Trade Sales Consultant @ Pella Corporation

Sales & Account Management (1)

Position Overview
The Trade Sales Consultant is responsible for building the Pella brand within the trade industry as their premier choice for window and door solutions. 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 Consultant’s primary duty is outside sales within their assigned market.

The TSC is required to:

Spend over 50% of their time at customer sites generating account growth with planned quality meetings, as well as prospecting to develop new business.
Independently set their own work hours.

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.

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
Generating sales by acquiring new customers while building loyalty within existing customer relationships
Responding to client concerns and applies independent decision making while striving for first-time resolution on all client problems/issues
Maintaining exceptional levels of expertise of products/services relating to Pella’s customers, as well as staying abreast of the competitive landscape
Striving to build strong customer relationships by engaging in a consultative sales approach to recommend the products, total solutions and consistent follow up that satisfies the needs of the customer
Ensuring quotes and orders are accurate following company sales procedure
Educating customers on manufacturer installation guidelines and the measuring of openings to ensure accuracy of product ordering and applications
Leveraging other Pella team members/departments to assist with specific product requirements
Thanking clients and encouraging a continuing relationship by acting as their central point of contact
Understanding of and adherence to the Trade Selling Process in all aspects of sales related interactions
Collaborating with the Operations teams to ensure successful after sale service requirements and installations
Interacting with Accounts Receivable department to address any potential billing/payment issues of customer
Strong CRM systems tools capabilities leveraged to manage all customer interactions and proactively communicate to customers
Occasionally working variable, non-traditional hours and 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
Create a sense of trust and reliability with customers
Skilled at relating to a variety of customers- balances poise and integrity with a service mentality
Able to negotiate, build value and address objections towards closing a sale
Work 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
Must be an excellent influencer – can sell something new, shift paradigms, and 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
Proficiency with Microsoft Office and smart devices, and ability to learn internal software programs and applications

Trade Sales Consultant

Pella Corporation

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