Contractor Sales Project Manager
Summary
A sales project manager at a lumber/building-materials dealer who manages bids and large projects for builders, remodelers, and architects, grows the top customer accounts, and mentors the contractor sales team. Day-to-day work is sales pipeline and dashboard management, weekly reporting, prospecting, and team training rather than an engineering role.
Project Managers build long-standing relationships with builders, remodelers, architects and homeowners, seeking to understand their needs and achieve customer satisfaction.
PMs are delivered yearly department goals by the GM and work as a team to establish tasks for themselves, the Product Specialists, and Counter Staff to meet and exceed their target.
After qualification by Counter staff and/or Product Specialist, PMs are the final line of communication for large projects and advanced product information. They are trusted advisors to all customer types but have a strong affinity to become an extension of our CORE customers’ businesses and build on the strength of HLC’s relationship.
GOALS
Retain Top 100 and increase wallet share year-over-year
Engage targeted prospects that fit Hingham Lumber Company's "Better Builder" profile
Mentor, train, and provide direction to the Contractor Sales counter staff and product specialists.
SALES/PROJECT MANAGEMENT - 70%
- Qualify bid customers by standards GM has developed and taught to ensure we are a good fit for their needs, allowing the team to focus on bids that we are best fit to serve.
- Manage progress of all opportunities by reviewing the bid report (created by BDM every Friday) and deliver weekly updates to back BDM/GM.
- Practice dashboard management ensuring all orders, credits, quotes, returns are moving forward.
- Designated PM will assist GM with purchasing of LBM material in his absence
MAINTAIN AND BUILD 44 CUSTOMER BASE - 15%
- Report timely and insightful 44’s to the BDM as directed.
- Monitor 44 customers spending habits, trends to develop team approach to targeting accounts (Customer strat under development)
- Prospect for new business. Review the builders report monthly deliver by the BDM. Discuss as a team (PM’s) any potential new accounts and how to target
PROVIDE LEADERSHIP TO ENTIRE CONTRACTOR SALES TEAM - 15%
- Develop department training with careful attention to new Product Specialists while keeping counter sales in the loop of weekly updates/changes
- Mentor Contractor Sales team, seeking opportunities to help them find ways to back up our efforts to target and maintain our BBY customer.
- Back up the counter staff and product experts when they are short-handed or need guidance.
- Create merchandising to target BBY and share with counter sales to implement.
What they ask for
Required
- Qualify bid customers per GM-developed standards to ensure fit
- Review weekly bid report and deliver updates to BDM/GM
- Practice dashboard management over orders, credits, quotes, and returns
- Assist GM with purchasing of LBM material in his absence
- Report timely 44s to the BDM and monitor 44 customers' spending habits and trends
- Prospect new business using the monthly builders report and team targeting
- Develop department training with attention to new Product Specialists
- Mentor and back up the Contractor Sales counter staff and product specialists
- Create merchandising to target BBY customers