Senior Sales Development Specialist

Job Description:

At GAF Commercial we cover more than buildings. We cover each other. No matter what role, tenure, or department, under this roof you are helping to build the market leader in commercial roofing. Under this roof, we are assembling a winning team that puts the customer at the center of every decision and doesn't back down from hard work. Under this roof, we support one another in delivering operational excellence daily, while working to make a positive impact for our planet and our communities. Becoming the market leader only happens when everyone feels they have the opportunity, and the support, to thrive. We are GAF. And under this roof, we protect what matters most.

Team Overview

The Senior Sales Development Specialist position is a lead team member of our Commercial Sales Development team. This position is based in Parsippany, NJ and will work a hybrid 3:2 in office schedule.

Summary

The Sr. Sales Development Specialist will work cooperatively with outside sales team members and other members of the Commercial Inside Sales team in order to strengthen our presence in the industry and within identified target accounts. This position will work within multiple customer segments and industry associations to facilitate and develop GAF opportunities and support strategic growth initiatives. Additionally, this role works to develop others within the department in order to meet or exceed the monthly sales plan, increase overall profitability, and increase customer satisfaction. Mentorship roles and responsibilities include but are not limited to: assisting in the development and execution of Challenger Sales Skills, probing questioning, account research, script building and effective prospecting techniques.

Essential Duties

• Increase sales through open opportunity nurturing and development, lead qualification, and new business development (i.e. account research and prospecting, cold calling, etc.)

• Thoroughly vet accounts, contacts, and opportunities through various research tools including but not limited to SalesForce, McGraw Hill, ZoomInfo, Linked In, CoStar etc.

• Generate new and repeat sales by driving specification opportunities and by providing appropriate product and limited technical information in a timely manner.

• Identify trends in customer needs, requirements, and expectations in order to develop Challenger Sales insights and recommend specific products and solutions.

• Recommend alternative product solutions based on customer options.

• Proactively "sell" items needed by customers to increase profitability and customer satisfaction; resulting in strengthened customer loyalty.

• Assist Manager with onboarding new hires (e.g. training, role play, virtual ride-along, etc.)

• Assist Manager in departmental reporting and in SalesForce utilization and development

• Effectively promote product selling stories to develop specification opportunities and build customer loyalty.

• Utilize SalesForce to keep detailed notes and information on existing and potential customers - for corporate transparency and use by all who touch customers.

• Educate customers about terminology, features, and benefits of products in order to improve product-related sales and customer satisfaction when necessary.

• Communicate with customers to ensure ongoing customer satisfaction and resolve any issues or complaints.

• Utilize SalesForce to capture and qualify accounts, contacts, leads, and opportunities.

• Fill requests for catalogs, product literature, information, and samples as required.

• Identify trends in customer satisfaction or dissatisfaction.

Under This Roof, We Require

• Degree required or 4-8 years related experience

• 4+ years experience selling/developing leads in the national or strategic account space with proof of consistent quota achieved or exceeded.

• Demonstrated ability to convert high profile Strategic Accounts

Under This Roof, We Also Value

• Advanced computer skills including MS Word, PowerPoint, Excel, Outlook, SalesForce, and applicable corporate programs.

• Exceptional knowledge of industry trends, consumer preferences, product developments, and GAF solutions.

• Maintain and increase industry knowledge by reading trade publications and by attending meetings, vendor training, and trade shows as deemed appropriate.

• Advanced knowledge of order life cycle and commercial sales cycle.

• Ongoing Challenger Sales skills development, including coaching skillset

• Exceptional verbal and written communication skills

• Work effectively with all members of the sales organization

• Excellent time management skills, disciplined, great follow up skills

• Ability to multitask and prioritize, strong attention to detail

• Excellent telephone sales personality

• Prominent organization and presentation skills. Understanding of organizational and departmental responsibilities and ability to navigate cross-functionally effectively

• Highly energetic and self-motivated

• Good decision making, problem resolution, and creative thinking skills

• Should be assertive, organized, and systematic

• Industry association engagement/membership participation

• Occasional travel as needed.

How We Protect What Matters Most

• We offer a wide range of health insurance options that include medical, dental, and vision for you and your family.

• Our Family-Building benefits support the many different journeys to fertility and parenthood.

• Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions.

• Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee's primary residence.

• Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program.

• We put diversity and inclusion into action with our Employee Resource Groups, which unite employees based on common perspectives, identities, demographic factors, or out of a desire to be an ally.

GAF complies with federal, state, and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR Services at 833-HR-XPERT.

We believe our employees are our greatest resource. We offer competitive salary, benefits, 401k, and vacation packages for all full time permanent positions. We are proud to be an equal opportunity workplace and GAF, Standard Logistics, SGI, and Siplast are proud to be affirmative action employers. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).