Company

Castle Wholesalers is a retail warehouse superstore for cabinets, doors, and more, featuring in-stock products, expert design, and reliable service at value prices. Castle aspires to be the first choice of contractors and consumers in cabinets, countertops, doors, and windows. After starting as a single location 60 years ago, Castle was acquired by Home Surplus in 2022, and is now part of a 5 store network in NJ and MD that is rapidly growing into a national footprint. After 40 years in its current location, the Baltimore store will be moving into larger, more modern space in Fall 2024.

Position

The Pro Experience Manager (PXM) is a business development and consultative sales professional who drives new Pro customer acquisition, while also increasing share of account with high-potential existing Pro customers. The PXM reports directly to the Chief Experience Manager (Store General Manager).

Primary Responsibility

Drive new Pro customer acquisition and increase share of account among high-potential existing Pros via:

• Prospecting consistently for new customers via telephone and electronic outreach, face-to-face solicitation in the field, and rapid follow-up to company-generated leads and prospect inquiries.
• Self-generating leads through market analysis, referrals, creative instincts, and hustle.
• Uncovering prospects’ pain and communicating solutions that drive Pros to the store.
• Disciplined follow-up and maintenance of prospecting records via Salesforce.
• Planning and conducting Pro customer tours and providing warm introductions to store leaders, designers, and sales and operations staff.
• Pro Events that you organize.
• Making sales presentations and responding to RFPs/RFQs.
• Participation in trade shows, trade associations, roundtables, and other promotional avenues.

MUST HAVE REQUIREMENTS

• Minimum 2 years of outside sales experience in retail or distribution/supply, not manufacturing. We sell value proposition, service, programs, and solutions, not just products.
• Valid driver’s license, a reliable vehicle, and proof of automobile insurance.
• Foundational professional selling and business development skills.
• Courage and Confidence to make cold calls and initiate face to face conversations with Pros.
• Resilience and Optimism to bounce back quickly from setbacks.
• Parallel processor with above average time management and organization skills.
• Openness to coaching, with a desire to learn and improve.
• Depth and breadth of understanding of residential construction/renovation.

The Best Candidates Will Also Have These Qualities

• Speaks and understands English clearly. Bilingual fluency in Spanish is preferred.
• Naturally curious. Energized by understanding every aspect of the customer’s business.
• Consistent positive energy, proactive communication, and responsibility.
• Can adapt communication instantaneously to interact effectively with people of all types.
• Ability to analyze sales data, then develop recommendations and solutions.
• Attention to important details.
• Comfortable using technology on a daily basis.
• Professional presentation. Strong verbal communication and above average written communication skills.
• Great listener who is also self-aware. High interpersonal intelligence. Detects nuance.
• Open and direct. Has the courage to address issues promptly and effectively.
• Solid business and financial acumen.
• Owns mistakes, asks for help.
• Collaborative, not territorial. Works well with others to achieve company goals.
• Always ready to play offense in order to drive growth.
• Demonstrates a consistent sense of urgency a strong work ethic.
• Unquestioned integrity.
• Moderate flexibility, including the ability to work occasional Saturdays, in keeping with a traditional retail environment.
• Has the potential to advance to positions of greater responsibility, but allows those opportunities to present themselves. An organization-builder, not a resume-builder.
• General familiarity with cabinetry products.

Physical/Environmental Requirements: 

70% of work is performed in the field.

30% of work is performed in a showroom/warehouse retail supply environment.

Physical requirements include:

• Extended periods of time working at a computer.
• Extended periods of time walking and standing.
• Speaking in person, on the phone, and by video.
• Toleration of a moderate to noisy environment.

Compensation

• Competitive salary plus quarterly and annual bonuses.
• Benefits: Health, Vision, Dental, EAP, Disability, Life. PTO. 401k.
• Regular reimbursement of expenses such as mileage.
• Advancement opportunities related to the continued rapid growth of the company.

6/24/2024