Job Description
Commercial Account Manager
Position Overview:
The Commercial Account Manager 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 Account Manager’s (SC) primary duty is outside sales, i.e., sales made on – site at the customer’s business in the SC’s assigned market. The SC is required to:
- Spend over 50% of their time each workweek outside at customer locations making sales.
- Independently sets their own work hours.
Responsibilities/Accountabilities:
- Achieving individual sales and customer satisfaction goals and objectives.
- Networking, lead and referral generation.
- Actively represent Pella at architecture firms, design firms, and professional group’s invitations to discuss and/or present Pella products, commercial association meetings and/or builder home shows.
- Making sales to new customers/clients while building sales volume with existing customers.
- Responding to client concerns and coordinating resources to resolve customer issues while striving for first-time resolution.
- Maintaining exceptional level of expertise of products/services relating to Pella’s customers.
- Striving to close the sale during all customer interactions.
- Striving to position Pella products for specification in architect plans based on their influenced confidence in Pella product solutions.
- Engaging customers in consultative sales interaction, recommending the products and total solution that satisfy the needs of the customer.
- Ensuring quotes and orders are accurate following company sales process.
- Advise customers on manufacturer installation guidelines and field measure openings to ensure accuracy of product applications.
- Helping customers with specific product orders through leveraging other Pella team members.
- Thanking clients and encourage a continuing business partnership by acting as their central point of contact with Pella.
- Building customer relationships through follow up with existing and potential clients using a consultative sales process; i.e. sends professional thank-you notes to customers as a proactive measure of customer management.
- Collaborating with Service/Operations teams to ensure successful after sales service requirements and installations.
- Interacting with Account Receivable department to address any potential billing/payment issues of customer.
- Strong CRM systems tools capabilities leveraged to manage all customer interactions and proactively communicate to customers.
- Working variable, non-traditional hours making themselves available for customers during evenings and weekends
Skills/Knowledge
- Able to develop partnerships with other businesses that serve the same customers
- Provide superb customer service and generate referrals from one customer to others
- Creates a sense of trust and reliability with customers
- Skilled at relating to a variety of customers- balances poise and integrity with a service mentality
- Works collaboratively with Pella team members and customers
- Enjoys working in fast-paced environment with a high sense of urgency
- Strong problem-solving skills
- Energized by meeting and engaging new people, skilled networker
- Demonstrates confidence balanced with humility
- Tenacious, able to persevere through sales challenges and setbacks
- Demonstrates a strong work ethic, flexible about hours, responsive to customer needs, willing to be available
- Excellent influencer- can sell something new, shift paradigms, conveys the value proposition
- Seeks out internal experts and utilizes their knowledge
- 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
- Focused on details and follow through
- Proficiency with Microsoft Office and smart devices, and ability to learn internal software programs and applications
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 (B. A.) 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, customer 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.
Physical Demands
While performing the duties of this job, the employee is regularly required to drive an automobile, stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds using proper lifting techniques. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus. The noise level in the work environment varies between low to moderate in administrative offices and moderate to high on constructions sites.
Travel
The vast majority of travel will be local. Must be able to drive to showrooms, job sites and customer/contractor locations and required company functions at various locations.
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