Commercial Sales Representative

The Commercial Sales Consultant is responsible for building the Pella brand within the commercial industry as their premier choice for window and door solutions. Achieve individual sales goals through a confident presentation of unique perspectives on how their customers can grow their business using Pella 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 the project.

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 Pella brand.
• Actively network and represent Pella at architecture/design firms, professional groups’ invitations, commercial association meetings and/or builder home shows to discuss and/or position Pella products for specification in building plans.
• Engaging in a consultative sales approach to recommend fenestration solutions that influences the buying needs of the customer.
• Leveraging other Pella 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 Pella’s 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 by acting as their central point of contact with Pella.
• 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

• Bachelor's degree from a four-year college or university; or two to four years related experience, including commercial sales and technical product expertise.
• 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