Trade Sales Manager

About Pella Mid-Atlantic

Pella of New England is the area’s leading distributor of Pella window and door products. Our products are backed with over 100 years of innovation and experience in the industry and are designed to enrich the homes and lives of others. Pella of New England plays a critical role in the sales, installation, scheduling, and servicing of our products in your homes, projects, and buildings including historic and noteworthy sites, and it is a true honor.

We are passionate about what we do at Pella of New England, and we’re looking for people who share our passion – from sales to installation to accounting, and everything in between. If you are a motivated, caring, and driven individual looking for a career with a world-class company, come join us. Feel the Pella Passion!

The Trade Sales Manager (TSM) is responsible for leading a team of professional sales consultants to effectively build the Pella brand within the trade industry. The TSM achieves group sales goals by coaching and developing team members in relational selling techniques across all active Pella product offerings. This role models market expertise and fosters strong business partner relationships with customers. The TSM grows market share by proactively developing new customer relationships and coaching value-based selling and accuracy skills to meet contribution margin and profitability goals.

The ultimate objective is to drive the team’s commitment to achieving 100% “Very Satisfied” customers.

The TSM’s primary duty is developing and leading an effective sales team. The TSM is expected to spend over 50% of each workweek in the field with sales consultants, observing and coaching effective sales practices.

• Proactively achieve team sales, profitability, and customer satisfaction goals.
• Actively grow market share through networking, lead generation, and referral development.
• Support sales consultants in acquiring new customers and securing initial sales opportunities.
• Develop consultants’ ability to engage customers using consultative selling techniques, overcome objections, and close sales effectively.
• Recruit, select, onboard, and retain high-performing sales consultants in partnership with HR.
• Represent Pella and support consultants at company-sponsored events, professional group presentations, trade association meetings, and builder home shows.
• Ensure sales consultants maintain a high level of expertise in Pella products and installation guidelines, including accurate field measurements and product applications.
• Ensure quotes and orders comply with the Trade Selling Process.
• Drive customer retention and satisfaction by encouraging proactive follow-up and engagement, such as sending personalized thank-you notes.
• Promote independent decision-making and first-time resolution of client issues; respond to escalated concerns as needed.
  
  Evaluate team performance, providing coaching and training to ensure continuous improvement.
• Leverage customer database tools to help consultants effectively manage client relationships.
• Foster a cooperative, team-oriented environment that encourages sharing best practices and competitive insights.
• Collaborate with Service and Operations teams to ensure seamless post-sale service and installations.
• Partner with Accounts Receivable to address billing or payment issues.
• Assist the Sales GM in developing marketing tactics, events, budgets, and monthly forecasts.
• Prepare and deliver presentations to communicate progress to various Pella audiences.
• Work variable, non-traditional hours, including evenings and weekends, to support sales consultants and customers.

The Trade Sales Manager coaches sales consultants to:

• Engage…