Commercial Sales Manager

Pella Corporation•Paramus, NJ

19h•$140,000 - $178,000

About The Position

The Commercial Sales Manager is responsible for leading a team of professional sales consultants who are effective at building the Pella brand within the commercial industry. Achieve group sales goals through coaching and developing team member skills in relational selling techniques throughout all active Pella 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 c ontinually strive for 100% “Very Satisfied” customers. The Commercial Sales Manager’s (CSM) primary duty is developing an effective sales team. The CSM is required to spend over 50% of their time each workweek in the field with sales consultants observing and coaching effective sales skills. What Pella has to offer: Unlimited mileage reimbursement Medical, dental, vision benefits 401k with company match 20 paid vacation days 9 paid holidays Sick and personal leave paid days Company paid short- and long-term disability insurance Company paid life insurance Employee assistance program Employee discount This position offers a total target compensation range of $140,000 to $178,000 annually. This includes a base salary plus an uncapped target sales incentive bonus. Actual compensation within this range will depend on skills, experience, and performance.

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 Pella 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
Bachelor’s degree (B. A.) from four year college or university; or three to five 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.
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.
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.
Ability to solve practical and arithmetic problems and deal with a variety of concrete variables in situations where only limited standardization exists.

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 support.
Partnering with sales consultants to 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.
Developing sales consultants to maintain exceptional level of expertise of products/services relating to Pella’s customers and their ability to a dvise customers on manufacturer installation guidelines and field measure openings to ensure accuracy of product applications.
Ensuring sales consultants’ quotes and orders accurately follow the Commercial Selling Process.
Driving customer retention and satisfaction by encouraging sales consultants to act as their customers’ central point of contact with Pella, 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 /O perations 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 Pella audiences.
Working variable, non-traditional hours making themselves available for sales consultants and customers during evenings and weekends.