Job DescriptionTrade Sales ManagerPosition SummaryThe Trade Sales Manager (TSM) leads and develops a high-performing team of sales consultants to grow Pella's presence within the trade industry. This role is responsible for driving sales performance, increasing market share, and delivering exceptional customer satisfaction through effective coaching, consultative selling, and strong customer partnerships.
A primary focus of this position is talent development. The TSM spends more than 50% of their time in the field coaching sales consultants, reinforcing best practices, and strengthening customer relationships.
Key ResponsibilitiesTeam Leadership & Sales Performance- Lead the team to achieve sales targets, profitability goals, and customer satisfaction objectives
- Coach sales consultants on consultative and value-based selling techniques
- Monitor performance, provide feedback, and deliver ongoing training to improve results
- Foster a culture focused on achieving "Very Satisfied" customer outcomes
Business Development & Market Growth- Expand market share through proactive networking, referrals, and lead generation
- Support consultants in acquiring new customers and securing first sales opportunities
- Build and maintain strong relationships with builders, contractors, and trade professionals
- Represent Pella at industry events, trade shows, and professional associations
Coaching & Talent Development- Recruit, hire, onboard, and retain top-performing sales consultants in partnership with HR
- Develop team members' skills in overcoming objections, closing sales, and managing relationships
- Strengthen product knowledge and application expertise, including installation guidelines and field measurements
- Encourage independent decision-making while supporting problem resolution
Operational Excellence- Ensure accurate quoting and ordering aligned with the Trade Selling Process
- Drive profitability through value selling and disciplined discounting practices
- Collaborate with Service, Operations, and Accounts Receivable teams to ensure seamless customer experiences
- Assist in budgeting, forecasting, and performance reporting
Customer Experience- Promote strong follow-up and customer engagement practices
- Ensure consultants act as the primary point of contact for their customers
- Address escalated customer concerns with professionalism and urgency
- Drive customer retention through exceptional service and relationship management
Skills & Competencies- Strong leadership and coaching abilities with a focus on team development
- Proven consultative selling and relationship-building skills
- Ability to influence, motivate, and drive performance in others
- Excellent communication and presentation skills
- Strong problem-solving ability and attention to detail
- High level of accountability, resilience, and adaptability in a fast-paced environment
- Proficiency with Microsoft Office, mobile technology, and CRM tools
- Ability to read and interpret blueprints and job specifications
Qualifications- Bachelor's degree (or equivalent combination of education and experience)
- 3-5+ years of relevant sales or leadership experience
- Valid driver's license with acceptable driving record
- Ability to manage multiple priorities and adapt in a dynamic work environment
Work Environment & Physical Requirements- Frequent travel within the local market to job sites, showrooms, and customer locations
- Ability to stand, walk, drive, and lift up to 50 pounds occasionally using proper technique
- Work environment may vary from office settings to active construction sites
