Trade Sales Manager at Pella Tennessee, LLC – Franklin, Tennessee

Summary:

The Trade Sales Manager manages the activities of a team of outside sales representatives in the trade segment, the sales process and staff support the fulfillment of branch objectives, specifically customer satisfaction, market share growth, and profitability. This position serves as the key driver for process development and improvement, training, communication, and execution among the trade sales team. Responsible for the professional development, results and integration of trade sales representatives, ensuring the fulfillment of branch objectives (primary objectives are customer satisfaction, market share growth and profitability). Provides training, coaching and/or workload adjustments as necessary.

Essential Duties:

• Develops metrics to evaluate performance and anticipate needs of the sales team and the market. Assist with annual review of key metrics that include DSO, net errors, CSR goals, discount targets, and inventory turns.
• Develops and maintains an adequate understanding of Pella products and systems in order to direct others, answer questions from customers or direct reports, drive accuracy of pricing and order entry, and maximize opportunities to meet customer needs.
• Regularly partners with direct report sales representatives to call on existing and prospective customers.
• Ensures consistency of customer experience and sales process though training and coaching.
• Assists the Director with building the segmentation strategy, trade segment marketing initiatives/tactics and promoting key customer/prospect events.
• Researches and communicates market or competitive information that may be useful to the organization.
• Responsible for assigning, and directing work; appraising performance; rewarding and disciplining behaviors; addressing and resolving concerns and facilitating professional development of all trade sales staff; Communicates expectations and provides factual and timely feedback to direct reports. Communicate the account management strategy, building solid business plans for all direct reports and closely monitoring success and opportunities for improvement throughout the year.
• Acts as a liaison in creating proactive communication between all departments. This includes working closely with order fulfillment, service, human resources and finance to identify and resolve potential customer, employee, process or training issues. Maintains open lines of communication and seeks input of others to ensure constantly improving levels of customer satisfaction.
• Assists in the development of the annual budget and manages budgeted revenue and spending for area of responsibility; Manages returns and allowances for direct reports.
• Develops, documents, implements and enforces sales and business related processes designed to drive results, consistency and continuous improvement.

Qualifications:

• BS/BA with three (3) to five (5) years sales or customer service management or general business experience required.
• Must be experienced in practices of employee supervision, process and policy development and implementation etc.
• Must have the ability to manage multiple tasks in an environment of constant interruptions and be able prioritize responsibilities
• Prior knowledge of general construction applications and terminology and/or window and door applications or components is preferable.

Computer, Communication, & Language Skills Required:

• Ability tread, analyze, and interpret general business periodicals, professional journals, technical procedures and governmental regulations.
• Ability to write reports, business correspondence and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Must develop and demonstrate self-proficiency and ensure the proficiency of the sales team on functionally relevant systems.
• Systems may include PDQ, PERL, OMS, Microsoft Office (Outlook, Excel, Word) Excellent verbal and written English language skills are required as well as good public relations, public speaking, instructional/teaching, and customer service skills.