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28 applicants
posted over 2 years ago

Job Description

Position Overview:

The Trade Sales Manager is responsible for building the Pella brand within the trade industry through a team of professional sales consultants.  Achieve group sales goals through coaching and developing team member skills in relational selling techniques throughout all active Pella product offerings.  Model market expertise and business partner relationships with customers.  Grow market share through reinforcing proactive development of new customer relationships.  Coach and develop value selling and accuracy skills to deliver contribution margin goals and error control needed to ensure profitability.  Develop team commitment to continually strive for 100% “Very Satisfied” customers.

The Trade Sales Manager’s (TSM) primary duty is developing an effective sales team.  The TSM is required to spend over 50% of their time each workweek outside with sales consultants observing and coaching effective sales skills.

Responsibilities/Accountabilities:

  • Achieving team sales and customer satisfaction goals and objectives.
  • Growing market share through sales consultant networking, lead and referral generation.
  • Achieving team profitability goals through building value and strategically discounting and error-rate control.
  • Recruiting, selecting, onboarding, and retaining high performing sales consultants with HR support.
  • Partnering with sales consultants to represent Pella at company sponsored events, professional group’s invitations to discuss and/or present Pella products, trade association meetings and/or builder home shows.
  • Assisting sales consultants win new customers and secure initial sales opportunities.
  • Removing obstacles for sales consultants to make sales with existing customers.
  • Encouraging independent consultant decision making while striving for first-time resolution on all client problems/issues.  Responding to escalated client concerns with sales consultant’s involvement.
  • Developing sales consultants to maintain exceptional level of expertise of products/services relating to Pella’s customers and their ability to advise customers on manufacturer installation guidelines and field measure openings to ensure accuracy of product applications
  • Reinforcing sales consultant approach to close the sale during all customer interactions.
  • Developing sales consultants’ ability to engage customers in consultative sales interaction, recommending the products and total solution that satisfy the needs of the customer.
  • Ensuring sales consultants’ quotes and orders accurately follow company sales process.
  • Developing cooperative team approach to solve specific order challenges by leveraging expertise with other Pella team members.
  • Encouraging customer retention and CSR through reinforcing sales consultants to act as their customers’ central point of contact with Pella and follow up with existing and potential clients using a consultative sales process; i.e. sends hand written thank-you cards to customers as a proactive measure of customer management.
  • Collaborating with Service/Operations teams to ensure successful after sales service requirements and installations.
  • Interacting with Account Receivable department to address any potential billing/payment issues of customers.
  • Leveraging strong CRM tool capabilities to develop sales consultants’ abilities to manage all customer interactions and proactively communicate to customers.  Provide account accountability to consults to drive growth.
  • Assisting Sales GM with developing marketing tactics and events.
  • Researching and encouraging sales consultants to share competitive information to be stronger in the market.
  • Assisting in the development of annual budgets and monthly forecasts.
  • Developing presentations to communicate progress to a variety of Pella audiences.
  • Working variable, non-traditional hours making themselves available for sales consultants and customers during evenings and weekends

Skills/Knowledge

  • Coach sales consultants to:
  • Develop partnerships with other businesses that serve the same customers
  • Provide superb customer service and generate referrals from one customer to others
  • Meet and engage with new people and become skilled networkers
  • Create a sense of trust and reliability with internal team and customers
  • Skilled at relating to a variety of customers- balances poise and integrity with a service mentality
  • Works collaboratively with Pella team members and customers
  • Enjoys working in fast-paced environment with a high sense of urgency
  • Strong problem-solving skills
  • Demonstrates confidence balanced with humility
  • Tenacious, able to persevere through sales challenges  and setbacks
  • Demonstrates a strong work ethic, flexible about hours, responsive to customer needs, willing to be available
  • Excellent influencer- can sell new ideas, shift paradigms, convey the value proposition
  • Seeks out internal experts and utilizes their knowledge
  • Able to accurately read, interpret and take-off blueprints
  • Adaptable to changing processes and priorities
  • Works well without close supervision but always keeps their manager informed
  • Focused on details and follow through

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s degree (B. A.) from four year college or university; or one to two years related experience and/or training, or equivalent combination of education and experience. Individual’s motor vehicle record must also comply with company requirements.  Must have the ability to manage multiple-tasks in an environment of constant interruptions and be able to prioritize responsibilities. 

Language and Communication Skills

Ability to read and analyze documents related to contracts and work documents.  Ability to write reports and business correspondence.  Ability to verbally present information and respond to questions from customers, managers, and the general public.

Professional Skills

Must present a clean and neat physical appearance and strictly abide by company dress code serving as a role model for other employees, customer and visitors.

Reasoning Abilities

Ability to solve practical and arithmetic problems and deal with a variety of concrete variables in situations where only limited standardization exists. 

Physical Demands 

While performing the duties of this job, the employee is regularly required to drive an automobile, stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl.  The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds using proper lifting techniques.  Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.  The noise level in the work environment varies between low to moderate in administrative offices and to moderate on constructions sites.

Travel

The vast majority of travel will be local.  Must be able to drive to showrooms, job sites and customer/contractor locations and required company functions at various locations.