- Develop an understanding of personalities in the market (both clients, customers, and sales representatives included), identify how to bond with those personalities, make those relationships great, all for the benefit of customer satisfaction and sales representative revenue growth.
- Create a strategy of how to best go to market for increase of revenue and gross margin
- Work very closely with our sales representatives to become their trusted advisor and most reliable asset to sales success
- Measure the effectiveness of regional representatives and work collaboratively with CS Sales Managers and other CS employees to ensure accountability of product performance
- Be the main source of how to differentiate, promote, and sell CS Cubicle Curtain products, both current and new products.
- Always be readily available and helpful to customers and representatives.
- Identify best opportunities for lead generation
- Create standard presentations and demo scripts
- Align sales tools and the ideal sales process to the typical buying process
- Facilitate channel training including competitive threats and related industry news
- This position will require approximately 25-30% travel via airplane and/or car
Quoting, Revenue, and Margin Level Increase
The PMM follows up on all quotations over a predetermined dollar amount with each representative to increase closing ration throughout the PMM’s rep network
Closes deals when needed to, but most importantly, works with the sales representatives to coach them on how best to close deals. The PMM being viewed as the product/subject matter expert, this includes overcoming objections, de-scope meetings etc.
Submits periodic reports when requested on future expected quoting activity
Maintains records of lost quotes in the CS Salesforce CRM and reasons why so as to aid in future sales and closing activities. This is a must in order to understand the market better (aggregately and state/region specific)
Always takes every request of “can we do it?” as an opportunity to proactively and creatively present the representative or customer with a variety of solution options.
Looks ahead to what will continue to make CS Cubicle Curtains a sustainable and thriving portion of the BU within the region of responsibility.
Follows Specs through bid stage
Meets with project Designers, Architects, and End-Users early in project design processes to help convey the value proposition of CS Cubicle Curtains to these entities.
Performs in-field product presentations via Microsoft PowerPoint.
Uses these in-field interactions to supplement the efforts of our CS sales representatives in order to help develop CS into the specifications of project early in the design process.
Reviews specification for any inconsistencies and interacts daily with the CS takeoff and estimating team to identify inconsistencies or missing information in bid documents.
Coordinates with the CS Representative network and division estimating personnel on generation of estimates/price proposals
Involved in price quotation strategy. Vital asset for the preparation of price quotations with the Cubicle Curtains division estimating team.
Working with CS representatives to de-scope the bid prior to sending to them in order to develop final strategy and future action plans. Logs any pertinent information into the CRM database for future follow up.
Proactively plans, controls and directs activities to obtain maximum sales volume and to develop maximum potential volume from target jobs. Acts within the scope of overall objectives and policies to accomplish assigned goals.
General Sales Promotion
Participates in trade shows and assists in set-up/tear down of displays. Coordinates post-show lead contact to capitalize on opportunities and interest.
Establishes long-term, ongoing repeat relationships.
Active use and maintenance of a contact management software (i.e. Salesforce) is required to create historical and record of actions on a project as well as future actions in order to manage sales activities.
Performs in-field measuring assistance to local customers and key accounts. Maintains constant communication to these accounts in order to ensure the utmost in service and satisfaction is being provided.
Representative Network Management
Works with the CS Representative network to continually exceed annual revenue quotas.
Weekly phone communication with each CS representative in the region of responsibility. Communication to include weekly email updates or mailings. Examples: Sales Techniques, product updates, tips from the field, project announcements, new order announcements and recognition, production updates, etc.
Discusses product, sales techniques, or strategies with representatives in the region of responsibility that have been useful for other representatives in the region/country and shares those successes with other representatives.
Implementation of strategy (or revised strategy) based on experience and market feedback to make sure effective promotion to the market is being had.
Works with the Business Unit Manager and other RSM’s/PMM’s on marketing efforts for the division and the creation of promotional/sales tools and literature
Works with the IT and software management division of the company on improvements to systems or processes when they are identified.
Seeks to maintain brand consistency throughout the company, representative network, and client base.
Maintains a working knowledge of all products and services.
Answers new product inquiries from representatives, prospective customers, distribution network and architects concerning price, application of products, and technical product information.
Keeps the company informed on competitive products, promotional matter, sales techniques, pricing, market trends, warranty and marketing policies when encountered.
Assists CS Cubicle Curtains customer service in resolving post order issues where it is beneficial to improving customer experience and creating an ongoing business relationship.
Additional divisional projects as necessary (research, marketing communications, best practices)