DUTIES AND RESPONSIBILITIES
- Develops and grows established accounts
- Service existing accounts, obtains sales orders and establishes new accounts
- Studies existing and potential volume by market segment
- Exercises proper and complete sales resource utilization to assist in securing new business
- Utilizes structured call frequency system to plan and organize daily work schedule in pursuit of existing and potential territory sale opportunities
- Conducts and / or participates in sales promotion and customer educational meetings
- Provides lead generation and follow through
- Recommends changes in pricing and adjusts pricing within established guidelines
- Evaluates results and competitive developments
- Resolves customer complaints
- Evaluates complaints, investigates problems, develops solutions; makes recommendations to management
- Submits annual sales forecast
- Conducts competitive analysis
- Gathers current marketplace information on competitor pricing, product, new products, service levels, merchandising techniques, etc.
- Customizes sales presentations
- Knows and exercises the proper techniques in preparing an opening, presenting, overcoming objections and concluding a presentation
- Provides sales administration and historical records
- Submits weekly sales report or as required
- Handles forms and other lines of communication
- Develops and maintains customer profile and territory and account sales records
- May be required to perform AIA (American Institute of Architects) presentations
- Performs other duties as assigned
Qualifications
- High School Diploma or equivalent; Bachelor’s degree preferred
- 3 years proven direct sales experience, preferably in the building products industry
- A thorough knowledge of the building products industry and sales management experience in both the dealer, distribution, and / or two step channel of the business, dependent upon brand
- Problem solving and sales negotiation skills a must
- General knowledge of major competitive brands
- Strong communication skills
- Experience with sales planning, budgeting and T&E expense management
- Excellent verbal and written communications skills
- Strong problem solving and negotiation skills
- Solid time management skills
- Adept at prioritizing multiple responsibilities
- Interpersonal and teamwork skills are essential
- Strong personal motivation
- Thorough knowledge of Microsoft Office applications including Word, Excel and PowerPoint
- Position requires heavy travel (50%+)
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