Commercial Sales Consultant

Job Description

Position Overview

The Commercial Sales Consultant is responsible for building the Pella brand within the commercial industry as their premier choice for window and door solutions. Achieve individual sales goals through a confident presentation of unique perspectives on how their customers can grow their business using Pella product offerings. Provide profitable market solutions, technical expertise, and partnership by understanding customer needs and developing business-partner relationships with architects, builders, contractors, and commercial organizations. Proactively originates new customer relationships through networking, referrals and face-to-face meetings. Help customers grow their business and offer a single point of contact for their ongoing needs. Commercial Sales Consultants spend a minimum of 60% of their time in the field at customer sites generating account growth with planned quality meetings, as well as prospecting to develop new business.

Responsibilities/Accountabilities:

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• Prospecting and securing new business towards achieving individual sales and customer satisfaction goals and objectives.
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• Generating growth within existing accounts by creating trust and developing long standing partnerships that promote the Pella brand.
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• Actively network and represent Pella at architecture/design firms, professional groups’ invitations, commercial association meetings and/or builder home shows to discuss and/or position Pella products for specification in building plans.
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• Engaging in a consultative sales approach to recommend the fenestration solutions that influences the buying needs of the customer.
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• Leveraging other Pella team members/departments to assist with specific product requirements.
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• Ensuring quotes and orders are accurate and in accordance with company process.
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• Responding to customer concerns and coordinating resources to resolve issues while striving for first-time resolution.
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• Maintaining an exceptional level of expertise on products/services relating to Pella’s customers while staying abreast of the competitive landscape and commercial building codes.
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• Educating customers on manufacturer installation guidelines and measuring of openings to ensure accuracy of product ordering and applications.
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• Collaborating with Operations teams to ensure successful after sale service requirements and installations.
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• Interacting with Account Receivable department to address any potential billing/payment issues.
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• Strong CRM systems tools capabilities leveraged to manage all customer interactions and proactively communicate with customers.
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Skills/Knowledge:

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• Proven success in securing and managing strategic, more complex sales projects
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• Able to negotiate, build value and address objections towards closing a sale
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• Build trust and reliability with customers that contribute to developing long standing partnerships and generating referrals
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• Energized by meeting and engaging new people; skilled at networking and relating to a variety of customers
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• Focused on details and follow through; able to manage a lengthy sales cycle and provide superb customer service throughout
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• Work collaboratively with various cross-functional departments within the organization, as well as navigating through the dynamics between builders, architects, sub-trades and owners.
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• Tenacious, able to persevere through sales challenges and setbacks
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• Excellent influencer – able to shift paradigms and convey the value proposition
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• Enjoys working in fast-paced environment with a high sense of urgency
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• Strong analysis and problem-solving skills
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• Demonstrates a strong work ethic, flexible about hours and responsiveness to customer needs
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• Able to accurately read, interpret and take-off blueprints and engineering drawings
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• Adaptable to changing processes and priorities
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• Works well without close supervision but always keeps their manager informed
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• Proficiency with Microsoft Office and smart devices, and ability to learn internal software programs and applications
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Individuals in Commercial Sales have the opportunity to progress into different tiered levels of the role. The responsibilities and skills listed above apply to all tiers of the role, below are some additional expectations for each tier. Each tier represents a progressive increase in both experience and production expectations. Advancement between tiers requires team members to demonstrate greater proficiency in their role and consistently achieve higher levels of output. As individuals move through the tiers, they are expected to show measurable growth in skill, efficiency, and increased production. Expected production volume for each level is set by the local leadership team.

Commercial Sales Consultant

Meet or exceed initial sales goals, successfully manage larger accounts and more complex projects, deliver on key organizational initiatives, successfully acquire new customers while growing existing accounts, and effective time management skills.

Acts as a role model and subject matter resource, model collaborative behaviors that strengthen team performance.

Commercial Sales Consultant II

Meet or exceed intermediate sales goals, effectively manage large and complex projects/accounts, Influence branch/enterprise success through execution of initiatives, and drive growth through strategic prospecting.

Lead by example in driving organizational values and culture, provide consistent mentorship and coaching across the team, demonstrate best practices in selling and customer engagement, exhibit leadership behaviors that inspire trust and credibility, and serve as a trusted advisor and role model for peers.

Commercial Sales Consultant, Sr.

Consistently exceed advanced sales goals, effectively manage large and complex projects/accounts, Influence branch/enterprise success through execution of initiatives, and drive growth through strategic prospecting.

Lead by example in driving organizational values and culture, provide consistent mentorship and coaching across the team, demonstrate best practices in selling and customer engagement, exhibit leadership behaviors that inspire trust and credibility, and serve as a trusted advisor and role model for peers.

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 from four-year college or university; or two to four years related experience, including commercial sales and technical product expertise, or equivalent combination of education and experience/expertise. 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. Travel expectations are around 50%-75%.