Job Description

Overview:

AprilAire is an industry leader focused on providing healthy air in the home. Our corporate office, manufacturing facilities and engineering Innovation Center are located in Wisconsin and our products are made in the US. We have been in business since the 1950’s with significant growth the last few years led by our exceptional sales team – and plans to continue growing as we deliver healthy air for all!

We are seeking a Business Development Specialist - Residential New Construction (RNC) / National Accounts to support and deliver indoor air quality products to our large volume dealer contractors within the Northwest territory.

This is a Home-Based B2B (Business to Business) position that requires someone be located in a Northwest Region state: California, Colorado, Washington, Nevada, Utah, Oregon, Idaho or Wyoming.

You get all the benefits of joining a stable, growing company including:

Competitive compensation package that includes salary and commission on day one
Bonus program with significant incentives for growing your territory
Paid training and support through the AprilAire Academy
Existing customer base and new leads
Company vehicle for work and personal use (fuel, maintenance and insurance paid)
iPad, iPhone, laptop, and all business travel related expenses.

And the independence of managing your week and results like you were running your own business!

Responsibilities:

The Business Development Specialist - RNC / National Accounts will convert new, develop existing, and maintain large volume RNC dealer base (Mega Dealer) opportunities across targeted RNC markets in their region. The large volume dealer contractors in this category represent “dealer segments” within our dealer base. It is essential to identify what’s important, sell the appropriate value, and make quick decisions. Beyond a proven skill set in sales practices, the ability to understand, segment, and strategize are key to success in this role.

Your day will include:

Work with the Sales and Marketing Departments to secure (sell) large RNC contractor opportunities. This includes calling on regional builders and regional offices of national builders to convert existing opportunities and identify/convert new opportunities.
Own all aspects of contractor business including timeline in sales process, scheduling meetings, managing to commitments, tracking sales data and developing business proposals for approval by the Sr. Director of RNC.
Proactively understand latest trends in markets served with regards to codes, products, and needs.
Work directly with Distribution Managers (DMs) to get pricing and logistics from distribution.
Manage expectations and commitments (sales volume) of each account in exchange for the incentives AprilAire has provided.
Develop opportunity and new business plans with each assigned RNC market to be executed through Business Development Specialists (BDSs), training, and sales management team.
Work through Distribution Specialists to get validation of products purchased from large dealers (claim backs and credits).
Work with Sr. Director of RNC for approval of product modifications and customized sales and marketing tools; once approved, work with Marketing to get the needs of the customer met.
Actively work to convert and manage a group of 20-30 contractors.
Keep an active opportunity tracker of $5-7M updated monthly.
Maintain thorough knowledge of ventilation and codes surrounding its use, as well as expert knowledge of AprilAire ventilation functionality.
Develop thorough knowledge of all AprilAire product categories and functionality.

Qualifications:

If you have the following, apply today!

Ability to get to the decision maker with dealers, and develop a plan to convert and grow business.
Good understanding of what's important to dealers.
Skilled at selling value and intangibles over price.
Self-disciplined - ability to choose a task, create a plan, and execute that plan.
Skilled in the use of CRM software and Microsoft Office, including PowerPoint.
Sales ability / skilled at making cold calls on accounts.
Ability to think on your feet in selling situations, and make decisions in the selling process in line with company guidelines and objectives.
Ability to handle multiple priorities and tasks.
Ability to offer solutions to customer problems.
Skilled at speaking effectively in front of large groups.
Strong follow through.
Desire to probe into situations and uncover opportunities that may not be obvious.
Skilled at motivating others to carry through plans and commitments.
Strong technical aptitude.
Excellent communication skills.

Education/License requirements:

Bachelor's Degree from an accredited college or university.
2-4 years of related experience.
Ability to travel up to 50% of the time overnight.
Valid driver's license.

Additional Travel Information:

This position may require up to 60-70% of travel within the region, including within a few hundred miles, as well as quarterly travel to our corporate office for review meetings, and travel time in your region with the National Sales Manager or VP on a quarterly basis.

Reporting & Metrics:

Update plans with the previous week's results and opportunities weekly in Goldmine.
Maintain and prepare dashboards and weekly and quartelry reports for sold and targeted contractors, with detail for potential, short- and long-term plans and timelines.
Plans and high-level agenda are proactively reported weekly, with previous week's results and associated opportunities.

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