The RequirementsTo be a good fit for this opportunity you will have:
- A hunter mentality and a strong understanding of the tactics necessary to work solely through wholesale distribution channels to effectively represent our products and build market share.
- Proven sales success in the Cabinet Hardware, Kitchen & Bath, or Furniture industries, preferably in the Los Angeles area.
- A bachelor’s degree or the equivalent in technical education, or equivalent experience in the cabinet making industry and strong mechanical aptitude in order to understand the technical aspects of our products.
- Strong prospecting, negotiating, presenting, and closing skills.
- Excellent communication skills, both verbal and written.
- Great ability to build and maintain strong client relationships.
- Computer skills including familiarity with Microsoft Office applications (particularly Word and Excel), and the ability to use email. Though not required, experience with leading CRM software such as Microsoft Dynamics would be helpful.
- The physical ability to carry, display, and demonstrate products and equipment.
The RoleOpportunity Snapshot
We’re changing the market with new, best-in-class products, and we’re looking for an accomplished sales professional to take over the challenging Southern California territory at an exciting time in our company's history. You will have the flexibility and freedom to operate and develop your territory. You’ll have to be a savvy salesperson who enjoys competition and loves the hunt. This is an opportunity to write your own ticket and bring your earning potential to new levels.
Working Your Territory: Distributors Relationships
Your primary goal will be to work closely with 20+ distributor reps from our two primary distributors in the area to build strong relationships. You’ll spend most of your time (65-85%) traveling with distributor reps, visiting targeted cabinet shops in the area to help motivate Grass product sales, and visiting the branches and warehouses to establish relationships with the personnel there. Because a high percentage of what the reps are doing is working with cabinet shops we’re not already engaged with, you’ll work to create relationships that will have reps pulling our products when you’re not there.
The rest of your time will be spent calling on shops on your own. You’ll cold call shops that do not purchase our products, as well as visit shops that do use Grass products, to increase market share and ensure their Grass equipment (such as hinge machines to install our products) are working well. You'll also be responsible for any administrative details that go along with these tasks, such as calling the distributor reps to set up travel days and completing any necessary follow-up and reporting.
You’ll operate from your home office and you will be provided with a company car. Ideally, you will be located in Orange or Los Angeles Counties, but we are open to other locations if you have the talent and experience we need. Overnight travel may be necessary on occasion.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Why UsHigh impact
This competitive territory is ripe with opportunity. Our market share has a lot of room to grow, and there are many companies that could benefit from our products. This is a chance for you to take over and make a real difference across a big territory.
Strong network, great products
With multiple distribution outlets in this market, you will have ample choices for customers to choose Grass quality products. This will also allow you to consistently offer new sales programs with lots of initiatives with their sales team. Some of these distributors do not sell the products of our primary competitors, creating a lot of great opportunity. Combine all that with our line of best-in-class products (including new products made possible by a recent influx of resources to R&D) and you are well set up for success.
Tools for success
You will be empowered with everything you could possibly need to succeed: great products, sales tools, training, mentorship, support with technical issues and camaraderie with teammates. We will have your back every step of the way.
We take tremendous pride in our people. Each and every employee feels that they are part of a common brand. That’s how we take a large number of development, design, organization, production, management, advisory, and sales specialists and turn them into an efficient and successful team.
The “best of both worlds”
When you join Grass, you become part of an inspiring world of innovation and design, quality, and lifestyle comfort. We offer all of the benefits of a large modern company, an ambitious brand, and international flair. We have excellent R&D, new products, and great financial stability. In 2007 Grass America was purchased by the Würth Group.
In addition to a competitive salary, uncapped commission based on revenue, and a bonus opportunity based on margin, you’ll enjoy a comprehensive benefits package that includes medical/dental coverage; disability and life insurance; a 401(k) plan with company match; PTO & holidays; a company car; and more.
Pictured: our Nova Pro system offers maximum functionality, timeless design, and outstanding esthetic appeal. From the slide to the add-on rails to the electronic opening systems, it’s easy to see why Nova Pro reigns supreme.
Keys to SuccessAs an experienced sales professional, you know that this is the kind of job where you may get rejected one day, but need to be ready to come back smiling the next. If you are the ideal candidate for this challenging sales position, you’ll have confidence in your ability to capture a sizeable market share given the latest and most innovative technology in functional cabinet hardware. To really excel in this role, you’ll need to have the experience and understanding of the distribution model to motivate distributor reps to sell our products even when you’re not there.
You’ll also need to be technically adept, with an understanding of the marketplace, and knowledge of how functional hardware works. You will receive product training, but you'll need to know enough to already be aware of what people are looking for in cabinet hardware and how to sell it.
Most importantly, you can answer yes to these three questions: Am I a hunter? Can I meet forecast? and Can I build relationships? We are looking for someone who would fit well with a territory culture that includes many long-time family-owned businesses. If you have a high level of initiative and extraordinary resilience, and you’re excited to build our market share in these southern states, then we’d like to hear from you!
About Grass AmericaThis is Grass America.
Grass America is a quality driven manufacturer of functional hardware and accessories. Our movement systems are first class, and found in kitchens, baths, and offices around the world. Our U.S. manufacturing facility is located in North Carolina, and we have other manufacturing facilities across the globe. We have distribution centers throughout the U.S. and on every continent.
Our Grass team comes from all over the world with many employees who have 30+ years of experience. Grass is a reliable business partner for functional hardware. Our people are the proof of our success.
Pictured: In 2013 we are celebrated over 35 years of innovation and manufacturing excellence in the U.S.