Commercial Sales Manager

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 continually 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.

Responsibilities/Accountabilities:

• 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 advise 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/Operations 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 tac