Sales Consultant/Trusted Advisor

• Attend BNI meetings once per week and support groups with referrals.
• Attend networking events once per month.
• Canvass neighborhoods during any sales appointment (measure call, presentation, site visit) seeking roofs with previous repairs, tarps, and old roofs.
• Canvass houses spotted with the above criteria while driving to and from appointments.
• Practice 3’ rule meaning discuss your business and pass business cards (and ask for referrals) to anyone you encounter within 3’ during the normal course of the day.
• Enter all self-generated leads into CRM with Self Gen Type = BNI, Personal, Referred, etc.).
• Perform confirmation phone calls within 4 hours of company lead being assigned.
• Contact any customer immediately if you are arriving late for an appointment.
• When negotiating, look up all competitors on sunbiz.org and myfloridalicense.com to determine ownership and years in business.
• Review competitor scope of work thoroughly before considering any price reductions (apples to apples).
• Visit all tear offs to confirm scope of work, gain hands on experience, and canvas neighborhoods.
• Turn in “Sold” jobs with complete paperwork required in a timely fashion.
• Perform routine follow up with customers in progress to stay in touch and stay engaged.
• Contact all Referring Customers to thank them for the referral.
• Update your sold jobs on the Sales Huddle KPI report before Monday morning.
• All custom pricing i.e. tapered insulation, custom tile, misc. conditions, etc. must have supporting documentation attached to the final CPQ estimate record (labor estimates included).
• Do not add or remove any items or lines on the PDF contract. Must come from the CPQ Contract.
• Any and all tasks requested from management.

KEY BEHAVIORS

• Create a daily Task List after reviewing all communication channels daily (Missed Calls, Previous Calendar Appointments, Text Messages, Voicemails, Emails, Loose Papers).
• Prepare for appointments by performing research on the house (Proximity, Google maps, property search, and permit search) and customer (Facebook, LinkedIn, Google).
• Perform SSSAAA on all opportunities. (Sections, Slope, Scale, Access, Accessories, Attic)
• Maintain a Sales Next Step with a future date on all opportunities.
• Involve the Sales Manager before losing any opportunity (last look).
• Set clear expectations with the customer immediately after signing. (incl. Sheathing costs, deflection, fascia, concrete tile, exposed roof debris, trash pick up, timelines etc.)
• Do not disqualify opportunities for the following reasons, especially for high-visibility, large homes, or desirable neighborhoods:
• No Answer: If the customer doesn’t answer to confirm the appointment, show up at the scheduled time.
• Urgent roofing timeline: If the customer needs the roof completed quickly, prioritize the project as needed.
• Price sensitivity: If the customer mentions they are looking for the cheapest price, focus on demonstrating value and contact the Director of Sales for final negotiations.
• Budget limitations: If the customer has a budget below a certain amount, present value and involve the Director of Sales for last-look negotiations.
• Unresponsive customers: If the customer doesn’t confirm the appointment, still show up at the scheduled time.
• Availability concerns: If the customer says they are unavailable or cannot follow the process, schedule the appointment and attend regardless.
• Pending home ownership: If the customer does not yet own the property, continue to work with them and prioritize the project once ownership is finalized; seek referrals in the meantime.
• Third-party contacts: If a realtor or property manager is calling on behalf of the owner or buyer, engage strategically and build alliances.

MINIMUM STANDARD OF PERFORMANCE

• 20% conversion of company opportunities
• Meeting sales quota for self generated sales and total sales
• High morale in department and positive relationship with supporting staff
• Must be able to lift, carry, push, or pull up to 30 pounds.
• Must be able to safely traverse and inspect all areas of jobsite in all types of weather; this may include walking, standing, maintaining balance, repetitive movement, climbing, reaching, sitting, bending, crawling, or stretching.