Job Description

Job Description

SUMMARY: Commercial Sales Consultants are charged with developing long-term, mutually beneficial relationships with builders, contractors, architects, trade organizations, glazing sub-contractors and consumer clients and are responsible for all practices and aspects pertaining to generating a high-volume, profitable sales within the Commercial segment while achieving maximum market penetration with as few service requirements as possible. Special projects and other duties as assigned and based on business necessity.

Principal DUTIES AND RESPONSIBILITIES:

• Responsible for all field activities and aspects relating to customer relations, product application, product sales and delivery, service and product installation instruction, collections, and striving for 100% customer satisfaction.
• Coordinates, promotes and advances the visibility and presence of the entire Pella product line while maintaining a continual awareness of activity or news in the architectural and construction-related community.
• Actively represents Pella Windows & Doors at company-sponsored events, at professional group’s invitations to discuss and/or present Pella products, at trade association meetings, and at trade shows to promote PECS products.
• Actively assists growth and development of the customer base by training, guidance, etc.
• Possesses in-depth knowledge of products, product applications and specification writing on all sizes of projects.
• In conjunction with the management, establishes personal action plans that focus on the successful promotion and sales of all products.
• Develops close working relationships with customers and the inside support personnel.
• Presents product demonstrations, accurately reads, interprets and does take-offs from construction documents, and uses electronic software and systems (Sales Force, PQM, MSOffice, etc.) to sell and order products for remodeling and new construction commercial projects.
• Whenever possible, packages products together as a single source of supply.
• Advises management of significant developments and recommends necessary actions.
• Is proactive with respect to innovative approaches to architectural promotion, product application and bidding strategy to maximize order-closing probability while achieving optimum profitability. As appropriate, knows when and how to implement value engineering.
• Gathers competitive intelligence (price, product and marketing strategy) and makes appropriate new product recommendations to maximize overall profitability and sales.
• Demonstrates a balanced prospective insuring both profitability and sales volume.
• Ensures early involvement on projects in order to influence product selection and performance specifications.
• Possesses basic knowledge of competitors’ strengths and weaknesses.
• Maintains necessary project files to support the business-like administration of the position.
• Continuous communications and follow-up with the appropriate buying influences and company personnel to ensure specifications are being upheld and that orders are closed
• Conducts Box Lunch presentations to various buying influences.
• Educates buying influences concerning the features and benefits of our products so they understand the differences between our competition and us.
• Stays up to date on selected architectural projects and communicates this information to the appropriate customers as well as company personnel.
• Maintains and communicates an up-to-date architectural portfolio to be used as an order closing tool.
• Assists the management team in the training of other sales representatives in the understanding of technical information, product knowledge, promotional approaches, bidding techniques and selling strategies.
• Ensures all products are installed properly and in accordance with recommended guidelines of the manufacturer.
• Call and follow-up on leads generated by the Sales Branch, Sales Force, Construction Wire, Pella Corporation and outstanding Pella proposals.
• Must have a valid driver’s license and be in compliance with the company Fleet Safety Policy