Job Title: Trade Sales Representative
Department: Trade Sales
Reports To: Trade Sales Manager
FLSA Status: Exempt / Non Exempt
Date Prepared: June 2019
Develops long-term industry relationships with remodelers, Builders, and General Contractors resulting in continued, profitable sales growth. Responsible and accountable for meeting the individual and team sales and marketing goals agreed with their sales manager.
Essential Duties and Responsibilities
Obtains, updates and demonstrates detailed industry, Company, competitor and product knowledge.
Designs and implements a sales plan that will achieve the sales goals detailed above.
Compiles lists of prospective customers for use as sales leads.
Utilizes CRM software to maintain all appointments, client interaction, and sales activity.
Makes outbound calls to potential customers.
Makes outbound lead follow-up calls to potential and existing customers by telephone and email to qualify leads and sell products and services
Handles in-bound sales lead calls to convert calls into sales.
Provides product demo's to qualified customers upon request, including appropriate pricing information.
Emphasizes salable features, quotes prices and credit terms, and prepares sales orders for orders obtained.
Organizes time and activities to maximize time in front of customers.
Participates in home shows, architect shows, builder shows, and networking events regularly.
Informs customers and potential customers on a timely basis of business changes such as product offering, pricing, or assembly options.
Creates and demonstrates strong value propositions for each potential customer, and provides value engineering options when needed.
Estimates delivery dates based on knowledge of Company's production and delivery schedules.
Completes accurately and submits in a timely manner all documentation necessary to ensure that product can be ordered, and materials and installation scheduled.
Provides pro-active after-sales follow-up to ensure positive and acceptable CSR scores.
Investigates and resolves customer enquiries and complaints, escalating to the SM when necessary and appropriate.
Complies with company policies on pricing, discounting, credit and collections to ensure profitability.
Able to use electronic software (PQM, CRM, MS Office etc.) to quote, sell, order products, manage schedule, client appointments, and assist in providing prompt and on-time delivery.
Responsible for their personal development and career development.
Represents the organization at all times in a professional, competent manner, in keeping with the high ethical and cultural standards of the organization.
Establishes lasting relationships to maximize sales / customer relationship. Specifically, develops long-term relationships with remodelers, builders, general contractors, and trade organizations.
Records all sales calls, client interactions, and up coming meetings in CRM software system. Provides accurate forecasting of potential sales through CRM software.
Is available to the Trade Manager for informal reports as reasonably required from time to time.
Education and/or Experience
College degree or equivalent ( 3-5 years relevant experience )
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.
While performing the duties of this job, the employee is regularly required to drive an automobile, stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds using proper lifting techniques. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus. The noise level in the work environment varies between low to moderate in administrative offices and to moderate on constructions sites.
The vast majority of travel will be local. Must be able to drive to showrooms, job sites and customer/contractor locations and required company functions at various locations.