Requirements for SuccessTo be a good fit for this opportunity you will have:
- Demonstrated technical knowledge of food and beverage processing, such as you might obtain by working in a food processing plant, for a food industry contract cleaning organization, or for a company providing products and / or equipment to the food industry.
- A basic understanding of microbiology, food regulation, sanitation programs and cleaning chemistry.
- Strong interpersonal skills and the ability to establish credibility and build relationships based on trust.
- A proven ability to make sound decisions and recommendations.
- Computer proficiency and familiarity with MS Office (Word, Excel and PowerPoint) as well as web-based systems and tools.
- Excellent written and verbal communications and presentation skills.
- Sales experience; a track record of success implementing strategies around new account acquisition, account penetration and retention would be ideal.
- Hands on technical experience.
- QA or sanitation shift leadership experience.
- Working knowledge of food safety and quality programs, such as Global Food Safety Initiative guidelines (GFSI).
Building a book of business means cold calling, knocking on doors and making a lot of phone calls. It will take persistence and hard work. You won't be alone -- it's in our interests to set you up for success -- but the biggest investment of time, effort and commitment will have to come from you. If you are new to sales you will need to develop the ability to bounce back from disappointment. You will hear "no" a lot, and you'll need resilience to stay upbeat and keep moving forward.
The main goal here is to drive sales from the position of a trusted consultant, and at Zep that requires a good deal of integrity. In our philosophy, success isn't about selling anything to anybody, but about understanding our customers' goals and acting as a partner to help them achieve those goals. For example, the new FSMA rules create an opportunity for us, but we also bear the responsibility to understand the rules inside and out. See the About Zep tab for more on our values.
We'll measure your success in a number of areas, and the key ones will include:
- Meeting or exceeding goals by:
- Prospecting and selling new, sustainable business.
- Retaining and growing accounts.
- Setting up accounts for long-term success and repeat business.
- Delivering demonstrations and training with professional polish.
- Calling on existing accounts on a regular basis for audits, follow up and customer service.
- Developing and executing plans for penetrating the markets in your territory as well as individual accounts.
The RoleReporting to the Vice President, Food Safety Group, you will join a team of Food Safety Consultants covering the nation.This group also collaborates with a larger sales and customer service organization. We'll start you off with a training program that takes your background into account, which will include learning on the job. Within a year you should be able to earn industry certification, and we'll also coach you on sales and customer service.
You will build a book of business that may include customers in any area of food and beverage processing, from poultry and red meat to carbonated beverages to snack foods. Pivotal to your success will be your ability to develop and leverage strong knowledge of both chemical products and equipment as well as an understanding of the characteristics that differentiate Zep solutions in the marketplace.
Your primary role will be to understand customer needs related to hygiene and sanitation practices so you will be positioned to develop and sell enduring Food Safety solutions to address the plant needs. You'll work with food plant personnel at all levels, including Complex Managers, quality control personnel and sanitation workers to help solve any cleaning or microbial contamination issues. This will include conducting in-plant audits to identify sources of microbial contamination.
More specifically, you will:
- Travel to food processing facilities throughout your territory to sell, service and train our customers on food plant sanitation practices.
- Proactively develop new food accounts / national accounts and build long-lasting business relationships in your territory.
- Conduct surveys and prepare written recommendations for customer consideration.
- Prepare service and cost control reports for every on-site customer visit.
- Develop sanitation procedure and sanitation training manuals.
- Prove our product effectiveness through hands-on demonstration, training our customers on effective use of our dispensing systems, complete all related reporting tools and supply value added services needed to win business.
- Instruct and train customer employees on sanitation programs, microbiology and food safety related practices.
You'll work from your home office and spend a good percentage of your time out in the field; at the same time, overnight travel will be minimal. This territory is centered on Little Rock, although you will handle accounts within a radius of approximately 150 miles.
Pictured: the Zep StrongBox foam station features all stainless steel construction and a foamer plus sanitizer spray for superior cleaning performance and reduced maintenance costs.
Why ZepUnlimited earning potential -- it won't happen right away, but over time you'll be in a position to make an excellent income. Consider: the commission percentage on revenue from a couple of large accounts would be considerable. The timing is good, too; in January 2013 the Food and Drug Administration (FDA) released new rules around implementing the Food Safety Modernization Act (FSMA). You'll be able to offer expert guidance around these new rules as well as solutions to help customers stay in compliance.
Training and support -- you'll complete a comprehensive certification program that includes courses in a wide variety of topics, from microbial testing to hands-on sanitation cleaning procedures to GFSI schemes. In addition, you'll get one-on-one training from seasoned industry experts, and enjoy support and resources from multiple areas within Zep.
Brand leadership -- Zep is one of the most trusted and recognized brands in the food industry; if you have the background we're looking for, chances are you have first-hand experience with our products. Our ongoing commitment to R&D means you'll always be able to offer an unparalleled value proposition.
Career options -- this position can provide challenges, opportunities and rewards for years to come. At the same time, depending on your performance and ambition, you might leverage your success in this role to pursue career paths in marketing, technical support, equipment engineering or other areas.
Sustainability and environmental stewardship -- we are committed to creating sustainable cleaning products and solutions, not only because it makes sound business sense, but also because diligent environmental stewardship ensures a better quality of life for current and future generations.
Excellent compensation -- in addition to a base salary plus uncapped incentive program, we'll provide a vehicle allowance and expense reimbursement. Our comprehensive benefits package includes medical, dental and vision plans; a 401(k) plan with a company match; paid vacation; tuition reimbursement and more.
Pictured: as a leader in advancing food safety programs, Zep is a recipient of the prestigious Black Pearl Award from the International Association for Food Protection (IAFP).
About ZepThe Zep Food Division separates itself from other companies through our comprehensive approach to product design and on-site service that includes highly trained representatives, technical experts, and microbiological support. Our value proposition includes:
- Certified Zep Food Safety Consultants trained to provide expert professional support to food operation sanitation programs.
- A large sales and service team dedicated to providing local expertise and implementing program consistency across North America.
- Strong R&D capabilities to develop innovative products with superior application efficacy.
- On-site technical expertise to assess each customer's sanitation needs and develop solutions based on those specific needs.
Zep's commercial cleaning and equipment maintenance product portfolio includes multiple brand offerings of anti-bacterial and industrial hand care products, cleaners, degreasers, deodorizers, disinfectants, floor finishes, sanitizers, and pest and weed control products, as well as other high performance, professional grade chemical products. Zep markets these products and services under well-recognized and established brand names, such as Zep®, Zep Commercial®, Zep Professional™, Enforcer®, National Chemical®, Selig™, Misty®, Next Dimension™, Petro®, i-Chem®, TimeMist®, TimeWick, MicrobeMax™, Country Vet®, Konk™, Niagara National™ and a number of private-label brands.
Zep Inc.'s brands have been in existence since 1896 and are now part of the Zep name, which was founded in 1937. Zep emerged as a public company in 2007 following its spin-off from Acuity Brands. Zep posted record fiscal 2012 sales of $654 million.
Zep Inc. is an organization that is committed to diversity within its workforce and encourages all interested candidates, including women, minorities, and former military personnel, to apply. It is the policy of Zep Inc. that all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, gender, age, disability or sexual orientation.
Video: great companies achieve success by consistently behaving in ways that reflect their core values, and at Zep Inc. our values demonstrate who we are.