Business Development / Outside Pro Sales Manager

Company

Castle Wholesalers, a division of Home Surplus, is a retail warehouse superstore for cabinets, doors, and more, featuring in-stock products, expert design, and reliable service at value prices. The company aspires to be the first choice of contractors and consumers in cabinets, vanities, doors, and windows. After operating as a single location for over 40 years, Home Surplus has expanded to 5 stores in NJ and MD in recent years as it grows into a national footprint.

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 Home Surplus.
• 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

• 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.
• Depth and breadth of understanding of residential construction/renovation.
• 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.
  

The Best Candidates Will Also Have These Qualities

• Bilingual fluency in English and Spanish.
• General familiarity with cabinetry products.
• 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.
  
• 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.
• Balance of courage and humility. Owns mistakes, asks for help.
• Collaborative, not territorial. Works well with others to achieve company goals.
  
• Demonstrates a consistent sense of urgency and a strong work ethic.
• Unquestioned integrity.
• Moderate flexibility, including the ability to work occasional Saturdays, in keeping with a traditional retail environment.
  

Physical/Environmental Requirements: 

• 2/3 of work is performed in the field.
• 1/3 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 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.