Sales Representative-Dried Sands

Description

The Sales Representative is responsible for managing and growing industrial dried sand sales to existing and prospective customers locally, regionally, nationally, and in the Caribbean through both truck and rail delivery.

This role is responsible for developing and maintaining strong customer relationships, pursuing sales goals related to price, volume, product mix, and profitability, and supporting the development of strategic plans to expand the business. The position requires regular customer communication, customer site visits, market analysis, new customer and segment development, account management, competitor monitoring, quote generation and tracking, sales activity reporting, and other related administrative responsibilities.

The Sales Representative will work closely with Operations, Quality Control, Customer Service, and Logistics to ensure customer needs, product specifications, production capabilities, and delivery requirements are clearly understood and aligned. The role is expected to help achieve profitable sales growth while supporting efficient production planning and strong customer service.

The primary market area is Florida, with additional customers located regionally, nationally, and in the Caribbean. This position is specifically responsible for all dried industrial product sales from Standard Sand & Silica and Edgar Minerals. Products include a range of industrial sand sizes finer than concrete sand, serving markets such as grouts, mortars, stucco, filtration, infill, and other specialty applications.

Overnight travel is required, estimated at approximately 15%. This position will be based at the Davenport, Florida Main Office and is not a remote role.

Essential Functions:

• Maintains regular communication with existing customers to strengthen relationships, support customer satisfaction, and help achieve business growth objectives.
• Uses Excel and other available tools to analyze market, economic, and customer data, including segments, locations, volumes, pricing, competitive activity, and sales trends.
• Researches customer segments and market conditions, then converts findings into actionable plans to support business growth and margin improvement.
• Prepares quotes and negotiates with customers to secure business aligned with company goals related to price, volume, product mix, service expectations, and profitability.
• Regularly reviews customer demand against operational capabilities and maintains accurate sales forecasts to support production, inventory, and delivery planning.
• Evaluates opportunities to profitably increase rail shipments into existing and new markets.
• Helps resolve conflicts between customer needs and production limitations in a constructive, professional, and business-focused manner.
• Works collaboratively with internal functions, including Operations, QA/QC, Accounting, Customer Service, and Logistics.
• Represents the company in a respectful, professional, and constructive manner with customers, vendors, and internal team members.
• Coordinates with Operations to ensure product specifications, quality expectations, and shipping requirements are clearly understood and agreed upon before product is shipped.
• Promotes clear and timely communication among all stakeholders involved in sales, production, quality, logistics, and customer service.
• Evaluates the use of third-party haulers to support product dispatch, delivery efficiency, customer service, and cost effectiveness.
• Assists in tracking daily and weekly customer sales volumes and pricing to identify trends, opportunities, risks, and areas requiring follow-up.
• Provides support to the Commercial Manager and Customer Service & Logistics Supervisor as needed to help achieve department and company objectives.

Requirements

Competencies

Strong attention to detail and accuracy in all communications, analyses, quotes, evaluations, and customer-related follow-up.

Effective written and verbal communication skills, with the ability to work collaboratively across departments and functions.

Ability to gather, analyze, and critically evaluate market, customer, pricing, and sales data to identify meaningful trends, risks, and emerging opportunities.

Ability to summarize complex information clearly and concisely in support of fact-based decision making.

Strong interpersonal skills with the ability to build productive relationships with customers, vendors, and internal team members.

Professional demeanor with a strong commitment to customer responsiveness, timeliness, honesty, courtesy, and service.

Punctual, reliable, and able to maintain consistent on-site attendance. This is not a remote position.

Available as needed to support customers and business needs after normal business hours and on weekends.

Ability to prioritize competing demands, negotiate effectively, and follow through on commitments.

Ability to travel throughout the assigned region, including overnight travel, estimated at 15%.

Skills 

Proficient in Microsoft Office applications, with strong Excel skills required.

Ability to learn and effectively use internal and external business systems, including Apex, dispatching software, Dodge, and other sales, customer, market, or logistics-related platforms.

Education and Experience

Bachelor’s degree required, technical degree preferred.

Minimum of seven years of successful sales experience required.

Experience in industrial products, construction materials, mining, aggregates, commodities, or a closely related industry required.