Outside Sales Associate - Consolidated Glass Corporation

POSITION DESCRIPTION

Job Title

Outside Sales Associate

FLSA: EXEMPT

Department: Outside Sales

EEO1 Class: NA

Location: Eastern Pennsylvania, New Jersey, New York, Maryland, Others TBD

Job Code: NA

Supervisor’s Title: VP of Sales / President & CEO

KEY QUANTIFIABLE INDICATORS

Number of Direct Reports: 0Budget Responsibility ($): $2,000,000

Multi-site responsibility: No Sales Volume: 250,000 SF +

Travel Requirement: 50-60%

LEADERSHIP EXPECTATIONS

The Leadership Expectations of this position are to effectively communicate our Mission and our Vision, Deliver Results, Develop People, Foster Teamwork, Lead Change, Demonstrate Integrity in all interactions.

JOB SUMMARY

The position is responsible for the following:

1. Territory development through increased inclusion of Consolidated Glass Corp. (CGC) glass products in projects through targeted territory sales development, and promotion of CGC products to key architectural firms. Financial objectives include promoting sales of CGC glass products – specifically high value-added custom laminated products and tempered glass products in the shower door, office partition, and glass railing markets.
2. Collaborating with the VP of Sales and President & CEO to develop and expand CGC’s product portfolio, into existing as well as new and emerging markets.
3. Service and support of Customer Accounts, through the Inside Sales and Logistics team, and is responsible for the strategy and administration of the regional accounts.
4. Representing and growing the business for CGC’s multiple divisions, included tempered monolithic and laminated glass. The Outside Sales Associate for Glass Products reports to the VP of Sales and the President & CEO, while also working closely with other CGC Sales Representatives to strengthen CGC relationships with its customers, as well as the architectural community.

PRINCIPLE RESPONSIBILITIES

1. Representing Consolidated Glass Corporation (CGC) with integrity in all customer interactions, and the development of strong, long-term relationships in which customers and contractors benefit and grow by utilizing CGC wide range of product offerings.
2. Being fully trained in all CGC products, technologies, and services to support customers. 40-60% of the Outside Sales Associates time to be focused on the face to face promotion and marketing of glass products, with the balance of time focused on generating quality leads.
3. Develop specific, actionable account plans for each Keymark customer (Minimum - 25).
4. Work closely with CGC’s VP of Sales, General Manager and President& CEO to

   establish and recommend adjustments to selling prices by monitoring costs, competition, and supply and demand. 

   Have regional understanding of current glass markets to help influence pricing and policy decisions.
5. Work closely with the Inside Sales and Logistics team to meet or exceed customers’ annual budget for glass revenues, value-added products (inclusive of all CGC glass products), profitability and services.
6. Continue to introduce CGC to potential customers or former customers with the objective of developing / enhancing a long-term relationship.
7. Actively solicit opportunities utilizing glass products which include CGC technologies and services to customers and architects as required.
8. Complete daily Customer Call Reports, weekly planning tools and direct account plans. In addition, updating Customer Access with specific data in relation to Accounts, Contacts, Projects, and Opportunities.
9. Provide customer information, marketing, and competitive intelligence as acquired.
10. Identify customers with a high potential for “partnering” in growth, marketing of CGC technologies, and strategic alliances.
11. Work with contracting partners to build their business utilizing CGC products, including calls on second tier customers.

1. Equipped with a basic understanding of the various standards that relate to the glass industry. These include, but are not limited to, ASTM 1048-18, ASTM 1036-21, ASTM 1172-19, ASTM 1503-18, Z97.1-2015, and 16CFR1201 Cat II.

SKILLS/QUALIFICATIONS/EXPERIENCE

(Comment on the required years of experience, educational requirements, certifications or computer applications necessary to do this position)

1. Bachelor’s Degree preferred or minimum of 5 years of sales management experience.

1. Strong preference for commercial glass / fenestration experience.

1. Excellent communication and negotiation skills.

1. Ability to work with limited supervision.

1. Ability to prepare and present to all levels of an organization (internal and external).

1. Creative, detail oriented with previous territory planning and gap analysis experience preferred.

1. Must be proficient in Microsoft Word, Excel, PowerPoint.

Prepared by: Shane Merryman (President & CEO)Date: 1.20.2025