Trade Sales Manager

The Trade Sales Manager is responsible for leading a team of professional sales consultants who are effective at building the Pella brand within the trade 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 Trade Sales Manager’s (TSM) primary duty is developing an effective sales team.  The TSM is required to spend over 50% of their time each workweek in the field with sales consultants observing and coaching effective sales skills.  Typically, 3 days will be spent working with sales consultants in the field and 2 days a week will be working from a home office or attending meetings at the NJ regional office in Parsippany, NJ.  The territory covers the southern half of New Jersey.

What Pella has to offer:

• Competitive base salary plus incentives
• 401k plus 4% company match
• Medical, dental, and vision plan
• Health savings and flex spending plans
• Company paid life insurance
• Company paid short/long term disability insurance
• Employee Assistance Program
• Tuition reimbursement
• Professional development/growth opportunities
• Home office and build your own schedule
• Milage reimbursement

 

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 Trade 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 tactics and events.
• Assisting in the development of annual budgets and monthly forecasts.
• Developing presentations to communicate progress to a variety of Pella audiences.
• Working variable, non-traditional hours making themselves available for sales consultants and customers during evenings and weekends.

 

Skills/Knowledge 

• Coach sales consultants to:
• Meet and engage with prospective customers and demonstrate insight selling techniques
• Provide superb customer service and generate referrals through existing customers
• Develop partnerships with other busines