Interclean & Rsquo Case

1070 Words5 Pages
As the result of InterClean’s recent merger with EnviroTech, several newly created sales positions have become available. The newly merged company will no longer sell only cleaning products, but will we also provide full-service cleaning solutions for organizations in the health care industry. These newly formed sales positions will be responsible for understanding the technical aspects of how our products works as well as the legal, environmental, safety, ethical and regulatory issues that affect sanitation and cleaning in the healthcare setting. The new sales team will help in the development of customized packages of cleaning solutions and systems to meet the clients’ needs. The job analysis method that will be used to…show more content…
• Participates and contributes to the development of educational and training programs offered to clients and prospects. Sales Representative Job Specifications: • 2-5 years of experience in sales in the cleaning industry including cold calling. • Extensive experience in all aspects of Supplier Relationship Management. • Strong understanding of customer and market dynamics and requirements. • Willingness to travel and work in a global team of professionals. • Proven ability to meet corporate goals and sales quotas. • Customer focused and results oriented. After careful and strategic planning of our new sales endeavor and implementing our new vision for our sales representatives; the executive management team has collectively decided to utilize our current merged pool of talent to commence our new sales team. After much discussion and careful consideration; the newly formed sales team will be led by Jim Martin, Vice President of Sales. Jim was chosen for his vast knowledge and expertise in the cleaning and sanitation industry. Jim is also very customer oriented and has a reputation for thinking outside of the box. Jim will be responsible for the implementation and vision of our strategic goals. We have also chosen Tom Gonzalez, for his strong leadership abilities, industry…show more content…
Training will immediately be implemented to ensure that our sales teams are knowledgeable and well versed with the laws and regulations of the industry as we move forward with our strategic goals of the organization. The sales team will need to understand and interpret the legalities, safety, ethical and regulatory issues that affect the cleaning industry. After careful consideration, we have decided to initially compensate each sales representative with a base salary and bonus potential package. We will reevaluate the pay structure in 90 days to determine whether this compensation package is still conducive with our strategic goals. Our selection process is based on the fact that the combined companies of InterClean and EnviroTech are a mature entity. Mature organizations emphasize the maintenance of market share, cost reductions through economies of scale, more rigid management controls over workers' actions, and the generation of cash to develop new product lines (Cascio, 2005). Overall, our goal over the next several years is to capture the all inclusive government cleaning services and solutions market to expand our business and increase our sales. We will do this by maintaining a well trained diverse sales team, educating our customers, and offering the best and most streamlined customized cleaning

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