Pella Windows and Doors - Trade Sales Development Program Job Description

Transcription

1 Pella Windows and Doors - Trade Sales Development Program Job Description Overview: Trade sales reps are hired into a Sales Development Program. The program is 12 months that targets candidates graduating from college and those early in their sales career. They will receive field and hands on training, development opportunities and a chance to generate revenue. The reps will start off in a trainee role for the first two months. They will transition to Tier 2 -Field sales associate position. After 6 months, they will move into a Tier 3 - Field Sales Specialist role. At the end of the program they will be relocated to a Pella owned sales branch. Below are the key competencies and skillsets that they will perform. Tier 1 - Sales Trainee Responsibilities/Accountabilities: Understand Pella Systems (PQM and CRM) Participate in the following training programs: Onboarding Product Selling process Learn quoting process Perform competitive analysis (online research) Complete online training courses On the job training: Understand branch operations time with all positions Branch Orientation Tier 2 - Sales Associate Responsibilities/Accountabilities: On the job training: Quote Pool ProDesk/Trade Marketing Support CRM Cleanup Outbound Calling Quoting (Web leads) New Account Development Research/Profiling/Call & Create Warm Lead CRM Cleanup Branch: Selling activities Showroom training/working Home shows Visit jobsites/ride alongs Understand selling concepts (Challenger Insights) Consulting selling, not product selling Participate in situational selling Understand the customer profile

2 Complete sales qualification exams Tier 3 - Sales Specialist Responsibilities/Accountabilities: On the job training: Sales support hotline Variance Process Selling and recovery support Follow-up sales calls New account dev. Research/Profiling/Call & Create Warm Lead CRM Cleanup Quoting Pool (On demand) Trade Marketing Support (on demand) Online chat Competitive Research/Shop Strengths & Weaknesses Branch Partner on specific sales project Participate in home shows Work in and participate in showroom training Research customer account Insight selling plan Generate business Understand and develop advanced selling skills Participate in and complete: Impact training PST AAMA (Fenestration Master Course) Why Pella training Complete sales qualification exams Communicate PQM gaps and changes

3 Trade Sales Representative: Achieve individual sales goals through a relational selling model throughout all active Pella product offerings. Provide well-rounded solutions, market expertise, and partnership by understanding customer needs and developing relationships with builders, contractors, architects, professional remodelers and trade 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. Continually strives for 100% Very Satisfied customers, growth as measured by market share/net sales and profitability. The Trade Sales Consultants (SC) primary duty is outside sales, i.e., sales made on site at the customer s business in the SC s assigned market. The SC is required to: Spend over 50% of their time each workweek outside at customer locations making sales. Independently sets their own work hours. Responsibilities/Accountabilities: Achieving individual sales and customer satisfaction goals and objectives. Networking, lead and referral generation. Actively 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. Making sales to new customers/clients while maintaining existing customer relationships. Responding to client concerns and applies independent decision making while striving for firsttime resolution on all client problems/issues. Maintaining exceptional level of expertise of products/services relating to Pella s customers. Striving to close the sale during all customer interactions. Engaging customers in consultative sales interaction, recommending the products and total solution that satisfy the needs of the customer. Ensuring quotes and orders are accurate following company sales process. Advise customers on manufacturer installation guidelines and field measure openings to ensure accuracy of product applications. Helping customers with specific product orders through leveraging other Pella team members. Thanking clients and encourage a continuing relationship by acting as their central point of contact with Pella. Building customer relationships through 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 customer. Strong CRM systems tools capabilities leveraged to managed all customer interactions and proactively communicate to customers. Working variable, non-traditional hours making themselves available for customers during evenings and weekends Skills/Knowledge Able to develop partnerships with other businesses that serve the same customers Provide superb customer service and generate referrals from one customer to others Creates a sense of trust and reliability with customers Skilled at relating to a variety of customers- balances poise and integrity with a service mentality

4 Works collaboratively with Pella team members and customers Enjoys working in fast-paced environment with a high sense of urgency Strong problem-solving skills Energized by meeting and engaging new people, skilled networker 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 something new, shift paradigms, conveys 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 Proficiency with Microsoft Office and smart devices, and ability to learn internal software programs and applications 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

5 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.

6 Job Title Trade Sales Consultant Job Code & FLSA Status Exempt Band 003 Staff Department Sales Reports to Trade Sales Manager Approval Date