APPRENTICE

Sales Apprentice Overview

This hands‑on program is facilitated by a dedicated sales leader who will teach, coach, and provide feedback to the Sales Apprentice so he/she can fulfill the requirements of their future role. They learn how to increase sales, penetrate markets, and generate maximum returns for themselves and the company. In addition, they learn how to handle many of the more difficult problems in marketing, such as explaining to prospects the technical aspects of Garland roofing systems, selling against tough competition, and working through customer perceptions that directly affect business.

During the two‑year apprenticeship, they learn how to “put it all together” and derive self‑satisfaction from achieving weekly, monthly and yearly objectives and growing within the organization.

• Promote/sell/secure orders from prospective customers through a relationship‑based approach.
• Demonstrate products and services to potential customers and assist them in selecting those best suited to their needs.
• Provide high‑quality customer service to accounts who have questions regarding their invoices by means of phone calls, emails, and/or in‑person meetings.

• Establish, develop and maintain business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business.
• Makes telephone calls and in‑person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyzes the territory/market’s potential and determines the value of existing and prospective customers to the organization.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Identifies advantages and compares organization’s products/services.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through reading pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.
• Other duties as assigned.

The basic responsibility of a Garland apprentice is to represent Garland to all customer accounts in a designated geographic territory and to obtain optimum distribution of products by reaching and exceeding performance objectives. The role is best viewed in terms of the 11 functional elements of the sales job:

• Develop New Markets and Accounts
• Intensive investigation of existing and new opportunities
• Development of plans and strategies for maintaining and increasing business
• Implementation of the plans and strategies
• Concentrating on new account proposals and presentations
• Adjusting selling techniques to fit market opportunities
• Enhancing company reputation to the public
• Control the Financial Aspects of Selling

Key selling responsibilities include negotiating best prices, protecting confidential pricing, controlling expenses, verifying credit information and taking appropriate action when exceptions justify it.

• High school diploma required; post‑secondary degree preferred.
• Demonstrated aptitude for problem‑solving and consultative sales approach.
• Results‑oriented and able to work independently and within a team environment.
• Excellent verbal and written communication skills.
• Proficiency in Microsoft Office Suite and contact management software.
• Valid driver’s license and ability to travel to client meetings.

Ability to communicate orally and in writing clearly and…