Business Development / Outside Sales Manager

Company

Home Surplus is a retail warehouse superstore for cabinets, doors, windows, and more, featuring in-stock

products, expert design, and reliable service at value prices. Home Surplus aspires to be the first

choice of contractors and consumers in cabinets, countertops, doors, and windows. After

operating as a single location for over 40 years, Home Surplus has expanded to 5 stores in NJ and

MD in recent years as it grows into a national footprint.

Position

The Pro Experience Manager (PXM) is a business development and consultative sales professional who drives new Pro customer acquisition, then also increases share of account with high-potential Pro customers. The position reports directly to the VP Stores.

Primary Responsibility

Drive new Pro customer acquisition and increase share of account among high-potential Pros via:

• Prospecting consistently for new customers via telephone and electronic outreach, face-to-face solicitation in the field, and rapid follow-up to company-generated leads and prospect inquiries.
• Self-generating leads through market analysis, referrals, creative instincts, and hustle.
• Uncovering prospects’ pain and communicating solutions that drive Pros to Home Surplus.
• Disciplined follow-up and maintenance of prospecting records via Salesforce.
  
• Pro Events that you organize.
• Making sales presentations and responding to RFPs/RFQs.
• Participating in trade shows, trade associations, roundtables, and other promotional avenues.

MUST HAVE REQUIREMENTS

• Minimum 2 years of outside sales experience in retail or distribution/supply, not manufacturing. We sell value proposition, service, programs, and solutions, not just products.
• Must have the depth and breadth of understanding of residential construction/renovation and related building products (mainly kitchen cabinets) to earn the confidence of prospects from day one.
• Valid driver’s license, a reliable vehicle, and proof of automobile insurance.
• Salesforce or similar CRM.
• Foundational professional selling and business development skills.
• Courage and Confidence to make cold calls and initiate face to face conversations with Pros.
• Resilience and Optimism to bounce back quickly from setbacks.
• Parallel processor with outstanding time management and organization skills.
• Openness to coaching, with a desire to learn and improve.

The Best Candidates Will Also Have These Qualities

• Speaks and understands English clearly. Very strong preference for bilingual fluency in Spanish.
• Naturally curious. Energized by understanding every aspect of the customer’s business.
• Consistent positive energy, proactive communication, and responsibility.
  
• Can adapt communication instantaneously to interact effectively with people of all types.
• Ability to analyze sales data, then develop recommendations and solutions.
• Attention to important details.
• Comfortable using technology on a daily basis.
• Professional presentation. Strong verbal communication and above average written communication skills.
• Great listener who is also self-aware. High interpersonal intelligence. Detects nuance.
• Open and direct. Has the courage to address issues promptly and effectively.
• Solid business and financial acumen.
• Owns mistakes, asks for help.
• Collaborative. Works well with others to achieve company goals.
  
• Demonstrates a consistent sense of urgency + a strong work ethic.
• Unquestioned integrity.

Physical/Environmental Requirements:

70% of work is performed in the field.

30% of work is performed in a home office.

Physical requirements include:

• Extended periods of time working at a computer.
• Extended periods of time walking and standing.
• Speaking in person, on the phone, and by video.

Compensation

• Competitive salary plus quarterly and annual bonuses.
• Benefits: Health, Vision, Dental, EAP, Disability, Life. PTO. 401k.
• Regular reimbursement of expenses such as mileage.
• Advancement opportunities related to the continued rapid growth of the company, specifically the emergence of a brick and mortar store in the Tampa MSA.