Beacon Roofing Supply, Inc.

JOB TITLE: Sales Trainee DATE: December 18, 2006 DEPARTMENT: Sales
EXEMPT (X) NON-EXEMPT ( )
REPORTS DIRECTLY TO: Branch Manager
POSITION OBJECTIVE: Responsible for assisting in growth opportunities in our identified markets. Through local market research the individual will validate and assist in the implementation of sales strategies that leverage Beacon’s strengths and thus maximize our penetration in both existing and new product categories and markets.
JOB REQUIREMENTS:
Essential duties and responsibilities include the following. Other duties may be assigned.
 Other specific areas of impact include, building a prospect database, implementing a CRM, and enhancing the
corporate brand. Effective communication skills are required of this individual due to networking
requirements with internal sales personnel, Beacon Executives and outside marketing firms.
 Assist the branch in developing new business opportunities through cold calls and leads.
 Communicate to the customer the capabilities and resources of Beacon to help them in their business.
 Establish a line of contact and comfort level between the customer, our inside sales staff and other customer
support personnel.
 Maintain contact with the customer though sales calls as required.
 Develop sales opportunities through services and application solutions
 Develop a continuous business relationship with our customers and our vendors.
 Develop an understanding of the core company structure through
 Develop new and existing skills through educational programs with both company provided and vendor
supported training.
 Assist in regional and branch specific marketing programs/initiatives.
 Identify ways in which Beacon can differentiate itself in terms of value, competitive differentiation and
product offering in our regional markets.
 Create effective sales tools for use by inside and outside sales people in the branch
 Design support tools for our customers (including the contractor, builder and architects) that differentiate our
company.
 Contact potential customers and “zero account” customers to initiate the sales process.
 Maintains and conveys relevant competitive sales knowledge directly to the inside and outside sales teams as
well as the Branch Manager.
 Communication
 Effective communication skills are required of this individual due to networking requirements with internal
sales personnel, Beacon Executives and outside firms.
 To help develop all contractor brand communication strategies and elements including advertising and public
relations activities for their region.
 Attend all local and regional sales meetings as requested.
 Participates in all training exercises, including role-plays to enhance sale capabilities.
SKILLS, KNOWLEDGE AND ABILITIES:
Confidentiality – keeps all confidential matters concerning the affairs of Beacon Roofing Supply in full confidence.
Technical skills – adequate skill in Word, Excel, Outlook, PowerPoint, Mincron and Intranet/Internet.
Listening Communication– extracts and uses information from oral communications
Oral Communication – Effectively expresses himself in one-on-one communications and in group settings.
Written Communications – Ability to write reports, business correspondence, and procedure manuals in a clear and grammatically correct manner. Catches errors of others, particularly in written material.
Integrity – Maintains social, ethical, organizational and departmental norms.
Attention to Detail – accomplishes total tasks, showing concern for all areas, no matter how small.
Initiative – influences events, self-starts, originates action and goes beyond what is necessarily called for.
Practical Learning – assimilates and applies new information.
Tolerance for Stress – performs under pressure.
Customer Awareness – look for opportunities to improve customer service orientation through better understanding and empathy for the customer experience.
Company Representation – serve as an extension of the Branch Manager.
Can-do Attitude – Take personal responsibility for successful completion of each task.
Adaptability – maintains effectiveness with varying tasks, responsibilities and people
Impact – creates a good first impression, commands attention and respect, shows an air of confidence, particularly in a sales or customer service scenario.
Judgment – ability to define problems, collect data, establish facts, and draw valid conclusions.
Action Oriented – develops alternative courses of action and makes recommendations based on logical assumptions and factual information.
Reasoning – able to apply common sense understanding to carry out instructions containing multiple variables that are furnished in written, oral, or diagram form.
Knowledge – Knowledgeable of the branch and divisional organizational structure. Policy Knowledge – is knowledgeable of departmental and organizational policies/procedures. Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Be able to apply concepts such as fractions, percentages, ratios, and proportions to practical solutions.
Efficiency – Able to multi-task and handle requests from multiple sources in an accurate manner. Has ability to self organize time and work duties through the use of effective time management strategies
Physical Demands -The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 20 pounds and occasionally lift and/or move up to 75 pounds.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Contacts – All branch employees, including management, on a regular basis. Outside Sales employees and regional sales coordinators. Director and Officer level employees while attending training.
THE INTENT OF THIS JOB DESCRIPTION IS TO PROVIDE A REPRESENTATIVE SUMMARY OF THE MAJOR DUTIES AND RESPONSIBILITIES PERFORMED BY EMPLOYEES IN THIS JOB. EMPLOYEES MAY BE REQUESTED TO PERFORM JOB-RELATED TASKS OTHER THAN THESE SPECIFICALLY PRESENTED IN THIS DESCRIPTION, AND WILL BE REQUIRED TO PERFORM ANY TASKS REQUESTED BY THE SUPERVISOR AND/OR BY THE MANAGEMENT.

Beacon Roofing Supply, Inc.
JOB TITLE: Inside Sales DATE: February 17, 2005 DEPARTMENT: Branch Manager
EXEMPT ( ) NON-EXEMPT (X)
REPORTS DIRECTLY TO: Inside Sales
POSITION OBJECTIVE: Drive sales through the effective use of up-selling, competitive pricing and superior customer service that meets each customer’s unique set of delivery and installation requirements. Assist the Branch Manager in maintaining inventory levels via the purchasing and tracking of materials for resale.
JOB REQUIREMENTS:
Essential duties and responsibilities include the following. Other duties may be assigned.
 Handles incoming customer complaints in a prompt and courteous manner; owns the problem until resolved,
including the direction of delivery and warehouse personnel.
 Provide excellent customer service using professional communication skills.
 Set and authorize delivery dates based on knowledge of the Company’s production, delivery schedules and
staffing levels.
 Maintain customer relations through phone goodwill to existing customers.
 Open and close the branch in the Branch Manager’s and Assistant Branch Manager’s absence.
 Negotiates price levels to maintain competitive position in the marketplace.
 Uses expert application, installation and product knowledge to up-sell the customer appropriately.
 Possesses ability to overcome objections or concerns of potential customers by utilizing technical expertise.
 Maintains and conveys all relevant competitive sales knowledge directly to the Branch Manager for
dissemination to the Outside Sales Representatives.
 Contacts potential customers and “zero account” customers to initiate the sales process.
 Responsible for the balancing and processing of end of day sales reconciliation.
 Tracks and reports on stock levels using the Mincron computer system.
 Coordinates purchases of materials for re-sale through the Branch Manager to ensure duplicate orders are
avoided.
 Responsible for the balancing and processing of end of day sales reconciliation.
 Ensures accurate computer transactions.
 Prepare and audit sales and margin reports for daily transactions.
 Make recommendations and work closely with Branch Manager to correct unacceptable margin levels.
 Attend all local and regional sales meetings as requested.
 Participates in all training exercises, including role-plays to enhance sale capabilities.
SKILLS, KNOWLEDGE AND ABILITIES:
Confidentiality – keeps all confidential matters concerning the affairs of Beacon Roofing Supply in full confidence.
Technical skills – adequate skill in Word, Excel, Outlook, Mincron and Intranet/Internet.
Listening Communication – extracts and uses information from oral communications.
Oral Communication – Effectively expresses himself in one-on-one communications and in group settings.
Written Communications – Ability to write reports, business correspondence, and procedure manuals in a clear and grammatically correct manner. Catches errors of others, particularly in written material.
Integrity – Maintains social, ethical, organizational and departmental norms.
JOB DESCRIPTION
Attention to Detail – accomplishes total tasks, showing concern for all areas, no matter how small.
Initiative – influences events, self-starts, originates action and goes beyond what is necessarily called for.
Practical Learning – assimilates and applies new information.
Tolerance for Stress – performs under pressure.
Customer Awareness – look for opportunities to improve customer service orientation through better understanding and empathy for the customer experience.
Company Representation – serve as an extension of the Branch Manager when handling customer complaints.
Can-do Attitude – Take personal responsibility for successful completion of each task.
Adaptability – maintains effectiveness with varying tasks, responsibilities and people.
Impact – creates a good first impression, commands attention and respect, shows an air of confidence, particularly in a sales or customer service scenario.
Judgment – ability to define problems, collect data, establish facts, and draw valid conclusions.
Action Oriented -develops alternative courses of action and makes recommendations based on logical assumptions and factual information.
Reasoning – able to apply common sense understanding to carry out instructions containing multiple variables that are furnished in written, oral, or diagram form.
Beacon Roofing Supply Organizational Knowledge – is knowledgeable of the branch and divisional organizational structure.
Policy Knowledge – is knowledgeable of departmental and organizational policies/procedures.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.
Be able to apply concepts such as fractions, percentages, ratios, and proportions to practical solutions. Able to multi-task and handle requests from multiple sources in an accurate manner
Has ability to self organize time and work duties.
Physical Demands -The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
CONTACTS – All branch employees, including management, on a regular basis. Outside Sales employees and regional sales coordinators. Director and Officer level employees while attending training.
THE INTENT OF THIS JOB DESCRIPTION IS TO PROVIDE A REPRESENTATIVE SUMMARY OF THE MAJOR DUTIES AND RESPONSIBILITIES PERFORMED BY EMPLOYEES IN THIS JOB. EMPLOYEES MAY BE REQUESTED TO PERFORM JOB-RELATED TASKS OTHER THAN THESE SPECIFICALLY PRESENTED IN THIS DESCRIPTION, AND WILL BE REQUIRED TO PERFORM ANY TASKS REQUESTED BY THE SUPERVISOR AND/OR BY THE MANAGEMENT.

Beacon Roofing Supply, Inc.
JOB DESCRIPTION
JOB TITLE: Sales Representative DATE: March 29, 2005 DEPARTMENT: Branch Operations
EXEMPT ( ) NON-EXEMPT (X)
REPORTS DIRECTLY TO: Sales Manager/Branch Manager
POSITION OBJECTIVE: Sell exterior building products but not limited to roofing, window, decking, door and siding products to building contractors who service the residential and commercial industry.
JOB REQUIREMENTS:
Essential duties and responsibilities include the following. Other duties may be assigned.
 Understand the unique features and benefits of our product line.
 Understand the scope of our services and the uniqueness of the methods and systems we employ.
 Understand the practical and financial aspects of how our operations function.
 Understand the strengths and weaknesses of each competitor in the market.
 Utilize the skills necessary to manage time and a territory effectively.
 Use the Prospect Data File System, Cognos, and Mincron reports available to help manage a sales territory.
 Use the necessary phone and field selling skills to sell our products and services to our customers.
 Maintain strong customer relationships by maintaining sales contacts as required by the position.
 Is ultimately responsible for the overall performance and development of assigned and newly developed
accounts.
 Develop new business opportunities through cold calls and lead generation.
 Develop and execute a comprehensive monthly sales plan for their territory to service and expand our business
with our existing as well as our new customers.
 The sales person will coordinate closely with our inside sales support team and our vendors to plan and
execute the promotion of products and services to our customers.
 The development and execution of a detailed annual sales plan will be a critical requirement for this position.
 Organize sales activities so that face to face selling time to the customer is maximized.
 Utilize selling and professional traits needed to make a positive impact on all prospects and customers.
 Display enthusiasm and treat all prospects and customers with respect.
 Display professionalism in appearance and mannerisms at all times.
 Samples, sales aids and personal grooming are neat, clean and fresh looking.
 Automobile is kept neat, clean and in good repair.
 Constantly work on self-improvement and learning.
 Analyze personal performance and learn from mistakes.
 React positively to evaluations, appraisals, and feedback and work to improve development objectives. Do
everything possible to prepare for other Beacon Roofing Supply opportunities that may arise.
 Observe and benchmark off of other outstanding Sales Representatives in all aspects of the sales process to
utilize skills necessary in your sales territory.
 Compatible with Beacon Culture
 Maintain social, ethical and organizational norms of Beacon. Conduct business activity, at all times, in a
manner consistent with the company’s corporate culture.
 Consistently make the kind of effort necessary to accomplish sales goals. Be prompt and display competitive
urgency at all times.
SKILLS, KNOWLEDGE AND ABILITIES:
Listening – Extract information from conversations through proper listening.
Oral Communication – Effective expression in individual or group situations (includes gestures and non-verbal communication).
Sensitivity – Act with consideration of the feelings and needs of others.
Tenacity – Stay with a sales plan until the objective is achieved or is no longer reasonably obtainable.
Persuasiveness – Gain agreement and acceptance of ideas, plans activities and recommendations.
Impact – Create a good first impression, command attention and respect, and show an air of confidence.
Enthusiasm – Display genuine interest, excitement and eagerness toward job, company and prospects.
Behavioral Flexibility – Modify behavior to reach a goal. Demonstrates versatility.
Adaptability – Effective in various environments and situations and with various personality styles.
Resilience – Handle disappointment and rejection while staying effective.
Initiative – Is a self-starter. Take action to achieve goals beyond what is necessary called for.
Empathy – Take a sincere interest in what the customer or prospect really needs to improve his business.
Self-Reliance – Cope well in competitive sales situations with little supervision.
Character – Operate within the character of our company (philosophy, integrity, policies and procedures).
Enthusiastic – Motivated by selling (interested, enthusiastic and committed to the sales function).
Professional – Competent and consistent Sales Representative; good at the job and knows why.
Compatible with Beacon Culture
Integrity – Maintain social, ethical and organizational norms of Beacon.
Work Ethic – Consistently make the kind of effort necessary to accomplish sales goals.
Maintains a Good Driving Safety Record
Driver’s License – Maintain a valid driver’s license.
Training – Develop new and existing skills through educational programs with both company provided and vendor supported training.
THE INTENT OF THIS JOB DESCRIPTION IS TO PROVIDE A REPRESENTATIVE SUMMARY OF THE MAJOR DUTIES AND RESPONSIBILITIES PERFORMED BY EMPLOYEES IN THIS JOB. EMPLOYEES MAY BE REQUESTED TO PERFORM JOB-RELATED TASKS OTHER THAN THESE SPECIFICALLY PRESENTED IN THIS DESCRIPTION, AND WILL BE REQUIRED TO PERFORM ANY TASKS REQUESTED BY THE SUPERVISOR AND/OR BY THE MANAGEMENT.

Please send resumes to Amy Cadriel at ACadriel@beaconroofingsupply.com.

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