Sales Consultant

Sales Consultant Manhattan, NY

JOB SUMMARY:

Field sales position with the primary responsibility of developing sales for wallcovering, wall protection, Walltalkers, and related wall surface/interior products in a specific region. This requires the sales consultant to call on interior designers, architects, contractors, facility managers, and others who may influence the ultimate sale.

Must develop product presentation skills that will allow confident, competent, thorough client interaction and problem solutions with all product groups. Develop product brand awareness of the Koroseal products in the marketplace. Maintain and build client profiles and account records utilizing Salesforce. Develop the ability to track projects, sample requests, and project leads utilizing Salesforce.

Responsibilities:

Develop and maintain relationships with assigned accounts that will lead to Koroseal being the number one marketer of commercial wall products.

Promote the growth of the entire product line through the utilization of good time management skills.

Develop, with sales management, strategies to sell against all types of competition.

Promote teamwork in all respects, especially relating to cross-specifications, national accounts, etc.

Price management

Assists architects and designers in the specification process.

Follow up on leads, manage prospects, and acquire new business.

Follows up on projects from specification to purchasing (working with purchasing agents, General contractors, sub-contractors, and end-users).

Performs product presentations in-person and virtually.

Maintains accounts records up to date using Salesforce.

Provides installation guidance and helps customers with product complaints.

Active in industry organizations such as IIDA, IFMA, and NEWH.

Attends trade shows and networks with non-competitive sales consultants.

Qualifications:

Bachelor's degree from a four-year college or university preferred, associate's degree and experience in a similar sales environment considered.

5+ years' experience in sales with a strong track record of success in the commercial interior design industry.

Knowledge of the A&D specification process.

Ability to build new and maintain existing relationships.

Experience in developing and executing territory sales strategies.

Strong presentation, negotiation, and closing skills.

Self-motivated and able to work independently to meet or exceed goals.

NATURE OF PROBLEM-SOLVING:

The sales consultant will, from time to time, become involved with installation, defective complaints, delivery, credit, and competitive price pressure problems. In order to resolve these issues, it requires sharp negotiating skills, market and product knowledge, close coordination with the regional sales manager, and close relationships at every level of the sale.

NATURE OF DECISION-MAKING:

Decision-making, for the most part, relates to analyzing and adapting to the proper sales or sales management approach for each situation.

PLANNING ACTIVITY:

Planning is crucial to the success of the person in this position. This is due to the wide variety of products that Koroseal offers and a very diverse customer/prospect base.

The sales consultant is required to prepare an annual sales/territory plan for his/her region and submit it in proper format to the sales manager of the business.

A weekly itinerary using Salesforce is required to affect the proper utilization of time.

The sales consultant is to be involved with his/her RSM with strategic planning and establishing goals.

FIELD ACTIVITY EXPECTATIONS:

Customer Calls

48 to 60 Sales Calls per month (12 to 15 in-person sales calls per week)

30 Offsite lunches/dinners per year

24 luncheon/breakfast presentations per year

Sample Requests Per Month Projected Sales

20-30 $500,000

30-40 $750,000

40-50 $1,000,000

50+ $1,000,000+

KNOWLEDGE AND SKILLS REQUIREMENTS:

The sales consultant should have some experience in interior decorative or protective products. In addition, a good business sense, negotiating skills, product knowledge, training skills, planning abilities, knowledge about markets (including market segmentation), and competition. All of the foregoing requires excellent time management skills.

Key skills are somewhat acquired, but a great deal is derived from a formal education in business with a marketing emphasis.

Computer Skills:

Proficiency in Word, Excel, PowerPoint, Zoom and TEAMS and understanding of social media platforms such as Instagram and LinkedIn to stay connected with customers. Comfortable using or learning customer relationship management platform SalesForce.

NATURE OF SUPERVISION:

Direct report to Regional Sales Manager, indirect report to other sales management as appropriate.

ADDITIONAL INFORMATION:

Membership and participation in professional associations such as ASID, IIDA, BOMA, and IFMA is recommended.