What are the responsibilities and job description for the Pro Sales Manager position at Home Surplus?
Location: Brooklyn or Queens, NY
Full-time
WHO WE ARE
Home Surplus is a high growth company specializing in the sale of quality kitchen, bathroom, flooring and other remodeling products via their stores in the North East, DC/Maryland as well as through their e-Commerce business.
JOB DESCRIPTION
Home Surplus is looking for a dynamic Pro Sales Manager to play a key role in the development and growth of new and existing B2B relationships with (i) pros/contractors, (ii) wholesale accounts, (iii) builders/developers, and (iv) management companies, helping to scale Home Surplus through organic growth.
Key deliverables in the first 12-24 months will include the following:
1. Achieve B2B sales TARGETS.
(a) Within 30 days of hire, identify decision makers at potential B2B customers (including by leveraging relationships) and educate them on tangible value that Home Surplus could bring (e.g. selling direct to consumer and cutting out the middle man, bundling projects and taking care of many products, and providing one stop shopping).
(b) Within 60 days of hire, develop and build existing and new B2B relationships with (i) pros/contractors, (ii) wholesale accounts, (iii) builders/developers, and (iv) management companies to facilitate organic growth.
(c) Increase Pro Club membership by (i) adding new active members per month, (ii) increasing active members (members who made a purchase in the last 12 months), (iii) doubling Pro Club sales in the first 6 months of hire, and (iv) growing Pro Club sales by another 100% in the second 12 months of hire.
(d) Generate additional revenue from management companies and builders/developers in the first 6-12 months of hire.
(e) Bring in new wholesale accounts in the first 6-12 months of hire.
(f) Achieve 90% “high” B2B customer satisfaction scores and 90% B2B customer retention through 2022 and beyond.
(g) Within 30 days of hire, and in consultation with the CEO, identify and refine key B2B sales metrics to drive business results and upgrade dashboarding processes to provide management and investors with visibility.
(h) Review progress against the Outside Sales Professional scorecard deliverables and, in consultation with the CEO, amend/revise as necessary.
2. Enforce sales PROCESS standardization and optimization.
(a) Within 7 days of hire, review, refine and fully utilize Home Surplus’ CRM platform.
(b) Within the first 5 days of each month, deliver to the CEO an updated 30-day forecast and 90-day pipeline weekly, listing potential targets and amounts with current activities and next steps.
(c) Report on progress against sales targets at weekly management meetings.
3. Collaborate with colleagues and be a standard bearer of company CULTURE.
(a) Work with other departments to get designs finalized and products ordered and assembled. Keep in touch with the internal teams and keep customers updated on progress throughout the purchasing process.
(b) Consistently promote a culture where employees and contractors are driven to get things done without micro management, and where communication and collaboration are fostered through daily/weekly huddles and lineups at every level of the organization.
(c) Consistently exhibit a positive attitude and genuine care for the business. Take initiative by going above and beyond the call of duty throughout the year.
(d) Complete 90% of current and future scorecard deliverables and new company initiatives on time and on budget through 2022 and beyond.
(e) Respect and engage colleagues in a collegial manner consistently.
MINIMUM REQUIREMENTS
1. 4 years of outside sales experience. Experience in the home finishing (or related) space and/or as a contractor would be a plus.
2. Demonstrable ability to generate and close leads.
3. Professional, eloquent, and able to articulate the value that Home Surplus can bring to B2B customers.
4. A Bachelor’s degree in Business or related area would be a plus.
WHAT WE OFFER
1. Competitive base salary.
2. Uncapped commissions and performance related bonuses.
3. Benefits package.
