The Garland Company, Inc Looking for Sales Representative at Cleveland, OH  Full Time

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 in the process derive self-satisfaction from achieving weekly, monthly and yearly objectives and growing within the organization.

CORE & ESSENTIAL FUNCTIONS:

• Promotes/sells/secures orders from prospective customers through a relationship-based approach.
• Demonstrates products and services to potential customers and assists 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.

DETAILS OF FUNCTION:

• Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
• 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’ value 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 the reading of pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.
• Other duties as assigned.

JOB EXPECTATIONS:

The basic responsibility of a Garland apprentice is to represent Garland to all customer accounts in a designated geographic territory.  Their purpose is to obtain optimum distribution of products by reaching and exceeding their performance objectives.  They manage the company’s business in each territory, almost as if it was their own, and they coordinate efforts with the sales representative to which the report as well as the Regional Manger.  The job is best viewed in terms of the functions that are required in order to fill this basic responsibility. The job is best viewed in terms of the functions that are required in order to fill this basic responsibility. The 11 functional elements of the sales job are:

1.         Develop New Markets and Accounts
This activity requires:
                    A) intensive investigation of the area;
                    B) development of plans and strategies for maintaining and increasing business;
                    C) implementing the plans and strategies,
                    D) concentrating on new account proposals and presentations;
                    E) adjusting selling techniques to fit market opportunities; and
                    F) enhancing company reputation to the public.

2.         Control the Financial Aspects of Selling
Selling always involves dealing with prices and resisting competitive pressures to reduce them. Even more, it includes negotiating the best prices for the company, often by offering financial alternatives to customers and keeping confidential pricing from becoming public information; protecting the company against loss by controlling expenses and verifying credit information on new accounts; and taking the appropriate action where exceptions justify it.
3.         Demonstrate a Strong Roofing Knowledge/Skill Set
The nature of the business requires Garland salespeople must become highly proficient in the technical aspects of roofing by (1) being knowledgeable about roofing techniques, laws and codes, (2) engaging in the practical aspects of inspecting and analyzing roofs, (3) solving application problems, and (4) writing detailed roofing reports. “Competent” and “expert” are labels associated with successful Garland salespeople.

4.         Provide Leadership and Good Management Practices
The job is not only selling, but also managing a territory. This is accomplished by representing Garland to customers so as to enhance the company image and gain confidence and respect of the account. The consistent demonstration of ethical conduct, honesty and integrity are essential. Garland salespeople control the sales process by anticipating and overcoming objections, while at the same time creating an awareness of need which they then fill. They also help accounts by offering alternative ideas.

5.         Demonstrate “Motivated” Behavior
Success is based on consistent hard work which includes the ability to make numerous cold calls, overcome rejection, and effectively cope with high pressure situations. Garland salespeople establish goals and priorities and prepare for contingencies by carrying appropriate samples and materials to their presentations. They evidence a high level of sales-oriented activity and generally would rather sell than engage in unrelated activities.

6.         Maintain Records, Information Flow, and Administrative Details
No marketing organization can function effectively without good, detailed, timely records of their sales efforts and the factors that influence their business. The salesperson is one of the points where information is transferred and is a center of influence through which information must flow carefully to the customer from the company and to the company from the customer. This involves pricing, shipments, installations, new product information, adjustments, confidential policy information, marketing information, and so on. There is a myriad of detail and administration that accompanies good marketing.

7.         Develop Key Accounts
As with all commercial operations, a greater portion of Garland’s sales volume comes from a relatively small number of firms with the greatest buying power. It is essential to focus proper attention on the key people who have purchasing authority, to the companies with the greatest buying power, and to special efforts assigned to provide assistance and support to these key accounts.

8.         Manage Marketing Efforts
Much selling begins with generating ideas, forecasts, plans, solutions to customer problems, and getting a customer to use a “pilot order.” This analytical/thinking activity is followed by effective goal attainment through performance and time management — by doing the things that optimize the ratios of calls-to-interview-to-proposals-to-sales ratios, qualify prospects, obtain new business, and build customers’ confidence in Garland quality and technical know-how. Adjustments for competition are made, leads and referrals are pursued, modern sales techniques are employed, and orders are solicited.

9.         Optimize Distribution
Knowing which prospects ought to be key accounts is at the very heart of the successful salesperson’s operation. Determining the cost-effectiveness of each account is an extremely important and often complicated decision. This decision-making process involves sizing up the customer’s problems and needs while always being cognizant of personal objectives and the potential profit contribution to the company.

10.       Provide Customer Service
The needs of customers are key to effective operations. Many things are done to solve their problems for them — handle complaints, negotiate adjustments, forecast and expedite shipments, conduct presentations, and analyze their needs. Developing personal relationships, always listening carefully and occasionally entertaining are activities that help fill customer needs, so that in turn Garland’s needs can be met.

11.       Cooperation within the Company
The overall marketing strategies of Garland involves numerous salespeople, managers, and territories — including administrative services, production and research and development. Frequently, the acquisition of a new account or installation requires the assistance of others. Salespeople contribute to a team effort with the understanding that they will be repaid in kind. Much depends on a good attitude and the acceptance of responsibility to coordinate these efforts and cooperate with appropriate objectives at all levels. Cooperation implies a willingness to handle special projects, assist at trade shows, and adhere to company sales and marketing policies.

QUALIFICATIONS:

Possession of at least a high school diploma is required and a post-secondary degree is preferred. Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach). Must be results-orientated and able to work both independently and within a team environment. Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software. Must possess a valid driver’s license. Must be able to travel to client meetings.

PHYSICAL REQUIREMENTS:

Ability to communicate in a clear, concise and effective manner with customers, account representatives, company representatives, management, staff, and the public in face-to-face, one-on-one and group settings.  Ability to maintain regular, predictable, and punctual attendance. Ability to establish and maintain effective working relationships with others. Ability to use office equipment such as a personal computer, copier and facsimile machines. Ability to sit or stand for extended time periods. Ability to carry, push, pull, and lift up to 60 lbs. of roofing material routinely. Ability to read at, above, and below shoulder height. Occasionally stoop, kneel or crouch. Have sufficient manual dexterity to operate equipment. Ability to safely climb a ladder/extension ladder while maintaining balance and carrying packages or bags. Ability to climb, traverse and maneuver across different roof levels while adhering to fall protection requirements as necessary. Have sufficient manual dexterity to safely cut and manipulate products/materials. Ability to properly use Personal Protective Equipment (PPE).  Ability to work in inclement weather with frequent exposure to the elements.  Ability to tolerate household and other types of typical industrial / construction chemicals and solvents while properly using and wearing PPE as necessary.

EQUAL OPPORTUNITY EMPLOYER

The Garland Company, Inc. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law.
EEO/AA Employer/Vet/Disabled