involved in early project planning and material specifications with those making final buying decisions
  • Drive the sales cycle from start to finish; From lead generation/qualification to quoting/closing sales through order fulfillment and post-sell follow up
  • Analyze customer accounts and develop sales strategies based on the KARE profiling model
  • Actively communicate and collaborate with leadership in order to maintain accurate market outlook
  • Collaborate with other Ozinga businesses to identify, generate, and work prospect/customer cross-sell opportunities
  • Maintain accurate and current customer and business opportunity data in Salesforce CRM system
  • Collaborate with Billing & Credit teams to provide accurate invoicing and ensure a frictionless customer experience
  • Assist Operations, Dispatch, and Quality Control teams, as required, for customer service, IDOT certifications, project status reports, and resolution of issues
  • Actively participate in networking events such as; community events, industry events, trade associations, meetings, seminars and non-profit activities to promote the company products and services
  • Demonstrate a commitment to communicating, improving, and adhering to Ozinga safety policies.


Education/Experience/Professional Certifications:

  • Bachelor’s degree preferred, but may be substituted with relevant work experience
  • 5-10 years construction or related industry experience preferred
  • Skilled in the use of basic computer software and web/mobile applications to accomplish daily tasks
  • Experience with contractor estimating or project management preferred
  • Must have a valid driver’s license and be able to safely operate a vehicle

Working Conditions:

  • Operation within a professional office environment
  • Driving your assigned territory and visiting job sites.
  • Operation within job site which includes outdoors includes some exposure to extremes in temperature, moisture, dust and noise
  • Frequent periods of standing and walking on wet, dry, even and uneven surfaces.
  • Occasional exposure to moving equipment and machinery parts
  • Routine usage of standard office equipment such as computers, phones, photocopiers and filing cabinets
  • Job will require local travel almost every day. Occasional out of area travel when required.

Physical Requirements:

  • Regularly required to talk or hear; frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms
  • Must be able to sit and drive for extended periods of time
  • Occasionally required to climb up/down ladders, steps and construction projects
  • Occasionally required to balance, stoop, kneel, crouch or crawl
  • Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus

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