3+ years of product sales experience; college degree preferred
Proven track record in business development and sales call execution
Strong interpersonal, customer service, and relationship-building skills
Ability to analyze market dynamics and adapt strategies accordingly
Proficient in CRM and Microsoft Office Suite, including Excel and PowerPoint
Valid driver's license and ability to travel as needed
Understanding of the commercial construction market and bidding processes
Responsibilities
Develop and implement sales and account strategies to meet corporate goals
Identify and cultivate new business opportunities within assigned territory
Build long-term relationships with key account decision makers
Conduct professional sales presentations to diverse audiences
Manage annual sales plans to achieve market penetration
Collaborate with local manufacturer representatives to support sales efforts
Maintain accurate sales reports and forecasts, tracking business metrics
Benefits
Comprehensive medical, dental, and vision coverage
Wellness program and mental health support
401(k) plan with generous employer contributions
22 days of paid time off plus 9 holidays
Tuition reimbursement up to $10,000 annually
Professional development opportunities
Paid volunteer time off
Full Job Description
Job-ID: 17996; Location(s): New York NY
JOB DESCRIPTION SUMMARY
Responsible for carrying out sales objectives; implementing sales and account strategies as set out by management and achieving results in a matrix sales organization; discovery, development and realization of Project Opportunities in own Sales District as well as soliciting new customers/contractors to increase demand for products; cultivating long-term relationships with key account decision makers; demonstrating effective sales call planning and execution skills including utilization of CRM to manage efforts and drive results tracked through visits and CRM Opportunity Funnel; delivering professional sales presentations; working with local manufacturing reps as directed by Regional Sales Manager or Lead, Regional Sales; maintaining sales reports and forecasts; tracking expenses; drive participation in Corporate training objectives; demonstrating commitment to continuous professional development.
JOB DESCRIPTION DETAILS
Sales Initiatives
Contribute to the development and implementation of sales and account strategies as set out by management, in accordance with corporate goals; develop and implement Key Account Plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
Increase demand for company's products by discovery, development and realization of Project Opportunities as represented in CRM; prospecting/soliciting new business partners; maintaining a cycle of scheduled calls and visits to customers based on CRM Segmentation Strategy; grows customer/contractor database for specific territory.
Cultivate long-term relationships with key account decision makers; develop a complete understanding of the organization's structure and key buying influences of assigned account.
Conduct sales calls and deliver professional presentations to various individuals, including but not limited to cross-functional teams, architects, wholesale distributors, builders, developers, facility engineers, plant managers, code officials, educators, contractors, etc. utilizing appropriate resources.
Advance market growth by understanding, adapting and effectively communicating the value proposition for each constituent group.
Ownership and ongoing management of annual sales plan and strategic account plans in order to achieve market penetration in various segments/territories to promote each product line.
Works with local independent manufacturer's representative agencies as directed by Regional Sales Manager or Lead, Regional Sales in support of the Residential Sales Management Team.
Travel to various locations to provide ongoing training and support as requested or needed.
Receive leads from trade shows or other sources; prioritize leads in order to make contact and follow up on resulting opportunities.
Provide support to cross-functional teams as needed to ensure client deliveries are executed as agreed. Contributes to further adoption of EDI and VMI by Distributors within the District and the Regions.
Reporting
Maintain monthly sales reports and business metrics; identifies business opportunities; reports on trends and new products.
Provide weekly reporting and updates to management, both ongoing and as requested.
Prepare reports daily/weekly/monthly for management regarding field activity, sales, competitors and forecasts.
Track travel and incidental expenses; prepare and submit expense reports on a timely basis ensuring expenses are within budget parameters.
Maintain, updates, and utilizes CRM/SAP Mobile Sales daily activity calendars to track information, including but not limited to documenting Opportunities in that sales funnel, entering sales call activities, linking customers, ranking contractors and keeping calendars up-to-date.
Other
Attends meetings as required and/or assigned.
REQUIRED QUALIFICATIONS
Knowledge, Skills and Abilities
Knowledge of computer programs, including but not limited to Microsoft Word, Excel and Outlook, PowerPoint, SAP and CRM
Excellent written and verbal communication skills
Good listening skills
Strong interpersonal and customer service skills
Strong organizational skills and ability to handle multiple priorities
Strong relationship building and strategic selling skills
Proven selling ability and proven track record of business development, including effective sales call planning and execution skills; business acumen to meet revenue, profitability and customer satisfaction
Ability to interpret and forecast changes in customers' buying patterns and product requirements
Ability to function autonomously or as a team player
Ability to identify market dynamics and quickly define and implement well-devised competitive practices campaign
Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, area and volume.
Ability to be self-motivated and comfortable working from home office
Ability to give presentations in front of various groups
Ability to communicate with all levels of the organization
Ability to acquire and recruit new customers
Ability to achieve results in a matrix sales organization
Ability to create demand and drive sales results with installer segment
Ability to travel to meet customer expectations and internal requirements
Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude with those you interact with; always going above and beyond to help others out, regardless of their position or department.
Ability to adhere to the highest standards of quality while continually performing at the highest possible level.
Understanding of the construction bid and specification project process, as well as an understanding commercial construction market and various buying influences.
Education, Certification/License & Work Experience
High School Diploma or equivalent AND 3 years product sales experience
College Degree preferred
Valid and Active Driver's License required
Equivalent combinations of education and experience may be considered.
Total Rewards Package:
Compensation
Base: $101,228-$132,863 USD annually, based on specific compensable factors including, but not limited to education, work experience, and geographic market.
Bonus: This role will be eligible for participation in a discretionary annual bonus program, pursuant to which an employee may be awarded a percentage of their salary based on the company's performance and their own individual performance.
Health & Wellbeing
Medical, Telehealth, Dental, and Vision coverage, including infertility treatment, weight management, and physical therapy.
Wellness Program, including wellbeing resources, Health Advocate advocacy and navigation support, Employee Assistance Program (EAP), and mental health support.
Health Savings Account (HSA) with company contributions and Health Care and Dependent Care Flexible Spending Account (FSA) options.
Financial Security
Employer-paid Life, AD&D, Short-Term Disability, and Long-Term Disability coverage.
401(k) plan with up to a 7.5% total employer contribution, including an automatic 3% company contribution and competitive tiered match.
Additional voluntary life insurance and voluntary supplemental health options.
Growth & Time Off
22 days of Paid Time Off.
9 company holidays.
16 hours of paid Volunteer Time Off.
Up to $10,000 annually in tuition reimbursement, with fully funded degree options through Colorado Technical University.
Student Debt Assistance Program
Professional development opportunities to support career growth for US employees.
