Commercial Sales in Piqua, Ohio at Pete DeLuke & Associates Inc

JOB SUMMARY: Commercial Sales is accountable for creating, maintaining and increasing relationships with all key stakeholders of current and potential jobs, while effectively communicating with such stakeholders both internally and externally to help ensure a higher closure rate and worry-free projects.

Key accountabilities in order of priority and with ideal time allocations are:

1. Create, maintain or increase relationships with current and potential customers so that they view Hemm’s Glass as their first choice for glazing products and services. 40%

2. Effectively gather and communicate strategic information to create a competitive advantage for Hemm’s Glass resulting in a higher closure ratio. 10%

3. Use technically innovative and creative thinking to collaboratively solve problems and deliver quality solutions in order to provide our stakeholders a worry-free project. 30%

Note: Twenty percent of time is reserved for ancillary responsibilities, interruptions and unplanned activities.

ESSENTIAL JOB FUNCTIONS: The responsibilities listed are fundamental to the position and must be performed successfully to achieve the key performance objectives of the role. Other responsibilities may be assigned.

Interpersonal Responsibilities

1. Creating and maintaining effective relationships with general contractors, architects and owners to ensure Hemm’s will be in consideration and provided an opportunity to participate in new jobs.

2. Actively listening, collaborating and plugging into the creation process with architects and other key stakeholders prior to, during and at the completion of all jobs to gain insights on how Hemm’s can “Value Engineer” into projects and maintain a competitive advantage during the job bidding process.

3. Maintaining an awareness of job opportunities through his or her network of industry contracts and regularly communicating Hemm’s value proposition regarding product, price and service.

Operational Responsibilities

1. Gaining a clear understanding of the customer’s needs and effectively interpreting and communicating them to the estimator.

2. Following up and reviewing the status of a customer’s job estimate with the Estimator, ensuring the project is on track and appropriate communications are being made with the customer on a timely basis.

3. Reviewing and confirming the final job bid quote is accurate to meet the general contractor and/or customer’s needs, along with being appropriately priced and submitted on time.

4. Communicating and coordinating with Project Manager Assistant’s whenever it may be necessary to gain PMA support to ensure appropriate research is completed for a job bid submission.

5. Gathering information and competitive intelligence prior to bidding on jobs to best position Hemm’s ability to secure acceptance of a job bids at appropriate margins.

6. Negotiating with suppliers on pricing, lead times and other related details of project materials, including such details as any material packaging requirements, timing of the receipt of materials, etc.....

7. Negotiating terms with subcontractors on the pricing and contract conditions for contract labor, whenever a job requires third party labor.

8. Reviewing as necessary and gaining the President’s approval on all projects that exceed established dollar amount thresholds or pose a high potential for risk, prior to submitting a job bid.

9. Gaining and maintaining a thorough base of knowledge of all Hemm’s offerings to provide owners and other key stakeholders with appropriate and relevant suggestions that will best meet their glass and glazing needs at a suitable price point.

Organizational Responsibilities

1. Providing the Director of Sales with all required budgeting, forecasting and weekly project status reports.

2. Regularly discussing strategy with the Director of Sales to make sure all appropriate plans are in place and any necessary adjustments are made to meet organizational sales and profit objectives.

PERFORMANCE FACTORS: The performance factors described here are core abilities that translate into desired on-the-job behaviors which contribute to the employee successfully achieving the performance objectives of this job and carrying out the assigned responsibilities.

1. Customer Focus: Consistently places a high value on customers and all issues related to customers; objectively listens to, understands and represents customer feedback; anticipates customer needs and develops appropriate solutions; meets all promises and commitments made to customers.

2. Decision Making: Demonstrates an ability to make difficult decisions in a timely manner; gathers relevant input and develops a rationale for making decisions; evaluates the impact or consequences of decisions before making them; acts decisively despite obstacles, resistance or opposition; accepts consequences of decisions; willing to correct erroneous decisions when necessary; defends rationale for decisions when necessary.

3. Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.

4. Goal Achievement: Establishes goals that are relevant, realistic and attainable; identifies and implements required plans and milestones to achieve specific business goals; initiates activity toward goals without necessary delay; stays on target to complete goals regardless of obstacles or adverse circumstances.

5. Personal Accountability: Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.

6. Planning And Organizing: Works effectively within established time frames and priorities; utilizes logical, practical and efficient approaches; prioritizes tasks for optimum productivity; develops procedures, processes and systems for order, accuracy, efficiency and productivity; anticipates probable effects, outcomes and risks; develops contingency plans to minimize waste, error and risk; allocates, adjusts and manages resources according to priorities; monitors implementation of plans and makes adjustments as needed.

7. Self-Management: Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes workflow disruptions and time wasters to complete high quality work within a specified time frame.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The physical demands of this position require the ability to communicate orally and in writing, hear at a conversation level, distinguish between basic colors and shades, use vision for depth perception and operate a motor vehicle.

While performing the duties of this job, the employee will continuously (67-100% time on job) use fingers for typing. Frequently (34-66% time on job), the employee will sit, climb stairs and have wrists in prolonged position of flexion or extension. Occasionally (6-33% of time on job), the employee will be required to stand, walk, use gripping pressure, carry and lift up to 10 pounds and twist or bend wrists. The employee will infrequently (2-5% time on job) be required to lift 10-35 pounds. The employee will rarely (1% time on job or less) be required to stoop, kneel, reach or pull up to 20 pounds for 50 feet.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

The employee will continuously (67-100% time on job) work indoors and in a confined space, such as an office. The employee will frequently (34-66% time on job) work alone. The employee will occasionally (6-33% time on job) be required to work outdoors. The employee will occasionally (6 - 33% time on job) be required to travel by car. The employee will infrequently (2-5% time on job) be required to work in temperatures below 55° F, in heat above 90°F, work around moving vehicles.

The employee will rarely (1% time on job) be required to wear eye protection or a hard hat.

MINIMUM QUALIFICATIONS

1. Experience: Must have 5+ years of sales and prior industry or related experience

2. Experience: Reasoning and Development: Apply principles of rational systems to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Interpret a variety of instructions furnished in written, oral, diagrammatic, or schedule form.

3. Mathematical Development: High school math required.

4. Language Development: Ability to read technical manuals and reports, workplace rules and procedures; speak with poise and confidence, using correct English. Ability to communicate effectively with all levels of the organization.

5. Licensures and Certifications: N/A

6. Education: High School Diploma required / B.S. / B. A. is strongly preferred