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The Commercial Marketing Assistant’s (CMA) primary role is to focus on generating commercial inspections, leads, and information. They will accomplish this through a variety of tasks including cold calling, canvassing, and walking into commercial facilities and/or property management companies. As outlined in the SVG Commercial Sales Training Manual, most property managers and decision-makers are present during business hours (9 am – 5 pm). The CMA should ONLY focus on developing commercial leads, inspections, estimates, and spending their administrative office time building a database of confirmed decision-makers for Trinity Roofing and Restoration. The key to landing those large commercial jobs is building relationships and consistent follow-up. In order to build these effective long-term relationships, the CMA position must be one consistent person dedicated only to working the commercial market for Trinity Roofing and Restoration.
The Commercial Marketing Assistant position requires the following knowledge, experience, and skills:
1. Must be extremely presentable in person, with strong social/people skills.
2. Must be able to cold call and setup of meetings at commercial facilities and with property management personnel.
3. Past sales and/or sales experience highly desired.
4. Must be energetic, social, and have great people skills.
5. Must be a Fire Starter, with a great attitude, that can inspire and motivate others.
6. Potential to move up in the company.
7. Hours are Monday – Friday 8 am-5 pm.
The CMA position comes with the following responsibilities:
1. The CMA starts their day putting a “hot list’ of commercial prospects to hit that day, preparing appropriate literature to drop, and ensuring all previous day’s contacts and activities are loaded into the company’s CRM program and hotlist spreadsheet. They will also spend an hour or two in the morning cold calling on the phone and/or calling back past commercial prospects, leads, or clients, building relationships.
2. CMA works on company marketing literature, website, or various web pages. This ensures that the company has the right presence, wording, and/or appropriate web pages that accentuate the company’s increased ability to service the commercial market segment.
3. The Commercial Marketing Assistant will use the commercial sales items found in the SVG Commercial Sales Training system:
• SVG Commercial Contingency Agreement
• SVG Commercial Inspection Letter
• SVG Commercial Presentation Packet
• SVG Commercial PowerPoint Presentation
4. CMA would make sure these sales and marketing tools were readily available in the office and for him/herself and other sales reps.
5. CMA identifies key decision-makers of prospects and adds them to the company CRM program at the end of each day. In post-catastrophe areas, this would mean a daily, direct barrage of cold calls on all commercial facilities in the immediate storm or catastrophe area. Speed to market means everything immediately following a new storm. CMA must be clear that this is their main function in the company to generate leads and inspections on all commercial facilities in the immediate area and aftermath of a storm and catastrophe. This is the main function of the CMA position as this can lead to immediate revenue.
6. CMA’s secondary job would be to work with other reps in the field, at cold calling, canvassing, and walking into commercial facilities on designated commercial blitz days, no less than 3 half days per week. Commercial blitzes are best scheduled Monday, Wednesday, and Friday from 9 am-12 pm or 1 pm-4 pm. CMA is to create a dedicated, and consistent commercial blitz schedule and post it visibly on office walls so it is visible to all other sales reps. The commercial blitz schedule should be the same times/days each week and planned the day before with commercial targets in mind. Since salespeople are typically more motivated when selling in teams, or with others, the CMA plays an integral part in creating synergy, as well as cold call training within your organization. If there are multiple salespeople, that show up for the commercial blitz, then they can take turns cold calling each large account in teams of 2. Never have more than 2 people cold call or canvass a commercial account together.
7. Once the CMA has built up a substantial commercial database of emails addresses they will devote some office time to calling back commercial prospects, sending follow-up emails to commercial prospects. They will also administer an email drip campaign to all commercial prospects promoting the contractor’s various commercial services. An email drip campaign should go into effect within 90 days of hiring the CMA. The CMA should have developed and added no less than 1,000 emails/contacts built into a database within 90 days.
8. CMA reports directly to the owner. This position is critical to helping propel the company to some large commercial jobs and even some consistent commercial sales volume over time. 9. Once the CMA lands or reaches their first $1M+ in contracted commercial sales in a calendar year, they are eligible for promotion to higher weekly pay and earn the title of Commercial Marketing Manager (CMM). 10. Other duties as assigned.
Commercial Marketing Assistant Compensation Terms
The CMA position is compensated as follows:
• Weekly Pay: DOQ per week, plus gas and cell phone allowance.
• Sales Commission: Up to 5% net profit of a closed and collected commercial job.
The CMA position carries the following terms of employment:
1. For the first ninety (90) days of employment, you will be paid as an independent contractor.
2. After ninety (90) days, a review will be conducted to determine your full-time employment eligibility.
3. Please read and sign our Standard Independent Contractor Agreement and consider its rules and policies as a part of this Agreement.
The CMA position carries the following termination terms:
1. In a case where a tenet of our contract agreement was violated then you would be terminated and compensation and distributions would cease together upon the day of termination.
2. If you are let go for any reason or depart the company you would be paid up until your last day of work, but any and all bonuses, perks, etc. would be immediately terminated