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JOB TITLE: COMMERCIAL RUNNER (Runner Agent - RA)
 DEPARTMENT: SALES
 AREA: OPERATIONS

DESCRIPTION:

The Commercial Runner is the entry point to the organization's commercial structure, occupying a temporary training role (from two weeks to a maximum of one month) before becoming a Sales Agent (SA). Their main function is to make the first contact with potential customers through receiving calls, initial qualification of leads, and appropriate transfer to the corresponding Sales Agents according to the criteria established by their Field Training Agent (FTA).

During this formative period, the Runner acquires fundamental knowledge about products, company policies, communication techniques, and handling of basic objections. They act as a "lead warmer," establishing the first level of filtering that optimizes SA time by providing them with previously qualified contacts and initially collected information.

The Runner must demonstrate capacity for quick learning, following precise instructions, and progressive development of commercial skills. During their training period, they are constantly evaluated by their FTA to determine their suitability to advance to the SA position, assessing aspects such as communication ability, growing mastery of commercial discourse, discipline in following processes, and sales potential.

This role constitutes a fundamental stage of observation and learning, where the Runner absorbs best practices through direct observation of their SA colleagues and superiors, preparing to assume full commercial responsibilities upon satisfactory completion of their training period.

ORGANIZATIONAL LEVEL

OPERATIONAL (JUNIOR LEVEL)

SPECIFIC CHARACTERISTICS

BASIC COMPONENTS:

• Basic customer service skills
• Clear and effective communication skills
• Ability to identify basic information from potential customers
• Positive attitude and learning orientation
• Elementary teamwork skills
• Ability to follow precise instructions

EDUCATION:

• Associate degree or related studies
• Incomplete university studies

TECHNICAL KNOWLEDGE:

• Basic knowledge of office tools
• Management of telephone systems and communication platforms

REQUIRED EXPERIENCE:

• Previous sales experience desirable but not mandatory
• Demonstration of commercial aptitude during the selection process

ORGANIZATIONAL LOCATION

SUPERVISOR:

FIELD TRAINING AGENT (FTA)

PEOPLE SUPERVISED:

N/A

DIRECT RELATIONSHIP AREAS:

N/A

INDIRECT RELATIONSHIP AREAS:

N/A

SPECIFIC COMPETENCIES

JOB RESPONSIBILITIES

DAILY

• Receive calls from potential customers following the provided script
• Collect basic customer information according to established protocol (name, contact number, ZIP code)
• Perform an initial lead qualification filter according to established criteria
• Transfer calls to SAs assigned by the FTA, providing the collected information
• Record attended calls and their results in the database
• Attend training meetings with their FTA
• Observe and learn from sales techniques applied by experienced SAs
• Progressively practice the commercial discourse (script)
• Report to their FTA any difficulties encountered during call handling
• Keep their personal progress record updated regarding required skills

WEEKLY

• Participate in specific training sessions led by the FTA
• Receive structured feedback on their performance
• Practice more advanced communication techniques and objection handling
• Review personal metrics of telephone service and effectiveness in lead qualification

BIWEEKLY

• Participate in knowledge evaluations about products and policies
• Begin to perform, under supervision, some initial sales processes
• Update knowledge about scripts and changes in procedures

MONTHLY

• Undergo comprehensive evaluation to determine aptitude to advance to SA
• Establish specific improvement plans with their FTA for identified opportunity areas

OCCASIONAL

• Participate in special training on new products or regulations
• Attend integration activities with the commercial team
• Receive additional training in specific areas according to detected needs

The Runner role is distinguished by its formative and preparatory nature, focused on progressively developing the necessary skills to perform as a Sales Agent. Their main contribution to the commercial flow is to optimize SA time through initial lead qualification, allowing them to concentrate on effective sales closing. Success in this position is measured by learning capacity, constant evolution in commercial competencies, and discipline to follow established processes.