Needed - Sales Representative -Flooring/Carpeting - CA, NY, MA

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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