CWS Dealer Sales Consultant
Pella CorporationRole Summary
The Dealer Sales Consultant is charged with developing long-term, mutually beneficial relationships with builders, contractors, architects, trade organizations, glazing sub-contractors, and consumer clients; and is responsible for all practices and aspects pertaining to generating high-volume, profitable sales-service area within the Commercial segment while achieving maximum market penetration with as few service requirements as possible.
Responsibilities
Essential Duties and Responsibilities include the following. Other duties may be assigned as needed.
- Responsible for all field activities and aspects in an assigned sales-service area relating to customer relations, product application and stability, product sales and delivery, service and product installation instruction, collections, and striving for 100% customer satisfaction.
- Coordinates, promotes and advances the visibility and presence of the entire product line while maintaining a continual awareness of activity or news in the architectural and construction-related community.
- Actively represents Pella Commercial Solutions at company-sponsored events, at professional group’s invitations to discuss and/or present Pella products, at trade association meetings, and at trade shows to promote PCS products.
- Actively assists growth and development of the customer base by training, guidance, etc.
- Possesses in-depth knowledge of products, product applications and specification writing on all sizes of projects.
- In conjunction with the management, establishes personal action plans that focus on the successful promotion and sales of all products.
- Develops close working relationships with customers and the inside support personnel.
- Presents product demonstrations, accurately reads, interprets and does take-off blueprints, and uses electronic software and systems (Siebel on Demand, PQM, MSOffice, etc.) to sell and order products for remodeling and new commercial projects, and assists in providing prompt and on-time delivery.
- Whenever possible, packages products together as a single source of supply.
- Advises management of significant developments and recommends necessary actions.
- Is proactive with respect to innovative approaches to architectural promotion, product application and bidding strategy to maximize order-closing probability while achieving optimum profitability. As appropriate, knows when and how to implement value engineering.
- Gathers competitive intelligence (price, product and marketing strategy) and makes appropriate new product recommendations to maximize overall profitability and sales.
- Demonstrates a balanced prospective insuring both profitability and sales volume.
- Ensures early involvement on projects in order to influence product selection and performance specifications.
- Possesses basic knowledge of competitors’ strengths and weaknesses.
- Maintains necessary project files to support the business-like administration of the position.
- Continuous communications and follow-up with the appropriate buying influences and company personnel to ensure specifications are being upheld and that orders are closed.
- Conducts “box lunch” presentations to various buying influences.
- Educates buying influences concerning the features and benefits of our products so they understand the differences between our competition and us.
- Stays up to date on selected architectural projects and communicates this information to the appropriate customers as well as company personnel.
- Maintains and communicates an up-to-date architectural portfolio to be used as an order closing tool.
- Assists the management team in the training of other sales representatives in the understanding of technical information, product knowledge, promotional approaches, bidding techniques and selling strategies.
- Ensures all products are installed properly and in accordance with recommended guidelines of the manufacturer.
Qualifications
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor’s degree (B.A.) from a four-year college or university; or one to two years related experience and/or training, and eight years of sales experience, or equivalent combination of education and experience.
Knowledge, Skills, and Abilities
Proven ability to relate to dealers, architects, general contractors, developers and building owners. Must possess a mechanical aptitude with a general interest in the building sciences. Must be results orientated with a high level of work intensity and a bias for action.
Language and Communication Skills
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, financial reports, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of co-workers, managers, clients, customers, and the general public. Ability to be an effective communicator in spoken and written communication.
Computer Skills
Proficiency in Windows 7 and Microsoft Office including Word, Excel, PowerPoint, and Outlook. Ability to learn and understand how to use Pella Windows and Doors or CWS proprietary systems (PQM, Siebel On-Demand, and OMS).
Mathematical and/or Technical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume. Ability to apply concepts of basic algebra and geometry.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and talk or hear. The employee is occasionally required to sit; stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or moved 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, peripheral vision, depth perception, and ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employees are regularly exposed to outside weather conditions. The noise level of this job is usually moderate.