About the Job
Cherry Coatings is an innovator and pioneer in advanced techniques for a wide variety of commercial projects. Specializing in Architectural Coatings, Shop Coatings, and Floor Coatings, we are committed to delivering beyond expectations.
Purpose of the role:
Improve Cherry Coating's market position, drive sustainable financial growth, forge strong relationships with clients, improve project forecasting, and sustain and improve pricing margin.
New Business Development / Client Retention – 50%:
- Develop a strategic plan aligned with Cherry's customer targets.
- Plan approaches and pitches, project size, and timing fit.
- Meet potential clients by growing, maintaining, and leveraging your network.
- Set up meetings between client decision-makers and Cherry principals where appropriate.
- Participate in pricing/bid preparation of strategic projects; ensure focused follow-up & closure.
- Work with PM staff to ensure that prerequisites (like prequalification or getting on a bid list) are fulfilled in a timely manner.
- Attend Pre-Construction meetings; relay commitments to PM including FM where appropriate
- Attend large project scope reviews and help close the deal
- Partner with our core customers to maximize our ability to land the best projects for our strategic business offerings.
- Participate in client charity opportunities to develop the relationship.
- Improve overall margin on bid projects
- Work with PMs and other internal colleagues to meet customer needs.
- Make sure your clients are serviced, follow up
- Arrange and participate in internal and external client connects
Bid Management – 40%:
- Work hand in hand with Estimators, helping close deals at a maximum price
- Go to scope reviews to help close deals
- Estimate when needed to help the team
Team Morale/Culture – 10%:
- Communicate team wins
- Improve team cohesion between divisions
Core Skills:
Required:
- Prior sales experience within the construction industry (commercial paint/coatings, commercial flooring, waterproofing, landscaping, property management etc...)
Key:
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
- Leverage solid knowledge of our two core business segments, paint and floor coatings, and speak on both with confidence
- Align with the leadership and staff of the units you support. Ensure you are clear on WIP, PM workload, Backlog, & Manpower to assist in a realistic approach to new job planning.
- Track & submit weekly estimate log, report on progress ensure data is accurate.
- Ensure all team members represent Cherry Coatings in the best light; polished & professional image.
- Present business development training and mentoring to new PM’s & FM’s
- Research and develop a thorough understanding of the company’s people and capabilities.
- Attend Pre-Construction meetings; relay commitments to the operations team
- Ensure client satisfaction follows throughout the project
- Ensure project profitability by utilizing your relationship to gain more opportunities on current projects
- Maintain the Same Day Response and sense of urgency with respect to Text/Phone/Email communications both customer and internal
- Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
Other Skills and Qualifications:
- Networking
- Persuasion
- Prospecting
- Public Speaking
- Research
- Writing
- Closing Skills
- Motivation for Sales
- Prospecting Skills
- Sales Planning
- Identification of Customer Needs and Challenges
- Territory Management
- Market Knowledge
- Meeting Sales Goals
- Professionalism
- CRM
- Microsoft Office
