Truewerk is revolutionizing the workwear market with technical, high-performance clothing for industries ranging from treecare and rope access to general construction and HVAC technicians. In addition to offering a unique product, Truewerk is a digitally native direct-to-consumer brand that delivers differentiated value relative to competitive offerings.

There is a significant opportunity to grow Truewerk B2B (business-to-business) - selling directly to businesses who want to improve overall performance through the performance of the workwear that their employees use. Truewerk is looking for someone to develop and scale this segment.

This role is initially for an individual contributor and it is expected to grow and evolve with the company.

What’s in place…

• An established, proven supply chain
• Defined personas and an understood buyer’s journey
• Strong evidence that the market desires Truewerk’s offerings

What’s not in place (yet)…

Established prospect lists, a robust B2B lead generation engine, and the fleshed-out systems, support, and tools of an established company. Truewerk is a scale-up company!

About the selling…

• The selling cycle can vary from a few weeks to 1 year. Shirts or jackets as uniforms or give-away SWAG can have a sales cycle as short as a few weeks. Establishing a workwear uniform program may take up to a year.
• Target customer personas normally are department managers, owners, general managers, and safety managers of tree care, rope access, general construction, and communication tower companies. The number of decision makers is typically 2 - 5.
• Effort and emphasis across account types using the KARE acronym is distributed approximately as follows: Keep, 5%; Acquire, 75%; Recapture, 0%; Expand, 20%
• Individual items are priced nominally in the $50 - $150 range. Mid-sized orders are $2K - $10K.
• Selling happens primarily as an individual, as opposed to a team selling approach

Duties

• Hunt for business opportunities that are within defined market segments and nurture them through the funnel from awareness to consideration and ultimately converting them to long-term and ongoing customer relationships
• Coordinate with the Truewerk team (logistics and customer service) to ensure customer satisfaction and promote brand advocacy
• Define and refine the strategic approach and tactics that will deliver the desired business results
• Record activities and customer requirements in the CRM accurately and promptly
• Apply a scientific approach to continuous improvement
• Meet or exceed defined objectives

KPIs (TBD)

• Sales target achieved
• Prospecting activities
• Close ratio
• CRM accuracy
• Fit with target opportunities

Ideal Candidate Profile

The ideal candidate has or demonstrates the following skills, experience, attitude, results, and cognitive skills:

Skills

• Sales ability - diagnose pain, assess fit with organizational abilities, prescribe the best solution
• Strategic agility - create credible and forward-looking strategies and plans
• Problem solving - define problems, identify root causes, and implement effective fixes
• Business acumen - knows how businesses work

Experience

• 2 - 5 years of B2B sales experience selling products or services that are neither purely transactional nor large-scale enterprise-level and complex sales
• Competent operation of CRM and other contemporary technologies used to identify, nurture, and close sales opportunities

Attitude

• Plays to win, within the bounds of putting the customer first and being part of a cohesive team
• Process- and data-driven
• Continuously improves
• Action oriented
• Customer focused

Results

• Met or exceeded sales targets
• Initiated and instituted new and creative approaches to growing sales

Cognitive Skills

Educational background that is build on the acquisition of skills and knowledge required to advance personal goals and ambitions