Field Sales Representative Job Description: Top Duties and Requirements

A Field Sales Representative, or Field Sales Consultant, is responsible for sourcing new prospects, negotiating with them, and closing sales deals. Standard deliverables include meeting sales quotas, positive customer relations, and increasing company revenue.

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Field Sales Representative duties and responsibilities

Field Sales Representatives need to be knowledgeable about products and create a rapport with clients quickly to build lasting relationships. A Field Sales Representative’s duties and responsibilities include:

  • Selling and promoting products to both existing and potential clients 
  • Performing needs analysis and cost-benefit analysis for clients 
  • Establishing and maintaining positive business relationships with clients 
  • Monitoring competitors’ sales activities 
  • Assisting with corporate marketing strategies and expanding the company to new markets 
  • Cold calling potential clients 
  • Coordinating sales efforts with other departments  
  • Supplying the management team with reports on customer needs or interests, potential new products, or services, and competitive activities 
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What does a Field Sales Representative do?

Field Sales Representatives are responsible for marketing products directly to clients. They usually manage their time between the office and in the field meeting with leads and clients. Other duties include collecting orders, ensuring products are available, and ordering more stock while adhering to the company budget guidelines.

A Field Sales Representative’s daily activities vary, from creating sales presentations for clients to cold calling potential customers to generate leads. Therefore, public speaking, interpersonal, and excellent communication skills are key to this role.

Field Sales Representative skills and qualifications

Successful Field Sales Representatives possess a blend of excellent communication skills, interpersonal, and negotiation skills. They are good at creating a rapport with strangers, excellent at presenting a company’s brand, and closing deals. Bonus skills include excellent proficiency in Microsoft Word, Excel, and PowerPoint. Top skills among successful Field Sales Representatives include:

  • Excellent organization skills
  • Good interpersonal, negotiation, and communication skills 
  • Ability to overcome objections from potential clients 
  • Experience with commissioned sales, field sales, or related fields 
  • Self-motivated energy 
  • A valid driver’s licence 
  • Record of achieving quotas 
  • Ability to solve problems and to deal with a variety of variables 

Field Sales Representative experience requirements

A strong foundation in computer skills is important for Field Sales Representatives to create presentations, marketing strategies, and delivering reports. Both entry and mid-level positions require previous experience in dealing with sales, usually two years and below. Other experience requirements may include a track record in achieving quotas, familiarity with working with Salesforce or related CRMs, and experience in pipeline management.

Field Sales Representative education and training requirements

Look for Field Sales Representatives with a high school diploma or GED. A bachelor’s degree is desirable for Field Sales Representatives in technical areas such as pharmaceuticals, manufacturing, medical computer equipment, and industrial equipment.

Field Sales Representative salary expectations

According to Indeed Salaries, a Field Sales Representative’s average salary in Canada is $65,315 per year. The salary varies depending on location, level of experience, and company.

Job description samples for a similar position

If a Field Sales Representative is not quite what you’re looking for, related job description samples include:

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Field Sales Representative job description FAQs

What is the difference between an Inside Sales Representative and a Field Sales Representative?

Both Inside Sales Representatives and Field Sales Representatives have the same role of prospecting and converting leads. The primary difference is that Inside Sales Representatives perform their duties from an office or remotely instead of in-person. On the other hand, Field Sales Representatives work for employers with physical office space but meet leads at conferences or industry events. The field locations vary significantly based on the industry. For example, a Field Sales Representative in the food and beverage industry would be responsible for visiting leads at their respective bars and restaurants. 

What qualities make a good Field Sales Representative?

Successful Field Sales Representatives are good listeners and empathetic. They know how to sell an item to a prospective client by demonstrating the ability to feel what their customers feel. Additionally, Field Sales Representatives have expert networking abilities. 

Who does a Field Sales Representative report to?

Field Sales Representatives typically report to the Field Sales Manager/Supervisor. They communicate and deliver reports on closed sales, market research outcomes, competitor’s actions, and customer complaints to the manager.

How can you make your Field Sales Representative job description stand out?

To make a Field Sales Representative job description stand out, include details about the products or services candidates will be selling. If it’s a specialized product, such as pharmaceuticals, list the relevant experience or academic requirements a successful candidate needs. It’s also important to provide an overview of a candidate’s sales territory, where they need to travel and for how long. Highlight attractive benefits like performance bonuses for meeting sales targets, and a competitive salary. Be sure to include requirements like a valid driver’s licence or personal vehicle.

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