Commercial Account Representative

Position Description – Commercial Account Representative (CAR) Company Home Surplus is a retail warehouse superstore for cabinets, doors, and more, featuring in-stock products, expert design, and reliable service at value prices.
Home Surplus aspires to be the first choice of contractors and consumers in cabinets, countertops, doors, and windows.
After operating as a single location for over 40 years, Home Surplus has expanded to 5 stores in NJ and MD in recent years as it grows into a national footprint.
In April 2023, the company launched its Commercial Sales channel, and it has grown by 10% each month.
Position The Commercial Account Representative (CAR) is a customer-facing team member who will deliver outstanding customer experiences in the commercial channel.
The position reports to the Head of Commercial Sales.
Over time, teams of CARs will report to Commercial Account Managers (CAM).
This hire will have the potential to grow into a CAM.
Primary Responsibility Manage day to day interactions with commercial customers, under the direction and leadership of the Head of Commercial Sales, who owns the relationships with those customers.
The CAR will manage a $1M book of business to start: This work includes: Providing accurate measurements, layouts, and quotes.
Assisting with product selection to meet customer requirements regarding budget, quality, timing, and aesthetics.
Communicate clearly and proactively to close sales, provide realistic fulfillment timelines, and manage customer expectations.
Process orders and coordinate production, fulfillment, and delivery with operations leaders at the corporate and store level.
Solve and remediate issues with a level head.
As the Commercial Sales channel continues to grow, the expectation is that by the start of 2025, the CAR will begin to assume more responsibility for the strategic relationship management of some commercial customers.
Additional Responsibilities Build relationships with customers and learn their preferences related to design, product style and color, etc to facilitate the sales process and make Home Surplus the first choice of the commercial customer.
Ensure that accounting is accurate and current, and that bills are sent and paid.
This process will be automated but will still require oversight.
Meet or exceed customer expectations via an encouraging, well-informed, consultative approach to drive repeat and referral business.
Master the Home Surplus product screen, while also learning how our products and service capabilities compare to major competitors.
Use company systems to communicate with precision and drive process efficiency.
Gather competitive intelligence and customer feedback, and communicate that information to the Head of Commercial Sales to foster a culture of continuous improvement.
Work collaboratively with team members across functions to deliver outstanding customer service and make Home Surplus a great place to work.
Requirements Outstanding listener with the courage and humility to ask clarifying questions.
Warm.
Enjoys interacting with all types of people.
Professional presentation.
Strong verbal communication and above average written communication skills.
Parallel processor who can manage and reprioritize multiple projects to meet the demands of the commercial customer.
Balances a sense of urgency with a consistent demeanor.
Reliable and punctual.
Inspires confidence and trust.
Highly organized, with outstanding follow through.
Devotion to high quality, accuracy, and timeliness.
Solutions-oriented.
MUST HAVE familiarity with kitchen cabinets and the basics of residential construction.
MUST HAVE reliable transportation to travel to properties to measure.
MUST HAVE experience with 2020 or similar space planning, design, and visualization software.
Enjoys working with technology.
You will use Salesforce, 2020, Netsuite, and MS 365 Suite.
Enthusiastic team player.
Owns mistakes, asks for help, and addresses problems before they escalate.
Unquestioned integrity.
Speaks and understands English clearly.
Fluency in other languages a plus.
High school diploma or equivalent (GED).
Physical/Environmental Requirements: Work is performed at the headquarters campus of Home Surplus in Keyport, NJ, which features office, showroom, and warehouse environments.
Physical requirements include: Extended periods of time working at a desktop computer.
Extended periods of time sitting and standing.
Speaking in person, on the phone, and by video.
Travel to properties to measure, etc.
Compensation Competitive base salary.
Discretionary annual bonus potential = 10%.
Benefits: Health, Vision, Dental, EAP, Disability, Life.
PTO.
401k.
Advancement opportunities related to the continued rapid growth of the company.