National Sales Executive

The company operates independently within The Jim Pattison Group, headquartered in Vancouver, and comprised of over 605 locations worldwide. The Jim Pattison Group is broadly based across the automotive, media, packaging, food sales and distribution, magazine distribution, entertainment, export, and financial industries. With sales of over $15 billion in 2022 and more than 49,500 employees, the Jim Pattison Group is the second-largest private company in Canada.

Chandler Signs, a division of Pattison Sign Group, headquartered in Fort Worth, TX, is a nationwide provider of turn-key sign design, manufacturing, installation, and maintenance of signs, awnings, and electronic message centers to the banking, hospitality, restaurant, medical, retail markets, and other diverse markets. As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!

OVERVIEW

This entrepreneurial business-development role provides a unique opportunity to sell a premium brand across North America and to drive and manage the business-to-business sales process. The National Sales Executive (NSE) will build an extensive client base through personal initiative, excellent interpersonal skills using a consultive approach.

New business development is the core focus of the NSE’s role, which entails creating the opportunity, strategy, and executing to penetrate the marketplace.

The role requires excellent communication, negotiation, and relationship-building skills. The position requires approximately 50% out of town travel (sales meetings, customer/prospect visits, and trade shows.

KEY RESPONSIBILITIES:

New Business Development (Includes Customer Onboarding Process)

• Identifies new markets and business opportunities (by increasing sales and profitability) that support Chandler/PSG’s vision, value proposition, and overall company objectives.
• Creates a business development strategy to establish a consistent pipeline of new sophisticated buyers, while leading enhancements in customer loyalty of existing portfolio.
• New business development will be managed by the forecast and budgeting process. This includes developing a focused selling plan that includes networking, broadening business awareness and contact, and anticipating and pursuing opportunities.
• Ability to lead contract reviews, closing sale, appropriate sign offs and hand off to support team once business is secured.
• Plans and prioritizes personal sales activities for new prospects or existing customers using a high level of discipline and organizational ability.
• Planning, preparing, and delivering customer/prospect sales presentations with ability to create a call for action which includes communicating next steps in the process.

QUALIFICATIONS REQUIRED:

Relationship Management:

• Creating relationships that drive sales.
• Conducting thoughtful client conversations that add value by providing solutions, relevant information based on industry/market trends and soliciting feedback.
• To achieve long-term customer loyalty with existing clients, the NSE need to dig deep and identify proven tactics for strengthening the health and depth of their business relationships.
• Strong relationships should be enhanced and moved to the next level by delivering something extra or providing added value to ensure loyalty over the long term.
• Builds strong relationships internally with all departments across the organization to fully understand Chandler and PSG’s product offerings and gain insight into the sales and production process.
• Grows existing business by listening attentively to clients’ needs and offering new products or new services to help expand their business.
• In addition, provides excellence in customer service to build trust with clients and colleagues.
• Provides excellence in customer service to build trust with clients and promote repeat business.
• Part of managing relationships includes educating and informing clients of the company process to manage expectations and timelines.
• Investigates any customer concerns, in collaboration with the assigned teams, through active listening/questioning and develops appropriate solutions through discussion with internal departments.

Strategic Leadership:

• Empowering customers/prospects to make better decisions.
• This means setting the strategy/vision for increasing customer loyalty by creating and effectively communicating a plan and leading the execution.
• To support this competency of strategic leadership, the NSE must understand the marketplace as it relates to their target industry by leveraging social media, trade shows and experts in the field.

Learning & Knowledge Management:

• Ability to keep well-informed of changes within the customer portfolio (resourcing, growth strategies, mergers, rebranding, etc.) that may indicate growth opportunities.

Negotiation:

• Ability to undertake continual adjustments with customer/prospect stakeholders by actively listening, influencing, and establishing trust while driving the sales process.
• This includes negotiating with decision-makers, connecting price with value, and understanding when negotiations with prospects should continue and just as critical, when to discontinue the discussions.

Problem Solving & Decision Making:

• Ability to analyze and define a problem, evaluate alternatives, propose a solution, and how and when to execute.

Communication:

• Ability to produce clear status reports (writing and verbal), communicate professionally, and ability to adapt communication depending on the audience receiving the message.
• This includes internal and external stakeholders.
• Ability to plan/deliver effective customer/prospect sales presentations.

Sales Business & Financial Acumen:

• Having insight and sales skills such as overcoming buyer hesitation, asking great questions, presenting solutions in the form of a dialogue and obtaining commitment.
• In addition, the NSE understands how all of the moving parts work together to make deals connect from a financial and business perspective.
• This includes understanding and selling opportunities in addition to PSG pillars, including Lease and Maintenance services.

EXPERIENCE REQUIRED:

• Minimum of 5 years of Sales/Marketing experience in the sign industry or related field preferred
• Experience managing projects on territorial and regional scopes
• Experienced working in a fast-paced and high-volume environment
• Self-directed and motivated to work independently and in teams with the same level of passion
• Excellent problem-solving skills
• Committed to excellent customer service
• Excellent written and verbal communication skills
• Willingness to explore by asking questions, seeking confirmation of your understanding, and gaining trust with customers by showing respect, confidence and being a valued knowledgeable resource for product, installation, code, and process information.
• Effective management of client relationships
• Experience working with cross-functional issues at project level.
• Proficient in Microsoft Office
• Home office environment suitable to conduct business.
• Proven record in providing an excellent customer experience.

KEY PERFORMANCE MEASUREMENTS:

The performance of the National Sales Executive will be measured by:

• Demonstrated ability in meeting sales goals and objectives
• Effective teamwork
• Excellent customer experience measured through customer surveys, interviews, and feedback