Title: Roofing Sales Consultant
Reports to: Donny Francisco
Hours: Full Time
Primary Purpose
Green Construction Services specializes in commercial and residential insurance restoration. Our projects include custom remodeling jobs as well as roofing, fire, flood, storm restoration and mold remediation. The primary purpose of this position is to generate and sell insurance roofing leads within the restoration segment of the Central Florida restoration market
Position Overview
A roofing sales consultant in working alongside our sales manager is responsible to identify, research, strategize and implement a plan for generating roofing leads and closing roofing sales in the insurance restoration market. Have a working knowledge of what it looks like to instill confidence & peace of mind to all clients and partners and constantly, keeping this mission on the forefront of your mind.
Primary Duties and Responsibilities
Create and maintain qualified prospect account lists
Self generate roof leads produced by variable marketing methods
Perform sales calls resulting in scheduled meetings with target prospects
Obtain commitment from customers to establish our company as their preferred vendor for roofing/restoration services we provide
Inspect & document potential roof damage
Educate clients on the claims process
Meet with field adjusters from the insurance carrier
Handle all paperwork and submittals needed related to customer payments
Maintain consistent & frequent contact with clients in order to better understand and meet the customer’s needs and to ensure the sale
Complete weekly and monthly sales reports in a timely manner
Attend weekly sales meetings
Maintain phone and in-person contact with clientele base
Consistent, effective involvement in trade, community, charitable, and networking organizations and participation in networking activities and events
Additional Duties and Responsibilities
Maintain customer contact database
CRM updated and all documentation kept up to date
Continuous development of selling and technical skills
Working Relationships and Scope
Communicate with managers responsible for all company functions to support planning related to capacity and ability to effectively deliver timely quality services to customers
Work closely with Operations management and Project Managers to remain current on active job status and progress in order to keep customers updated on the status of their claim
Performance Competencies
Relationship Development–Effectively builds professional relationships and networks. Brings value to customers and prospects and maintains appropriate level of contact.
Integrity–Ironclad. Does not cut corners. Puts the company’s interests above self. Earns trust of co-workers and customers. Intellectually honest.
Oral Communication–The individual speaks clearly and persuasively in positive or negative situations. Effective in one-on-one, small, and large group situations. Adaptable and able to think on his / her feet.
Written Communication–Writes clear, precise, well organized letters, proposals, and emails. The individual edits work for spelling and grammar and is able to read and interpret written information. Uses appropriate vocabulary and grammar.
Planning and Organizing–Plans, organizes, and schedules his / her time in an efficient and productive manner. Focuses on key priorities.
Discipline and Follow-up-Demonstrates a disciplined approach to sales. Strong on follow-up and follow-through. Leverages time effectively to obtain the best return on their efforts. Accustomed to working from sales plans and reports.
Dependability–The individual is consistently at work and on time, follows instructions, responds to management direction, and solicits feedback to improve performance.
Aggressive–Constantly on the lookout for new contacts and sales opportunities. Studies and applies new sales techniques and technology.
Technology–The individual uses typical communication devices to effectively speed communication and appropriately utilizes company-approved customer contact management (CRM), standard word processing, spreadsheet, and PowerPoint software tools to enhance efficiency and accuracy of work performed.
Qualifications-Knowledge, Skills, and Abilities
Education and Experience
Associate degree in business, marketing or related field with bachelor’s degree preferred. Four (4) to six (6) years of experience with relationship selling to homeowners and business owners.
Selling Skills
Understands and effectively applies the concepts of relationship selling, differentiation, and adding value. Knows customer markets and the issues and challenges they face and can translate that information into useful selling strategies. Builds long-term relationships that drive increased revenue and demand for services.
Professionalism
Professional in appearance and demeanor. Treats people with respect. Takes the initiative to continually develop his / her professional skills. Sets high standards of performance for self. Low tolerance for mediocrity.
Mathematical Skills
Possesses strong math skills. Able to translate information regarding a prospect’s business into estimated revenue potential. Comfortable comparing actual performance to established plan for selling activity and revenue generation.
Computer Skills
Demonstrates proficiency in the use of computers and computer software including systems (e.g. Slack, Builder Trend) and MS Office, Word, and Excel.
Certificates, Licenses, and Registrations
None required for this position.
KPI’s
Sales reports and project documentation updated every week
20% of clients to leave a 5 star review
(3) Insurance approved claims/week or (12) approved/month
(Compensation for meeting all KPI’s is described below)
Compensation/Benefits:
This is a 100% commission-based position. A base draw will be provided to employee which will be trued up by commissions earned every quarter.
Base draw of $60,000. Company pay policy is bi-weekly so therefore pay will be approximately $2,300 every 2 weeks.
Commissions to be paid as follows:
3% of the total value of any roofing signed & collected contract that is signed and completed by the said salesperson, including all supplemental additions that may be added at a later date from the initial contract signing.
An additional 1.5% of the total value of any roofing signed & collected contract can be earned if all KPI’s are met every quarter.
All commissions are calculated upon project closing by accounting. Commissions are reviewed at the end of every quarter.
In example: (36) of said employee’s sold roofs are completed in a quarter. An average residential roof is $18,000 in the State of Florida so we will assume approximately $648,000 in closed sales. Based off the description above said employee has earned $19,440 in base commissions. Based off the “draws” provided to employee of approximately $13,800 in any given quarter approximately $5,640 will be owed to employee at the end of the quarter.
If ALL KPI’s are met in this same quarter as described above then another $9,720 will be owed at the end of this same quarter. This same format is followed every quarter. Closed sales are weighed against draw provided to employee.
All approved estimates and supplements for every project will be provided to said employee at the end of every quarter documenting total revenue sold for each sales position.
It is the responsibility of the salesperson to ensure they are meeting and/or exceeding all metrics. In the instance that draws outpace commissions this position will need to be reevaluated.
Each team member will be part of our company wide bonus program. Revenue and profit margin goals are set by management at the beginning of each quarter. If goals are met at the end of each quarter 2% of our net profit will be distributed amongst our team. (applies after the initial 90 day probationary period)
Fuel reimbursement @ $30/day when required to use for work. Proper forms filled out and submitted to manager for approval every month.
Cell phone allowance @ $60/month
PTO to follow company policy handbook as published
Health insurance available or compensated opt out program
Participation available in our simple IRA program
