Trade Sales Manager

Pella Mid-Atlantic is the area's leading distributor of Pella window and door products. Our products are backed with over 100 years of innovation and experience in the industry and are designed to enrich the homes and lives of others. Pella Mid-Atlantic plays a critical role in the sales, installation, scheduling, and servicing of our products in your homes, projects, and buildings including historic and noteworthy sites, and it is a true honor.

We are passionate about what we do at Pella Mid-Atlantic, and we're looking for people who share our passion – from sales to installation to accounting, and everything in between. If you are a motivated, caring, and driven individual looking for a career with a world-class company, come join us. Feel the Pella Passion

The Trade Sales Manager (TSM) is responsible for leading a team of professional sales consultants to effectively build the Pella brand within the trade industry. The TSM achieves group sales goals by coaching and developing team members in relational selling techniques across all active Pella product offerings. This role models market expertise and fosters strong business partner relationships with customers. The TSM grows market share by proactively developing new customer relationships and coaching value-based selling and accuracy skills to meet contribution margin and profitability goals. The ultimate objective is to drive the team's commitment to achieving 100% "Very Satisfied" customers.

The TSM's primary duty is developing and leading an effective sales team. The TSM is expected to spend over 50% of each workweek in the field with sales consultants, observing and coaching effective sales practices.

• Proactively achieve team sales, profitability, and customer satisfaction goals.
• Actively grow market share through networking, lead generation, and referral development.
• Support sales consultants in acquiring new customers and securing initial sales opportunities.
• Develop consultants' ability to engage customers using consultative selling techniques, overcome objections, and close sales effectively.
• Recruit, select, onboard, and retain high-performing sales consultants in partnership with HR.
• Represent Pella and support consultants at company-sponsored events, professional group presentations, trade association meetings, and builder home shows.
• Ensure sales consultants maintain a high level of expertise in Pella products and installation guidelines, including accurate field measurements and product applications.
• Ensure quotes and orders comply with the Trade Selling Process.
• Drive customer retention and satisfaction by encouraging proactive follow-up and engagement, such as sending personalized thank-you notes.
• Promote independent decision-making and first-time resolution of client issues; respond to escalated concerns as needed.
• Evaluate team performance, providing coaching and training to ensure continuous improvement.
• Leverage customer database tools to help consultants effectively manage client relationships.
• Foster a cooperative, team-oriented environment that encourages sharing best practices and competitive insights.
• Collaborate with Service and Operations teams to ensure seamless post-sale service and installations.
• Partner with Accounts Receivable to address billing or payment issues.
• Assist the Sales GM in developing marketing tactics, events, budgets, and monthly forecasts.
• Prepare and deliver presentations to communicate progress to various Pella audiences.
• Work variable, non-traditional hours, including evenings and weekends, to support sales consultants and customers.

The Trade Sales Manager coaches sales consultants to:

• Engage prospective customers and apply insight-based selling techniques.
• Deliver exceptional customer service and generate referrals.
• Build partnerships with complementary businesses serving similar customer bases.
• Create trust and reliability with both customers and internal teams.
• Relate effectively to a variety of customers while maintaining professionalism and integrity.
• Collaborate across teams and thrive in a fast-paced environment.
• Demonstrate strong problem-solving skills, resilience, and a strong work ethic.
• Balance confidence with humility and persevere through challenges.
• Motivate and influence others to drive change and innovation.
• Seek out internal expertise and apply shared knowledge.
• Accurately read, interpret, and take off blueprints.
• Exercise sound independent judgment while keeping leadership informed.
• Maintain strong attention to detail and follow-through.
• Be proficient with Microsoft Office, smart devices, and internal software applications.

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

• While performing the duties of this job, the employee is regularly required to drive, stand, walk, use hands to handle or feel, reach with hands and arms, and talk or hear. The employee is occasionally required to climb, balance, stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds using proper lifting techniques. Vision requirements include close, distance, color, and focused vision. Noise levels vary from low to moderate in office settings and moderate on construction sites.

Travel

• Most travel is local. The employee must be able to drive to showrooms, job sites, customer and contractor locations, and attend company functions as required.

Pella Mid-Atlantic performs background checks and drug screens on all candidates. We perform motor vehicle checks on all employees that drive for the company

Pella Mid-Atlantic is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected Veteran status.

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