B2B Sales Manager (Home Remodeling)

Mtm•Providence, RI

19d•Onsite

About The Position

The B2B Sales Manager is responsible for leading a team of professional sales consultants who are effective at building the Pella brand within the trade industry. Achieve group sales goals through coaching and developing team member skills in relational selling techniques throughout all active product offerings. Model market expertise and business partner relationships with customers. Grow market share through continually reinforcing proactive development of new customer relationships. Coach and develop value selling and accuracy skills to deliver contribution margin goals and error control needed to ensure profitability. Develop team commitment to continually strive for 100% “Very Satisfied” customers. The Manager’s primary duty is developing an effective sales team. The manager is required to spend over 50% of their time each workweek in the field with sales consultants observing and coaching effective sales skills.

Requirements

Coach sales consultants to:
Meet and engage with prospective customers and demonstrate insight selling techniques
Provide superb customer service and generate referrals through existing customers
Develop partnerships with other business that serve the same customers
Create a sense of trust and reliability with internal team and customers
Skilled at relating to a variety of customers- balances poise and integrity with a service mentality
Works collaboratively with team members and customers
Thrives on working in a fast-paced environment with a high sense of urgency and responsiveness to internal and external customer needs
Demonstrates strong problem-solving skills and work ethic
Demonstrates confidence balanced with humility
Ability to persevere through sales challenges and setbacks
Ability to motivate and persuade others in order to influence change and shift paradigms
Seeks out internal experts and utilizes their knowledge
Able to accurately read, interpret and take-off blueprints
Exercises independent decision making; working well without close supervision but always keeping 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

Responsibilities

Achieving team sales and customer satisfaction goals and objectives.
Growing market share through sales consultant networking, lead and referral generation.
Achieving team profitability goals through building value and strategic discounting with error-rate control.
Assisting sales consultants with acquiring new customers and securing initial sales opportunities.
Developing sales consultants’ ability to engage customers in consultative sales interactions, overcoming objections and reinforcing their techniques to closing the sale during all customer interactions.
Recruiting, selecting, onboarding, and retaining high performing sales consultants with HR and GM support.
Partnering with sales consultants to represent at company sponsored events, professional group’s invitations to discuss and/or present Pella products, trade association meetings and/or builder home shows.
Developing sales consultants to maintain exceptional level of expertise of products/services relating to customers and their ability to advise customers on manufacturer installation guidelines and field measure openings to ensure accuracy of product applications.
Ensuring sales consultants’ quotes and orders accurately follow the Trade Selling Process.
Driving customer retention and satisfaction by encouraging sales consultants to act as their customers’ central point of contact and follow up with existing and potential clients as needed; i.e. send hand written thank-you cards to customers as a proactive measure of customer engagement.
Encouraging independent decision making while striving for first-time resolution on all client problems/issues. Responding to escalated client concerns with sales consultant’s involvement.
Evaluating performance and providing appropriate coaching and training as necessary.
Leveraging customer database tools to develop sales consultants’ ability to manage all customer interactions.
Fostering a cooperative team environment conducive to the sharing of best practices pertaining to sales challenges and competitive market information.
Collaborating with Service/Operations teams to ensure successful after sales service requirements and installations.
Interacting with Accounts Receivable department to address any potential billing/payment issues of customers.
Assisting Sales GM with developing marketing tactics and events.
Assisting in the development of annual budgets and monthly forecasts.
Developing presentations to communicate progress to a variety of audiences.
Working variable, non-traditional hours making themselves available for sales consultants and customers during evenings and weekends.