Job Description

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Company Value Proposition

Advanced Roofing, established in 1983, is the largest commercial roof and specialty contractor in Florida, and the 10th largest in the country. The business has consistently experienced year over year growth, driven by its reputation for top-quality work and exceptional and professional customer service.

Position Value Proposition

The Roofing Sales Manager (RSM) is a valued part of the Advanced Sales Team. The RSM will continually work with the Business Development Managers to move ongoing relationships with potential customers through the quoting, proposal and operational engagement of roofing projects. They will be the primary contact for securing revenue for the organization.

Position Summary

The Roofing Sales Manager positions and sells roofing products/services offered by the Company requiring technical expertise in the within the Roofing Service and Production areas through both new leads brought in through the BDMs as well as existing leads and relationships with current clients. The RSM is responsible for educating the client on roofing options; walking them through the budget and proposal process; working with the estimating team to ensure that all property and client information is available; the property is readily accessible; the budget and proposal are developed on a timely and appropriate manner; a presentation team or strategy is developed for presenting the proposal; all proposals are followed up in a timely and appropriate manner; contracts are executed properly; and the CRM system is updated in a timely and accurate manner.

Targeted Achievements

• Specific financial goals will be set per branch and region and will consist of both Service and Production goals.
• Reach a 30% win rate
• 80% of proposals closed within 90 days of presentation to client.
• Must be fully compliant with CRM and documentation processes (all notes and information must be in CRM).
• Highly effective client communication and presentation skills.
• 100 non-office client meetings per year.

Job Responsibilities

• Reviews and follows up on leads to develop quotes, proposals, and prepare for client meetings/closing.
• Maintains regular contact with existing customers.
• Maintains a strong knowledge of the products/services offered by the business.
• Properly demonstrates the technical features of the Company's products/services and anticipates customer questions, needs, objections, and differentiators of competitors.
• Advises customers on enhancements to the Company's products/services to help drive sales as well as upselling into additional offerings.
• Negotiates contracts and closes agreements to maximize profits.
• Works with Project Managers to help manage projects related to closed sales deals ensuring the timely and successful delivery of Company's services sold according to customer's needs and objectives.
• Effectively communicates project timeline or budgetary changes to client and seeks appropriate approvals.
• Seeks business expansion opportunities with current customers.
• Builds and maintains the relationship of current clients to ensure customer satisfaction and continued sales opportunities.
• Communicates progress of monthly/quarterly sales initiatives to appropriate internal stakeholders
• Prepares account status reports for appropriate internal stakeholders.
• Collaborates with various departments within the Company for knowledge gains keeping up with latest business trends, pricing, products, etc.
• Effectively, efficiently, and accurately maintains the CRM system and updates proposal status through win, lose, or cancelled status.
• Manages the gathering and organization of account-related information providing input on key customer opportunities, service line extension proposals and/or contract pricing.

REQUIRED KNOWLEDGE, SKILLS, & ABILITIES

Education

• Bachelor's degree or equivalent in business administration, marketing or similar preferred

Experience

• 5+ yrs experience in sales, marketing, and/or business development required.
• Previous roofing/construction/solar/energy sales and/or hands-on experience preferred.
• Outbound sales and prospecting experience in B2B environment required.

Knowledge, Skills, & Abilities

• Strong knowledge or aptitude in technical field of roofing, solar and/or HVAC.
• Excellent selling, organization, problem-solving skills and the ability to appropriately represent the Company service capabilities to the targeted audience.

• Excellent presentation skills required including being able to:
  • Lead the presentation dialogue to help the customer reach a decision to select ARI.
  • Professionally and accurately represent the proposed solution and ARI brand/company advantages.
  • Effectively use presentation templates and tools (e.g. PowerPoint, Teams) to ensure a consistent high-quality brand image for ARI.
  • Explain options, convey technical details and fully describe the service delivery approach to guide the customer to a decision.
  • Where appropriate, position and close upsells to increase the value of the opportunity.
  • Demonstrate strong verbal communications and customer awareness to successfully resolve evaluation points and drive momentum for a decision.
  • Explain pricing, resolve questions, assist customer with identifying financial justification for selecting high-cost options. If approved in advance, negotiate small concessions by trading.
  • Summarize the value proposition, ask for the business.
  • Overcome stalls or delays or define specific next steps to move toward closing.

• Microsoft Office and CRM proficiency
• Strong networking skills with ability to influence to close the deal and/or drive new business opportunities.
• Strong work ethic and high level of self-motivation
• Excellent analytical, oral and written communication skills
• Ability to work independently while contributing to a team environment.
• Ability to develop lasting professional relationships with clients.
• Ability to travel within assigned territory and to other meetings as required.
• Ability to pass all pre-employment drug and background checks.
• Must have valid and insurable driver's license.

Working Conditions | Environment | Special Requirements

• Ability to work in a safe professional manner adhering to all regulatory requirements including OSHA, State and Federal regulations.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.
• Employees will be subject to random drug and alcohol testing upon reasonable suspicion or any other regulatory requirement.
• Must be able to work in a dog friendly environment

GENERAL COMMITMENT FOR ALL EMPLOYEES

• Commitment to Company values and complies with Company norms, policies, directives, and procedures.
• Follows all safety procedures and protocols.
• Honors and protects confidential and proprietary documents and information.
• Satisfies work schedule requirements.
• The is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities required to be performed by the employee. Performs all other duties as assigned.
• We are an equal opportunity employer of protected veterans and individuals with disabilities. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

CC-C024413 EOE DFWP

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