Description
CONTRACTOR SALES PROFESSIONAL
Department: Sales
Reports To: Director of Sales / Store Manager
Classification: Full-Time | Non-Exempt or Exempt as designated
Location: Gold Beach Lumber / Cascade Home Center
Position Level: Contractor Sales 1 or Contractor Sales 2, based on experience and assigned responsibilities
POSITION SUMMARY
At Gold Beach Lumber and Cascade Home Center, Contractor Sales is about more than selling building materials. It is about becoming a trusted partner to the builders, contractors, tradespeople, and customers who are building the communities we proudly serve.
A load of lumber may become a family's first home. A package of materials may help a local contractor grow their business. A delivery arriving accurately and on time may be what keeps an important project moving.
The Contractor Sales Professional owns those relationships from the first conversation through the successful completion of the project.
This position combines relationship-based selling, building-material expertise, estimating, order management, jobsite coordination, and business development. Successful Contractor Sales Professionals understand their customers' businesses, anticipate their needs, solve problems, and create an experience that earns the next project—not just the current sale.
OUR CORE VALUES — HOW WE WORKIntegrity
Do the right thing and own the outcome.
We provide accurate information, make fair decisions, follow through on commitments, and take responsibility when something does not go as planned. We protect the trust our customers place in us.
Community
Take care of customers, coworkers, and the communities we serve.
Our customers are often our neighbors. We build long-term relationships and recognize that the work we support helps build homes, businesses, and communities.
Engagement
Take ownership, contribute, and make things better.
We do not wait for someone else to solve a problem. We communicate, follow through, identify opportunities, and work across departments to deliver results.
Experience
Create an experience people want to come back to.
Product knowledge matters, but so does how customers feel working with us. We make doing business with Gold Beach Lumber and Cascade Home Center easy, dependable, professional, and personal.
ESSENTIAL RESPONSIBILITIESCustomer Relationships & Business Development
Develop and maintain strong relationships with contractors, builders, remodelers, developers, tradespeople, and other professional customers.
Actively develop new business through prospecting, referrals, networking, jobsite visits, community involvement, and relationship building.
Learn each customer's business, projects, buying preferences, schedules, and expectations.
Maintain regular contact with existing customers and proactively identify upcoming projects and opportunities.
Serve as a trusted resource by helping customers identify products and solutions that support successful project outcomes.
Represent the Company professionally in the store, in the community, and at customer jobsites.
Build relationships designed to create long-term customer loyalty rather than one-time transactions.
Sales & Project Management
Manage contractor sales opportunities from initial inquiry through quoting, ordering, delivery, follow-up, and project completion.
Prepare accurate estimates, quotes, takeoffs, orders, and related sales documentation.
Review plans, specifications, material lists, and customer requirements as appropriate to the position.
Follow up consistently on outstanding quotes and open opportunities.
Coordinate special orders and project-specific material requirements.
Monitor orders and communicate changes, delays, substitutions, or other issues before they become customer problems.
Maintain organized records of customer activity, quotes, orders, and follow-up commitments.
Balance customer expectations with Company pricing, margin, credit, inventory, and operational standards.
Product & Industry Knowledge
Develop and maintain strong working knowledge of lumber, engineered wood products, siding, roofing, decking, windows, doors, hardware, and other building materials relevant to assigned customers.
Understand product applications and communicate product features and options accurately.
Stay informed about new products, vendor programs, market conditions, availability, and pricing trends.
Partner with purchasing and merchandising to identify product opportunities based on contractor and market needs.
Participate in vendor training and ongoing professional development.
Pricing, Margin & Business Ownership
Understand that profitable sales and strong customer relationships must work together.
Make responsible pricing decisions within established Company authority and guidelines.
Understand cost, margin, freight, delivery, and other factors affecting the profitability of an order.
Identify opportunities to expand customer relationships and increase share of wallet.
Partner with leadership when pricing, project scope, or customer commitments fall outside established authority.
Treat Company resources, inventory, time, and customer relationships with an owner's mindset.
Operational Partnership
Contractor Sales does not operate independently from the rest of the business. Successful projects require strong partnerships throughout the organization.
Coordinate closely with Yard, Delivery, Receiving, Purchasing, Retail Sales, Accounts Receivable, and Store Leadership.
Provide clear and accurate information so orders can be pulled, staged, delivered, invoiced, and collected correctly.
Communicate delivery requirements, jobsite conditions, timing expectations, and special instructions.
Work collaboratively to resolve shortages, damaged products, returns, delivery issues, and customer concerns.
Respect operational capacity and work with teammates to find solutions when customer needs and operational demands compete.
Support a "one team" environment where the customer's experience is everyone's responsibility.
Customer Experience & Problem Solving
Take ownership of customer concerns through resolution rather than simply passing the issue to another department.
Communicate quickly and directly when something changes.
Provide customers with realistic expectations and dependable follow-through.
Look for solutions that balance customer needs with Company standards and sound business judgment.
Escalate significant customer, financial, safety, or operational concerns appropriately.
Learn from mistakes and help identify process improvements that prevent recurring problems.
Safety
Safety is part of how we demonstrate Integrity and take care of our team and community.
Follow all Company safety policies, procedures, and applicable requirements.
Maintain awareness of hazards when working in stores, yards, warehouses, delivery areas, and jobsites.
Follow required PPE and jobsite safety practices.
Never compromise safety to complete a sale, delivery, or customer request faster.
Promptly report hazards, incidents, injuries, and unsafe conditions.
Support a culture where employees are expected and empowered to speak up about safety.
PERFORMANCE EXPECTATIONS
Success in Contractor Sales includes both what you accomplish and how you accomplish it.
Performance may be evaluated using measures including:
Sales growth and revenue performance
Gross margin and profitability
New contractor/customer development
Growth of existing accounts
Quote activity and quote conversion
Customer retention and relationship development
Accuracy of estimates and orders
Accounts receivable and credit partnership
Follow-up and communication
Product and market knowledge
Operational collaboration
Customer experience
Safety performance
Demonstration of Company Core Values
Individual goals and expectations may vary based on territory, market opportunity, experience, customer portfolio, and business needs.
QUALIFICATIONSPreferred Experience
Experience in contractor sales, outside sales, building materials, lumber, construction, or a related industry strongly preferred.
Working knowledge of residential and/or commercial construction practices preferred.
Experience reading plans, preparing estimates, performing takeoffs, or managing building-material packages is highly desirable.
Demonstrated ability to develop and maintain long-term customer relationships.
Strong sales, negotiation, communication, organization, and problem-solving skills.
Comfortable using technology and Company systems for estimating, quoting, order entry, communication, and customer management.
Valid driver's license and acceptable driving record when driving is required for the position.
What We're Really Looking For
We can teach products and systems. We are looking for people who naturally:
Build trust.
Keep their word.
Take ownership.
Ask good questions.
Follow through.
Solve problems.
Work well with operations.
Want their customers to succeed.
Understand that relationships are earned over time.
Care about the communities where they live and work.
PHYSICAL & WORK ENVIRONMENT
This position may work in retail, office, lumberyard, warehouse, outdoor, and customer jobsite environments. Depending on assigned responsibilities, the employee may regularly stand, walk, sit, use computers and phones, travel to customer locations, and encounter weather, dust, noise, construction activity, vehicles, forklifts, and building materials.
The employee must be able to safely perform the essential functions of the position, with or without reasonable accommodation.
OUR COMMITMENT
For generations, Gold Beach Lumber has been a trusted partner in the communities we serve.
We believe the strongest businesses are built through relationships. Our Contractor Sales Professionals have the opportunity to become more than someone's building-material supplier—they can become a trusted part of a customer's business.
This isn't just about closing another sale.
It's about helping a contractor build their business.
Helping a local family build their home.
Helping a neighbor turn a plan into something real.
Because the strongest communities are built by people who care.
Let's build something meaningful together.
This job description describes the general nature and level of work expected for this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Responsibilities may change based on business needs. Employment with the Company is at will unless otherwise provided by a written agreement signed by an authorized Company representative.
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