About Contract Associates
Contract Associates is a minority woman-owned contract office furniture dealership with locations in Albuquerque, New Mexico and El Paso, Texas. Founded 31 years ago, Contract Associates sets itself apart by being the best provider of office furniture and architectural products throughout New Mexico, El Paso, Texas, and Northeastern Arizona. We are a coveted Best-In-Class dealer for Haworth six of the last eight years, one of only 13 dealers in North America to consistently achieve this distinction (out of 200 Preferred Dealers). In addition to awards from manufacturers, Contract Associates has received many regional and national awards, and most importantly, awards from customers. We pride ourselves on providing clients with service experiences and product solutions that exceed their expectations.
Position Overview
The Sales Representative generates leads, qualifies potential customers and convinces clients to buy furniture and services from the dealership. This position is responsible for sales volume, margin percent and new business goals on a monthly, quarterly and yearly basis.
Lead Generation
- Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations);
- Researches for leads through business journals, newspapers, industry periodicals and publications, internet, etc.;
- Cold calls potential clients in person, by telephone, or combination;
- Participates in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership.
Selling
- Qualifies leads into potential customers; does thorough needs analysis to understand client’s requirements for furniture products and services;
- Makes persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation, and electronic means;
- Develops detailed, accurate, and professional-looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and presents these to the customer in a timely manner;
- Works with service departments to develop service contracts to present to customer when complex services are sold or for major projects (installation, design, project management);
- Provides accounting department with timely information.
Sale Implementation
- Is responsible for setting up the sale so that it can be efficiently managed and administered by the dealership and the dealership operations and business personnel;
- Accepts responsibility for the accuracy of specifications when entering orders themselves, and reviews specifications for obvious errors when done by others; provides complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system;
- Ensures a responsible close of sale by obtaining signed sales orders (and terms and conditions, if appropriate), client purchase orders, and deposits as required;
- Stays involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved and that both customer and dealership are satisfied.
Customer/Account Interfaces
- Is available, responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.;
- Provides frequent and regular follow-up contact with customer regarding after-sale services and information, including customer satisfaction;
- Conducts a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors;
- Ensures the customer gets frequent and regular reports on order status, project progress, and overall customer activity status;
- Assists accounting in resolving any late receivables or customer credit issues.
Goals and Performance
- Meets monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager;
- Provides timely reports on sales forecasts and new leads as required;
- Participates in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attends training sessions as determined by the dealership.
Contract Furniture Management
- Is knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.;
- Has good understanding of contract furniture management at dealer level—account servicing, project management, order preparation, order management, manufacturer interface, delivery, and installation— including sale’s role in those processes and procedures;
- Functions as customer advocate for internal order fulfillment performance and service products;
- Has knowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends.
Qualifications
Knowledge, Skills & Abilities
- Effectively communicates by being able to present ideas in any situation. Listens well to others and clarifies message to ensure understanding. Keeps clients, team members, co-workers, and manufacturer representatives, informed; shares complete and accurate information with others.
- Demonstrates client focus by providing excellent service and satisfaction to both internal and external clients. Clearly articulates what can be done to meet client needs, offering innovative/creative solutions to problems. Able to explain rationale for decisions/outcomes.
- Effectively manages multiple and competing projects by managing one’s time and resources while establishing a course of action for self and others to ensure that work is completed efficiently.
- Demonstrates technical proficiency and skill; knowledge of Microsoft Office software and Windows Operating System; able to quickly learn and adapt to new technology.
- Demonstrates professional credibility, depth of judgment, and commitment to providing high-quality professional interactions.
- Possesses interpersonal effectiveness, considering and responding appropriately to the needs, feelings, and capabilities of different people in different situations.
- Successful problem solver who seeks continuous improvements; proven to be able to initiate and respond to new ideas, methods, and solutions.
- Strives for excellence by achieving results and driving issues to closure with skillful execution and the vision to see obstacles as opportunities.
- Valid driver’s license, good driving record, and reliable transportation required.
Education & Experience
- Bachelor’s Degree or minimum of four years of related experience (or an equivalent combination of education and experience).
- Experience working in a similar position within business-to-business sales industry preferred.
- Experience working in contract furniture, interior design, or related industry preferred.
Additional Information
Competitive Salary, Benefit Package (Health & Dental, HRA & FSA, Life & Disability Insurance), Generous PTO & Holidays, Flex Schedule, 401k
Contract Associates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, pregnancy, protected military or veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Contract Associates expressly prohibits any form of unlawful employee harassment or discrimination based on any of the characteristics mentioned above.