Name Of Project: Specification Sales Representative
Type Of Work: Sales
City Of Project: New York/Boston/Orange County - San Diego/San Francisco
Trades Needed 1: Flooring/Carpeting
Description Of Project: PPOSITION PROFILE: Specifications Sales
Representative
Effective Date: 06/26/00
Principal Accountabilities
A & D Specification Premium Product
Presentation Selling (80%)
Manage “A” Accounts/Project Tracking
Assign DSR “B” Accounts/Spec. Track
Identify & Consulting Specification
Decision Influencers
Premium Product Target Market Focus
Display/Exhibit Accounts
Flooring
RBM/MSR establish 40 flooring dealers
SSR coordinate commercial flooring
account needs
Top Five National Specification Account
Specification Selling Program
Distribution Accounts (List, G2, WICO)
Direct Accounts (List, UPA, ICO)
Create Full In-House Contact Report
Establish Volume Break Even Pricing
Standards
Communicate Nationally
Create Formica Brand/National
Specifications Account Product
Packaging Concept
Resource as product specialist
Submit all product code at bidding
process
Rebate and payment schedule
Sample Allocation
Project Management
Communicate Project Tracking as
selling process (Nationally and
Regionally)
Identify all Consulting Specification
Decision Influencers
Architects
Interior Designers
Spec Writer
Contractors/Subcontractors
Create National Distribution Location
and Contact List
Distributor Account Rep.
Formica local SSR/MSR
Forecast all product for availability
Technical Competencies
Architectural and Design Awareness
Aptitude appropriate to communicate
to A & D community
Comprehension of design process and
phases to secure specification selling
Product and Service Offerings Knowledge
Understands the underlying strategy
for product development, delivery and
capability in the marketplaces
Understands relationship selling
process
Sales Negotiating and Closure Skills
Understands and applies expert skills
in sales negotiation processes
Moves sales negotiations to mutually
acceptable closing terms for customers
and for the company in a timely manner
Customer Service Orientation
Understand the business needs and
requirements of customers and can match
their needs to our specific services
and project follow through
Responds to customers’ needs in a
consistently positive, accurate and
timely manner. Follow-up until problem
is resolved
Sales Writing
Expert ability to communicate precise
& clear messages in writing
Computer Knowledge
Knowledge of database management
Microsoft Outlook software application
Knowledge of Administrative processes
to document Project Tracking
Behavioral Competencies
Disciplined Problem Solving
Identifies problems, collects data to
define the root cause of the problem,
and generates a possible course of
action
Constructively deals with conflicts
and resolves them
Communication Skills
Superior ability to represent and
communicate the company’s image and
values wherever necessary
Expert ability to communicate clear
and precise messages verbally and in
writing
Extroversion and Interpersonal Relations
Very outgoing and readily establishes
and maintains excellent interpersonal
relationships with people at all levels
outside and inside the organization
Positive attitude in all matters
related to the business
Persistence
Does not quickly accept defeat, but
finds new approaches to resolving
business and sales problems and issues
Does not discourage easily
Integrity
Maintains a high degree of integrity
and ethical behavior in all business
activities and decisions
Credibility
Create an environment of mutual
respect and trust
Sense of Urgency and Energy Level
Enthusiastic about job and able to
sustain a high energy level
Flexibility and Adaptability
Quickly and effectively adjusts
behavior to meet a good and/or changing
circumstances
Able to quickly adapt to changes,
regardless of the source or consequences
Attention to Detail
Accomplishing tasks through concern
for all areas involved; showing concern
for all aspects of the job
Contact Sandy Boyer @ 800-789-5655 ext
5046 or Sboyer@cbrichardellis.com
for position in New York and Boston
Contact Stephanie Colt @ 800-789-5655
ext 5049
Is Union Required: No
Contact: SHRS
Individual Contact: Laure McGinnis
Telephone: 800-789-5655 ext.7131
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