Orlando, United States | Posted on 09/25/2024
The Commercial Sales Consultant is responsible for building the client brand within the commercial industry as the premier choice for window and door solutions. Achieve individual sales goals through a confident presentation of unique perspectives on how customers can grow the business product offerings. Provide profitable market solutions, technical expertise, and partnership by understanding customer needs and developing business-partner relationships with architects, builders, contractors, and commercial organizations. Proactively originates new customer relationships through networking, referrals and face-to-face meetings. Help customers grow their business and offer a single point of contact for their ongoing needs. Continually strives for 100% “Very Satisfied” customers, growth as measured by market share/net sales and profitability.
The Commercial Sales Consultant’s (CSC) primary duty is outside sales within their assigned market. The CSC is required to:
- Spend over 50% of their time developing new business through prospecting activities, as well as generating account growth with planned quality meetings.
- Independently set their own work hours, including evenings as necessitated by project.
Responsibilities
Responsibilities/Accountabilities:
- Prospecting and securing new business towards achieving individual sales and customer satisfaction goals and objectives.
- Generating growth within existing accounts by creating trust and developing long standing partnerships that promote the brand.
- Actively network and represent architecture/design firms, professional groups’ invitations, commercial association meetings and/or builder home shows to discuss and/or position products for specification in building plans.
- Engaging in a consultative sales approach to recommend the fenestration solutions that influence the buying needs of the customer.
- Leveraging other team members/departments to assist with specific product requirements.
- Ensuring quotes and orders are accurate and in accordance with company process.
- Responding to customer concerns and coordinating resources to resolve issues while striving for first-time resolution.
- Maintaining an exceptional level of expertise on products/services relating to customers while staying abreast of the competitive landscape and commercial building codes.
- Educating customers on manufacturer installation guidelines and measuring of openings to ensure accuracy of product ordering and applications.
- Thanking clients and encouraging a continuing business partnership.
- Collaborating with Operations teams to ensure successful after-sale service requirements and installations.
- Interacting with Account Receivable department to address any potential billing/payment issues.
- Strong CRM systems tools capabilities leveraged to manage all customer interactions and proactively communicate with customers.
Skills/Knowledge
- Proven success in securing and managing strategic, more complex sales projects.
- Able to negotiate, build value and address objections towards closing a sale.
- Build trust and reliability with customers that contribute to developing long standing partnerships and generating referrals.
- Energized by meeting and engaging new people; skilled at networking and relating to a variety of customers.
- Focused on details and follow through; able to manage a lengthy sales cycle and provide superb customer service throughout.
- Work collaboratively with various cross-functional departments within the organization, as well as navigating through the dynamics between builders, architects, sub-trades and owners.
- Tenacious, able to persevere through sales challenges and setbacks.
- Excellent influencer – able to shift paradigms and convey the value proposition.
- Enjoys working in a fast-paced environment with a high sense of urgency.
- Strong analysis and problem-solving skills.
- Demonstrates a strong work ethic, flexible about hours and responsiveness to customer needs.
- Able to accurately read, interpret and take-off blueprints and engineering drawings.
- Adaptable to changing processes and priorities.
- Works well without close supervision but always keeps their manager informed.
- Proficiency with Microsoft Office and smart devices, and ability to learn internal software programs and applications.
Qualifications
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor’s degree from four year college or university; or two to four years related experience, including commercial sales and technical product expertise, or equivalent combination of education and experience/expertise. Individual’s motor vehicle record must also comply with company requirements. Must have the ability to manage multiple tasks in an environment of constant interruptions and be able to prioritize responsibilities.
Language and Communication Skills
Ability to read and analyze documents related to contracts and work documents. Ability to write reports and business correspondence. Ability to verbally present information and respond to questions from customers, managers, and the general public.
Professional Skills
Must present a clean and neat physical appearance and strictly abide by company dress code serving as a role model for other employees, customers and visitors.
Reasoning Abilities
Ability to solve practical and arithmetic problems and deal with a variety of concrete variables in situations where only limited standardization exists.
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