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Commercial Sales Representative

1 month ago

San Jose, California, United States CRH Full time
Job Summary

This role involves creating new business opportunities, generating leads, hosting lunch and learns, and developing customer relationships. The commercial sales representative is responsible for maintaining and growing sales in commercial markets. Properly trained sales representatives must be able to communicate effectively with construction professionals and specifiers, and recognize product opportunities on projects.

Key Responsibilities

  • Develop and close commercial retaining wall sales opportunities with a variety of construction professionals and specifiers
  • Identify and qualify targeted customers for sales opportunities
  • Develop relationships with engineers, developers, and contractors to provide engineered solutions and product recommendations
  • Provide technical expertise, sales presentations, plan reviews, first-level material take-offs, and job site visits as needed
  • Work in a team environment by:
    • Communicating about sales opportunities
    • Contributing to Oldcastle's Belgard Commercial branding efforts and participating in marketing programs and tradeshows
    • Conducting internal and external training
    • Developing and maintaining an opportunity tracking and customer/prospect database
  • Provide solution selling or value-added selling by offering engineering solutions for Earth retaining wall applications
  • Conduct continuing education presentations to specifiers (architects and engineers) and coordinate training workshops on the use of concrete paver and wall products
  • Provide information to customers on new and current products, new applications, and pricing
  • Manage submittal documents and organize available test data, product information, and environmental data
  • Coordinate sample submittals and job site mock-ups
  • Seek new uses and applications for company products with present and prospective customers
  • Coordinate product approvals at local and state level
  • Maintain and increase sales volume with established and new accounts by implementing planned sales strategies and delivering service
  • Develop territory sales forecasts
  • Stay alert to competitive products and marketing practices, and to keep management informed
  • Experience using Customer Relationship Platform, Salesforce
  • Maintain up-to-date customer and territory records and maintains CRM database
  • Participate in sales meetings, training programs, meetings, and trade shows
  • Other duties and responsibilities related to the nature of the job may be assigned on a temporary or permanent basis as needed
Requirements

  • Bachelor's degree or 5+ years' experience preferably in the landscaping industry or building materials industry
  • Construction industry experience - familiar with the commercial construction process including retaining wall hands-on field experience
  • Must be able to read and understand construction drawings and project specifications
  • Must be comfortable providing technical presentations to a variety of specifiers and in front of large audiences
  • Must be proficient using Microsoft Office products including PowerPoint and Excel
  • Industry training certifications, preferred (NCMA and/or ICPI)
  • Direct experience selling and quoting commercial hardscaping products
  • Has experience using lead generation services, GC websites and plan rooms to seek bid announcements and access project documents related to unit concrete opportunities
  • Must be able to lift and carry heavy concrete samples
  • Valid driver's license
  • Ability to travel overnight as needed (up to 25%)
What CRH Offers You

  • Highly competitive base pay
  • Comprehensive medical, dental and disability benefits programs
  • Group retirement savings program
  • Health and wellness programs
  • A culture that values opportunity for growth, development, and internal promotion