Sales Representative Institutional - CA/NV/AZ/NM/HI

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The Sales Specialist serves as a technical sales representative for our commercial product line focusing on JanSan products. The Specialist is responsible for establishing and fostering relationships with existing and new customers to generate meaningful sales growth and profitability. This role serves as a local expert to answer all inquiries with regards to the before mentioned products and manages the territory in accordance with company guidelines, requirements, and corporate objectives.

This territory covers CA, NV, AZ, NM, HI

Duties & Responsibilities:

  Strategic Initiatives

  • Supports BHC’s corporate objectives as an expert in sales of the designated product line
  • Conducts business in accordance to the Business Development Manager’s strategies and the Sales Manager’s direction
  • Maintains an in-depth product knowledge and understanding of technical specifications and processes that pertain to the specific products
  • Assists Business Development Manager and Sales Manager in identifying the need for new or modified products/services/tactics to meet customer needs
  • Maintains a strong knowledge of the competition
  • Keeps informed on industry news and trends, products, services competitors, relevant information about legacy, existing and emerging technologies and the latest product-line developments


  • Prospects, identifies, and qualifies new customers. Ascertains needs, demos products, negotiates pricing within established guidelines, and closes sales 
  • Analyzes territory to assess growth potential and hit management’s profitability targets. Evaluates results and takes corrective action as needed
  • Develops and maintains relationships to increase sales leads
  • Performs “work with” days, holds periodic sales meetings, conducts evaluations, and implements strategic plans
  • Conducts technical presentations of products to demonstrate how it will solve a specific customer problem. Recommends products to customers, showing how changes will lower costs and improve operations
  • Serves as a resource to employees and customers as product expert to help understand customer requirements, provide sales support, and recommend improved materials or highly reliable cleaning processes that will lower costs or increase production
  • Attends trade shows, industry events and corporate meetings


  • Tracks sales activities, writes reports, budget control, negotiates contracts and provides customer feedback regarding products
  • Understands BHC’s ISO Quality System and responsibilities in support of this system, i.e., the ISO Customer Complaint System used for product complaints

  Desired Skills & Qualifications:

  • A Bachelor's Degree and 3-5 years' sales experience, or equivalent combination of education and experience
  • Sales experience in JanSan/janitorial preferred
  • Have outstanding technical presentation skills to create and participate in pre-sales, post-sales training programs and sales presentations
  • Ability to analyze data, interpret information and provide recommendations. Able to weigh alternatives against objectives and arrive at a reasonable solution
  • Ability to manage multiple projects with a sense of urgency and efficiency, and engage others towards results and manage the completion of tasks 
  • Ability able to travel. Overnights required
  • Be proficient in Microsoft Office, e.g., Microsoft Word, Excel, Outlook
  • Be self-motivated, customer service oriented, and able to work independently and as a team
  • Possess excellent oral and verbal communication skills 
  • Maintain a professional appearance and provide a positive company image to the public
Location: Irvine, CA
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