POSITION SUMMARY
The Trade Sales Manager oversees the Trade Sales team. This role reports directly to the Trade General Sales Manager and collaborates closely with other leadership. The Trade Sales Manager is accountable for total team performance, including individual performance of Sales Representatives, ensuring all metrics meet or exceed budgeted expectations. This role may work from either Columbia, SC or Charleston, SC, with regular field time in assigned markets. The manager will also run appointments when needed to support appropriate lead times and maintain customer coverage.

ESSENTIAL DUTIES & RESPONSIBILITIES

Team Leadership & Development

• Maintain proper staffing levels for sales and support roles in assigned markets.
• Spend the majority of time in the field coaching and developing Trade Sales Representatives.
• Train sales processes, selling techniques, and Pella-specific practices.
• Ensure all team members have the tools, resources, and support needed to succeed.
• Foster a positive team culture by motivating employees, reinforcing accountability, and addressing negativity proactively.

Performance Management

• Manage Trade Sales team performance using key Pella metrics including (but not limited to):
  • Sales volume
  • Average discount
  • Yield per opportunity
  • Average order size
  • Close rate
  • CSR “Very Satisfied” rating
  • Returns & allowances
  • Order and pricing accuracy
• Maintain personal sales performance metrics consistent with expectations for Sales Representatives.

Showroom & Lead Generation

• Train showroom staff on effective lead generation strategies.
• Manage showroom team performance, including:
  • Accurate capture of marketing data
  • Conversion of contacts to leads and leads to opportunities
  • Proper scheduling of appointments for optimal market coverage
  • Showroom presentation skills and overall showroom appearance and maintenance

ACE & Process Management

• Manage ACE workflow, ensuring:
  • Fair and appropriate distribution of opportunities to each rep
  • Timely and accurate follow-up and updates on each opportunity
  • Correct and timely resulting of opportunities in the Pella Direct Website

Customer & Operations Support

• Oversee Accounts Receivable within assigned markets.
• Resolve customer issues promptly and professionally.
• Track sales data and generate monthly and annual sales reports.
• Assist with annual budget and business plan development.
• Ensure compliance with all Pella Carolina policies and procedures.
• Collaborate with cross-functional departments and complete additional tasks as required by management.

QUALIFICATIONS

• Bachelor’s degree or equivalent experience
• Minimum 1 year of in-home sales management experience
• Minimum 5 years of consumer direct sales experience
• Experience with windows, doors, or related building products preferred
• Demonstrated leadership and goal-setting capabilities
• Experience in sales training, coaching, and development
• Strong computer proficiency (CRM, Microsoft Office, etc.)
• Excellent organizational, communication, and interpersonal skills

Pay / Benefits

• $85,000 - $115,000 depending on experience
• Quarterly Bonus Structure
• Sales Incentive Trips
• Car Allowance