General Wholesale Distributors Work Values

Daily Duties at General Wholesale Distributors:

Assigned a territory with a budget containing 35 - 40 accounts and usually with 10 - 20% sales volume increases annually. Required forecasting techniques that included market analysis, SWOT analysis, and customer growth plans to forecast the next year’s budget. Quarterly budget reviews provided to manager and peers. Total budget sales in excess of 3 million. Meeting budget required constant recruitment and evaluation of new dealers as new customers requiring multiple meetings to negotiate competitive price levels at the highest margins to distributor as possible and yet allow the dealer to be competitive in their market place. New dealer conversions required relationship building, product features and benefit training, and familiarity with corporate operating and distribution procedures. Also required convincing new dealers (primarily) that consumer demand for high end high-efficiency and durable consumer products provided untapped growth opportunities for heating and air conditioning dealers. Train less knowledgeable dealers with proper equipment sizing procedure. Train dealers to utilize low-pressure selling techniques by matching the “best solution” to consumer heating and air conditioning problems. Part of selling technique was to offer good, better, and best choices and sell the “best” option by utilizing sales collateral illustrating features and benefits of the systems offered. Expanded relationships with existing dealers to encourage selling-up to higher efficiency systems (as opposed to standard efficiency systems at lower gross margins). Performed role as accountability partner with the development and implementation of new procedures and services. Coached dealer sales consultants utilizing role-playing techniques. Provided coaching in consumer pricing methodologies for products and services provided by dealers. Provided P&L coaching to minimize overhead items and increase gross profit. Recommended specific advertising, marketing, and promotional campaigns based on the market sector served, available resources, and annual revenue volumes for each customer. Provided staffing recommendations based on gross revenue and growth objectives of each dealer. Assisted in the development of 3-5 year business plans for customers. Managed consumer complaints and quality concerns. Assisted in recruitment and hiring of new employees for dealers. Conveyed features and benefits to dealer and dealer staff of new product introductions. Coached new territory managers with "ride-alongs" and provided load calculation training. Provided industry presentations to professional and civic organizations.

What they like about General Wholesale Distributors:

A hiring company that offers alternative approaches to pay, performance bonuses, and/or equity in the firm is very attractive to you. You're generally less interested in working for an organization offering only traditional, salary-based compensation, one with limited opportunity to acquire equity in the firm, or one that does not actively promote skill development. In addition, you are more likely to choose a company that offers a variety of internal career options, with defined career paths. You view the learning of new skills and development of your expertise as key to your career advancement. These aspects of an organization may become even more important to you as you progress in your field, and are especially critical if you change career or occupation.

Tags

Sales, Management, Microsoft Office, Database, Public Speaking, Website, Email Marketing, Quickbooks, Air Flow Testing, Customer Retention, Employee Retention, Blogger, Business Development, Marketing, Advertising, SEO Management, Cost Accounting, Cost / Benefit Analysis, Expense Control Financial Analysis, Financial Statements, Customer Service, Branding

Skills

P&L responsibilities, Technology Solutions, Sales Support, Software Implementation, Requirements Analysis & Specification, Leadership , Expert - Microsoft Office Products including Access and Publisher, Public Speaking, Website / SEO Management, Email Marketing, CFM Air Flow Measurement, Residential and Commercial Load Calculations, Social Networking (Facebook, Twitter, Linked-In), Blogging

These are some of the questions we asked our climbers about their experiences with General Wholesale Distributors: