Sr. Sales Representative – TM

Sr. Sales Representative is responsible for representing the company in a professional manner to promote an environment which creates opportunity for Westlake to sell stone products. Develop and maintain consultative relationships with customers and prospects in the following defined segments: Distributors, Home Builders, Stone Contractors, Regional and Local Production Builders, Multi-Family Builders, Architects and Colorist. Thorough understanding of the needs of these segments and key customers within the segments. Responsible for expanding market-share and developing sales strategies.

ESSENTIAL FUNCTIONS:

• Comply with Westlake Safety Policies and Procedures
• Sell Westlake products and services in the assigned territory and collaborate with team members to achieve targets/quotas in Westlake Stone defined segments
• Develop and maintain territory plans to achieve company and regional business plan objectives and sales goals
• Consistently drive product performance to achieve market share, sales growth and ASP
• Work with architects and designers so that the company’s products are specified in the original planning documents
• Arrange demonstrations and training sessions, as well as Complete American Institute of Architects (AIA) presentations for architectural firms when necessary
• Work with appropriate general contractors, mason contractors, builders, and designers to develop relationships that result in strengthening company recognition and increase market share within assigned territory
• Work with distributors on special events and specific projects when necessary
• Ensure distributors have up to date collateral material and displays
• Be well versed in customer business operations and their need for products, intangibles, key personnel and customers
• Build a strong rapport with key decision makers within customers’ organizations
• Establish and maintain positive customer relations by regularly meeting and consulting with current and potential customers
• Interpret data obtained from lead generation, industry/market data, research, and other reporting factors
• Provide information concerning marketing opportunities and competitive products and companies to regional and corporate managers
• Recommend changes in company products, practices and marketing activities to capitalize on current competitive situations
• Participate in local building and stone associated trade shows
• Participate in prescribed sales, technical, and product training programs and direction
• On a timely basis, submit all written and electronically transmitted sales reports and forecasts
• Manage company customer database information so it can effectively assist in matching customer needs with product offerings
• Understand and communicate basic installation procedures according to Concrete Masonry Hardscape Association (CMHA)
• Manage customer complaints in accordance with company policy

KNOWLEDGE, SKILLS AND ABILITIES

• General construction and masonry knowledge
• Read a blueprint and advise on installation and product usage issues and/or concerns
• Build and maintain successful client relationships
• Multi-task in a high-volume environment
• Excellent communication skills both written and verbal
• Self-motivated
• Excellent time management and problem-solving skills
• Excellent presentation skills
• Proficiency with Microsoft Office, Word, Excel, PowerPoint
• Proficiency in using  CRM software

EDUCATION AND/OR EXPERIENCE

The employee should have the following:

• Bachelor’s degree or equivalent work experience
• 2-5 years’ experience in functional role

ESSENTIAL PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

The employee should possess the ability to:

• Prolong standing or other stationary positions
• Must be available to travel throughout assigned territory
• Complete repetitive movements such as typing
• Work in an environment where exposure to sounds or noise levels may be uncomfortable
• Complete repetitive movements
• Wear all required personal protective equipment (hearing, vision and hardhat protection)
• Lift/move/transport items up to 50 pounds
• Move or traverse about the facilities
• Work around dust, chemicals, and other substances, and in various environmental conditions