Commercial Plumbing Sales Representative

Commercial Plumbing Sales Representative

Location:Wm. Henderson, Broomall, PA

Overview: Selling our company's Commercial Replacement/Design build projects and Energy Services Offerings to commercial building owners and users in assigned markets and territory at company approved pricing standards.

Reports to: Director of Commercial Services and Commercial Sales Manager

SUMMARY: Paid training & commission-based position (HIGH $ EARNING)

As an Outside Commercial Plumbing Sales Representative, you will be responsible for selling our company's commercial replacement opportunities programs to commercial building owners and users. Technical experience in the Plumbing industry is required. This high profile, hands-on position requires a strongly energized individual who has experience identifying and selling to owners, senior executives, and other financial decision makers. Experience in conceptual or consultative selling is a plus, as we specifically sell a service, not a product. Your responsibility is ultimately to grow our Commercial Plumbing Services base to new clients.

KEY RESPONSIBILITIES:

• Represent the Company in a courteous and professional manner and treat all customers and employees with respect, utilizing their ideas and suggestions whenever practical.
• Work with Department Managers in support of the corporate goals, mission and vision.
• Support, and as required, train, and mentor commercial personnel so that they productively, accurately and efficiently accomplish their job in a timely manner and to the mutual benefit of the customer and Wm. Henderson.
• Support business profitability by ensuring quality work practices
• Timely and effective billing at set schedule.
• Meeting attendance as required.
• Resolve customer, both internal and external complaints in a timely, efficient and cost-effective manner, projecting a professional and customer-friendly attitude.
• Complete assignments on time.
• Company travel and education enhancement as required

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KEY SALES COMPETENCY AREAS:

1. SALES SKILLS - Able to qualify prospects, make effective sales presentations, answer questions and objections in a proficient and responsible manner. Aggressively manage quotes to close sales
2. TIME MANAGEMENT Able to plan and efficiently schedule appointments and manage personal time to assure maximum productivity.
3. SURVEYS & PRICING- Able to appraise and survey mechanical system, determine repair, modification and/or maintenance requirements. Able to interpret drawings, equipment and job conditions. Properly apply company pricing policy.
4. ACCOUNT EXPANSION -Able to increase existing customer maintenance coverage and/or Energy Conservation Measure services.
5. MARKET DEVELOPMENT Able to identify prospects in assigned market. Promptly follow up on leads and referrals. Establish customer rapport and identify needs. Maintain an active backlog of quotes to ensure booking goal is consistently met.
6. CUSTOMER RELATIONS Promptly address customer concerns to ensure resolution and maintain long-term positive relationships.
7. MECHANICAL SYSTEMS KNOWLEDGE -Have a sufficient understanding of mechanical systems to accurately appraise and inventory systems components, evaluate general conditions and recommend the best maintenance program. Be able to recognize project opportunities and pass leads to appropriate personnel.
8. SALES PRESENTATION STRATEGY -Understand the prospect's organization and decision-making process. Anticipate and answer objections. Commit the prospect to a decision making timetable.
9. MAINTENANCE AGREEMENT ESCALATION & SALVAGE -Know the customer and understand market forces to effectively sell price escalations. Promptly respond to notices of cancellation with a well-researched salvage plan.
10. CREDIT AND COLLECTIONS -Understand credit policy. Feedback information and observations to the company to minimize risk exposure. Understand collections policy and interface with customer as required to resolve collection issues and assure prompt payment.
11. COMPANY RELATIONS -Build and maintain rapport and positive working relations with field, office and management personnel to resolve problems, exploit opportunities and maximize profits.
12. EXTERNAL RELATIONS Build rapport and productive working relationships with customers, vendors and other outside agents. Effectively represent the company's interest to outside agents to maximize profits.
13. PURCHASING Participate, when appropriate, with operation in vendor selection, timely purchase and delivery to assure prompt customer service.
14. DOCUMENTATION In a timely fashion, prepare complete, clear and concise reports, proposals, booking packages and required company paperwork; maintain written supportive information relative to delays, changes, special conditions and schedules, etc.
15. SPECIAL PROJECTS -Provide support for special projects assigned by your manager. These special projects, with the determination of your manager, may or may not become part of this position's primary responsibilities.

SUPPLEMENTARY OBJECTIVES:

1. Probe out cause of your customer's credit problems, advise credit representatives and resolve all problems within 2 weeks of notice.
2. Use the team selling approach with your manager on all proposals over $25,000.
3. Follow up on opportunities from Wm. Henderson's telemarketing sales campaign for designated territory.

NOTE: 1 day follow-up is required on all qualified opportunities.

1. Learn enough about the customer's business and always make professional presentations utilizing Cost of Ops, pictures etc.
2. Follow-up on all sales leads from operations and other personnel and keep the person providing the lead fully informed on status.
3. Understand a technicians job, and communicate with the Technician Manager on a regular basis and they service your sold contract.
4. Make a personal customer visit on every agreement cancellation within one week after receipt of notification. If agreement is ultimately canceled, attach copy of form to the cancellation sales report.
5. Submit and maintain weekly lead reports.
6. Submit all sold agreements and project paperwork within one working day from date of sale.
7. Learn and follow all safety rules of all facilities you visit.
8. Adhere to the highest standards of quality while continually performing at the highest possible level.
9. Prepare and give presentations in front of various groups as directed
10. Comply with company dress policies and maintain a conservative executive-type appearance.
11. Maintain a clean and proper means of transportation.
12. Promote company teamwork and other department support.
13. Attend and participate in industry/ business community associations as directed.

QUALIFICATIONS:

EDUCATION:

• High School diploma or equivalent. A College degree is preferred.

SKILLS & EXPERIENCE/AREAS OF KNOWLEDGE

• Some prior sales experience and training preferred
• Trainee knowledge of all Plumbing systems, controls, sales process, and operations.
• Excellent oral and written communication skills. Ability to communicate with all levels of the organization.
• Strong problem-solving ability
• Ability to actively listen, analyze and provide solutions is necessary

CERTIFICATES, LICENSES, REGISTRATIONS

• Valid and clean driver's license

OTHER REQUIREMENTS:

PHYSICAL

• Requires standing, sitting, driving, walking, bending, squatting or twisting, and climbing a ladder on a regular basis.
• May require the ability to climb, balance, stoop, kneel, crouch, crawl or reach with hands and arms occasionally.
• Must be able to talk and listen to others.
• Frequent use of manual dexterity and visualization of a computer screen throughout the day.

TRAINING & DEVELOPMENT

• Continuous educational development in the Sales and HVAC field etc. Attending seminars, workshops, or vendor equipment/system specific training.

WORK ENVIRONMENT

• This position regularly works in an office setting and frequently visits company sites in all types of indoor and outdoor conditions including near moving mechanical parts, in high, precarious places, extreme heat, cold and humidity. Occasional exposure to toxic or caustic fumes or chemicals. Regular noise levels range from minimal to moderate but may be very loud when visiting job sites.
• Most of the job duties require the employee to be working with computers and electronic media on a regular basis.
• The above statements are intended to describe the general nature and level of work performed by most people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and requirements.

OTHER REQUIREMENTS

• Requires travel to and from job sites or potential jobs sites within the greater Philadelphia and surrounding area.
• Requires occasional overnight stays
• Adhere to all WM.Henderson company policies and budgets.
• Knowledge of MS Office (MS Excel, MS Word, MS PowerPoint), the internet, and various other software programs.

Job Type: Full-time

Pay: $75,000.00 - $250,000.00 per year