Sales & Lead Development Specialist

About PF&TCO:

Preferred Floor & Tile CO. (PF&TCO) where we make flooring, stress-free and fun. We deliver world class service, exceptional support, and floors that make all residents feel right at home. Headquartered in Charlotte, North Carolina with nine regional offices across seven states. We are looking to continue to expand into more markets. Preferred Floor and Tile offers turn key flooring solutions, specializing in National and Regional Home Builders, Single Family Rental (SFR), and Multi-Family Property Management. A family-owned business, PF&TCO continues to understand the importance of building and maintaining quality relationships with their clients.

We are seeking candidates who are dedicated, hard-working, self-motivated, resourceful, and dependable. We want to continue to offer unique flooring solutions to keep our customers saying “Wow, Preferred is amazing!” We offer competitive compensation with endless opportunities for growth within the company.

Position Summary

The Sales & Lead Development Specialist is responsible for driving lead generation and customer engagement strategies within retail locations to support the company’s sales growth objectives. This role identifies and engages potential customers in-store, assesses customer needs, and exercises independent judgment in determining opportunities to schedule in-home consultations for flooring or tile installation services.

The Sales & Lead Development Specialist plays a key role in influencing customer purchasing decisions and contributing to revenue generation by initiating conversations with customers already in the store, generating interest in our services, and coordinating in-home sales appointments. In addition to in-person interactions, the Sales & Lead Development Specialist manages follow-up communications, evaluates lead quality, and prioritizes outreach activities to maximize appointment conversion and sales pipeline development. This position is expected to independently manage daily lead generation activities and meet established performance targets that directly support business growth.

Essential Duties and Responsibilities:

• Develop and execute in-store customer engagement strategies designed to identify and convert potential customers into qualified leads for in-home consultations.
• Evaluate customer needs and project scope to determine appropriate service recommendations and opportunities for installation services.
• Creating a partnership with retail team to drive customer service.
• Coordinate and schedule appointments with the customer for in-home estimates for installation services.
• Attend in-home consultations and complete the measurement process and review the scope of work with the customer.
• Educate customers on the company’s installation services, product offerings, pricing structures, and available solutions to support informed purchasing decisions.
• Stay informed about flooring and tile options, installation processes, and promotions.
• Build and maintain strong customer relationships to create a positive and professional experience that supports brand reputation and repeat business.
• Maintain accurate records of customer interactions and appointments within the company’s CRM system.
• Collaborate with leadership by providing insights on customer needs, lead trends, and opportunities for improved conversion.
• Meet or exceed monthly targets for lead volume and appointment-to-sale conversion rates.
• Flexibility to work weekends, evenings, and holidays as needed to meet customer and business demands.
• Independently prioritize customer outreach, follow-up activities, and in-store engagement to maximize lead generation effectiveness.
• Other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Education and/or Experience – High school diploma or general education degree (GED) required. Two to three years of related lead generation, retail floor sales, or customer service preferred. A combination of education and experience will be considered.
• Language Skills – Ability to read and comprehend simple instructions, correspondence, and memos. Ability to write letters and prepare other documents as needed. Proofreads work.
• Lead Engagement Skills – Comfortable initiating conversations with both warm and cold leads, maintaining professionalism and persistence in outreach.
• Mathematical Skills – Ability to add, subtract, multiply, and divide in all units of measure for basic algebraic and geometric calculations
• Excellent Communication Skills - Ability to clearly explain product value in person and over the phone, strong listening skills to understand customer needs, and clear and persuasive written communication. Be able to effectively communicate orally and in writing in English.
• Marketing Automation and CRM Proficiency –Experience with marketing automation tools to manage and analyze lead data.
• Computer Skills – Knowledge of computer workstations and peripheral equipment; knowledge of database, spreadsheet, email, and word processing software.
• Team Collaboration – Ability to work effectively with cross-functional teams.
• Vision – Ability to view documents, multiple screens, handwritten documents, and drive.
• Driver’s License – Must have a valid driver's license and ability to commute to customer locations.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

• Communication – Speaks clearly and confidently in customer conversations; writes concise professional messages and follows up as needed.
• Written Communication – Writes clearly; Able to read and interpret written information.
• Sales Orientation – Comfortable engaging customers to generate interest and schedule appointments; motivated by meeting and exceeding lead targets.
• Team Collaboration – Works well with store associates and sales team; shares information and supports team goals.
• Diversity – Promotes a harassment-free environment.
• Ethical Behavior – Acts with honesty and integrity; protects customer information and supports company policies.
• Customer Focus – Demonstrates a genuine interest in helping customers, listens to their needs, and connects them with the right services.
• Organizational Support – Supports the organization’s goals, values, and code of ethics.
• Organization & Follow-up – Keeps track of appointments and tasks; follows up with leads and sales reps reliably.
• Time Management – Ability to schedule and complete tasks to support the business function; Ensures that deadlines are met.
• Professionalism – Focuses on solving conflict, not blaming; Treats others with respect and consideration; Accepts responsibility for own actions.
• Confidentiality and Integrity – Ability to handle sensitive information with professionalism and maintain a high level of integrity in managing confidential employee data.
• Quality – Demonstrates accuracy and thoroughness; Monitors own work to ensure quality.
• Quantity – Meets productivity standards; Completes work efficiently and on time.
• Safety and Security – Observes safety and security procedures; Reports unsafe conditions; Uses equipment and materials properly.
• Dependable – Is consistently at work and on time, produces consistent work, and applies company policies and business strategies equally to each task and assignment.