Commercial Sales Consultant

Job Description

Commercial Sales Consultant

Position Summary

The Commercial Sales Consultant is responsible for growing the Pella brand within the commercial market by positioning Pella as the preferred provider of window and door solutions. This role drives sales success through a consultative approach, deep technical expertise, and strong relationship building with architects, builders, contractors, and other commercial partners.

This is a highly field-focused role, with at least 60% of time spent meeting customers, developing new business opportunities, and growing existing accounts. The ideal candidate is proactive, relationship-driven, and skilled in navigating complex commercial sales cycles.

Key Responsibilities

Business Development & Sales Growth

• Prospect and secure new business to achieve individual sales and customer satisfaction goals
• Grow existing accounts by building trust and long-term partnerships
• Generate leads through networking, referrals, and face-to-face meetings
• Position Pella products within project specifications by engaging architects, designers, and builders
• Represent Pella at industry events, associations, and trade shows

Customer Engagement & Consultative Selling

• Deliver consultative sales solutions tailored to customer needs and project requirements
• Provide expert recommendations on fenestration solutions to influence buying decisions
• Serve as the primary point of contact for customers, ensuring consistent communication and follow-up
• Educate customers on installation guidelines, product applications, and field measurements

Project & Account Management

• Manage complex commercial projects and long sales cycles with attention to detail and follow-through
• Ensure quotes and orders are accurate and aligned with company processes
• Collaborate with internal teams (Operations, Service, AR) to support successful project execution and resolve issues
• Proactively address customer concerns with a focus on first-time resolution

Product Expertise & Market Knowledge

• Maintain strong knowledge of Pella products, competitive offerings, and industry trends
• Stay current on commercial building codes and technical requirements
• Leverage internal experts and resources to support project-specific needs

Operational & CRM Excellence

• Utilize CRM tools to manage customer relationships, track opportunities, and maintain accurate records
• Communicate proactively with customers throughout the sales and project lifecycle

Skills & Competencies

• Proven ability to secure and manage complex, high-value sales projects
• Strong negotiation, influencing, and objection-handling skills
• Excellent relationship-building and networking abilities
• High attention to detail with strong organizational and follow-through skills
• Ability to navigate multiple stakeholders (architects, builders, subcontractors, owners)
• Resilient and driven, with the ability to overcome challenges and setbacks
• Strong analytical and problem-solving capabilities
• Comfortable working independently while staying aligned with leadership
• Proficiency with Microsoft Office, mobile tools, and CRM systems
• Ability to read and interpret blueprints and technical drawings

Career Progression

Commercial Sales Consultants have opportunities to advance through tiered levels within the role. Progression is based on demonstrated performance, increased production, and continued development of skills and expertise. Expectations for sales output and complexity increase at each level, as defined by local leadership.

At all levels, consultants are expected to:

• Meet or exceed sales goals
• Manage increasingly complex projects and larger accounts
• Acquire new customers while expanding existing relationships
• Demonstrate strong time management and business ownership
• Serve as role models and collaborative team contributors

Qualifications

• Bachelor's degree or equivalent combination of education and relevant experience
• 2+ years of commercial sales experience, with technical product knowledge preferred
• Valid driver's license with acceptable driving record
• Ability to manage multiple priorities in a fast-paced, dynamic environment

Additional Requirements

Communication Skills

• Ability to read and interpret contracts and technical documents
• Strong written and verbal communication skills
• Effective presentation skills with diverse audiences

Professionalism

• Maintain a professional appearance and adhere to company standards
• Serve as a positive representative of the Pella brand

Physical Requirements

• Frequent travel to local job sites, showrooms, and customer locations
• Ability to stand, walk, drive, and lift up to 50 pounds occasionally

Schedule & Travel

• Primarily local travel required
• Flexibility to work non-traditional hours as needed to support customer demands

Why Join Pella?

This is an opportunity to grow your career in a dynamic, relationship-driven sales environment. At Pella, you'll partner with industry professionals, work on impactful commercial projects, and play a key role in delivering innovative solutions to customers.

About Us

About Pella Corporation

As the #1 most-preferred national window and door brand by homeowners across the country, Pella Corporation leads the industry in innovation and design. Founded in 1925, today the Pella Family of Brands encompasses a robust product offering sold and installed through various channels. We are a growing, privately owned company with 20 manufacturing locations and over 10,000 team members in the U.S. and Canada. Pella is consistently recognized as a great place to work by Newsweek, Forbes and Glassdoor, having most recently been named to America's Greatest Workplaces for Diversity by Newsweek in 2024, as well as Forbes' 2024 Best Employers for Women and Best-In-State Employer in Iowa. We have also received numerous accolades for innovation and design, including Fast Company's Best Workplaces for Innovators in 2024 and Most Innovative Manufacturers for 2022 and 2023.

At Pella, our team cares deeply, learns continuously and achieves results that go beyond. We encourage creative thinking that seeks out and includes diverse perspectives. And we empower you to do the work you're most proud of - that's why we offer individualized talent development plans, cross-functional experiences and opportunities for career advancement through personal and professional development.

With talent just like you, we are imagining, building and fighting for a brighter future for generations to come. Ready to find a career that sparks your passion?