Territory Sales Manager (Seattle territory) - REMOTE
Company: Construction Specialties
Location: Lebanon
Posted on: January 25, 2023
Job Description:
Construction SpecialtiesOUR COMPANY IS AN EQUAL OPPORTUNITY
EMPLOYER THAT DOES NOT DISCRIMINATE ON THE BASIS OF AN INDIVIDUAL'S
RACE, COLOR, RELIGION, SEX, NATIONAL ORIGIN, AGE, DISABILITY,
VETERAN'S STATUS OR ANY OTHER CHARACTERISTIC PROTECTED BY FEDERAL,
STATE OR LOCAL LAW
Construction Specialties, Inc. Founded in 1948, Construction
Specialties (CS) is a specialty building products manufacturer. CS
provides solutions to building challenges that architects,
designers, building owners, facility managers, and contractors face
every day. Since inventing the first extruded louver, CS has become
a global leader in all our product categories. Our products are a
part of some of the most iconic buildings around the world-from the
world's tallest tower, Burj Khalifa in Dubai, to the Oculus at the
World Trade Center Transit Hub in Manhattan. If you want to work in
an inspiring atmosphere and collaborate with customers and
colleagues to solve challenges, we're the right place for you. CS:
Making Buildings Better This is a REMOTE position. We are hiring
for the Seattle, WA territory. Candidates should live within the
Seattle region. SCOPE OF POSITION: Responsible for growing sales by
creating demand thru specifications & developing, strengthening and
expanding relationships with architects, designer, GC's and
subcontractors; plus engineers as necessary.
- Identifies , qualifies, project leads to build pipeline of
opportunities in a territory.
- Creates specification volume that meets or exceeds territory
sales targets. Represent the CS's core values of Creativity,
Solution driven and Integrity and conduct oneself as a professional
and knowledgeable resource that can be relied on for a successful
and profitable completion. ESSENTIAL DUTIES AND RESPONSIBILITIES:
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. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential functions,
including but not necessarily limited to the following: ---
Responsible for generating & increasing and improving CS basis of
design specifications in assigned territory and tracking and
closing them so as to drive incremental sales and margin. Annual
goals are set by Director of North American Sales. The position
serves a primary territory, but can support special target projects
that are outside of territory that are deemed a strategic focus for
CS. --- Responsible for early engagement of projects in design and
tracking them in CRM from bidding to closure. --- Regularly
identifies, qualifies & converts new project leads to CRM and into
project tracking pipeline. --- Tracks a minimum of Top 20
promotional projects in design where we can influence the
specifications in the coming 12 months; plus tracks a minimum of
Top 20 bid/track/close project opportunities that we can bring to
closure in the coming 12 months. --- Consistently uses CRM to
capture accounts, contacts, and project tracking activities. ---
Identifies and influences design choices with key influencers on
projects to sell CS strengths and all CS solutions that satisfy
customer needs; thereby creating multi-products specifications that
differentiate CS. --- Leverages competitive selling advantages (CS
strengths vs competitive weaknesses) throughout the selling
process, thereby delivering CS solutions that are specified and
converted to sales. --- Update architect specifications
(created/rewritten/modified) to basis of design or better to expand
specification annuity in the territory. --- Assist Architect &
Design community create/rewrite/modify project specifications as
needed --- Identify, establish, and grow coverage & relationships,
in both current and future firms in the Architectural and Design
community. Also will cultivate relationships with contractors and
engineers on a project specific basis. --- Recommends product
solutions and/or service enhancements to improve customer
satisfaction and sales potential. A wide degree of creativity and
latitude is expected. --- Engages and utilizes CS team resources
(such as Product Specialist) for the sale of our products within
their territories/markets of responsibility. --- Familiarity with a
variety of the installation concepts, practices and procedures. ---
Ability to align CS value propositions & solutions with customer &
project needs that differentiate CS from the rest of the market.
--- Relies on extensive market & industry experience and judgment
to plan and accomplish goals. Performs a variety of complex tasks.
--- Responsible for fostering relationship with all key influencers
who would specify CS products; focuses on not just "A" architects
but "B" & "C" firms as well. --- Plans, controls and follows all
quotations, through customer order, for any project in which their
involvement is directly related. --- Follows up on all quotations
above minimum thresholds established with the manager for
territory. --- Strategically identifies all subcontractor bidders
on top opportunities by contacting general contractor; makes sure
we are bidding all players. --- Follows up with general contractor
on the subcontractor award --- Closes project with successful
subcontractor and makes sure CS submittals are processed and
approved for those target opportunities. --- Prepares and submits
periodic reports on measurements of activities, sales volume,
expenses, etc., for the General Sales Manager. --- Prices smaller
types and quantities work to SC's as needed. --- Collaborates with
Inside Sales Specialist on pricing and customer needs. --- Networks
and develops relationships with top local GC's to understand
preferred SC's in the market. PM21Qualifications KNOWLEDGE/ SKILLS/
EXPERIENCE/ EDUCATION: (Minimum Education and/or Experience
required)
- Associate degree or equivalent from a two-year College or
technical school. Bachelor's degree preferred.
- Ideally 5 years experience in construction, contracting or
related industry
- Read architectural blueprints
- Strong appetite for applied learning
- Building trusting relationships
- High impact communications
- Devising sales approaches & solutions
- Results oriented - self motivated
- Negotiation & presentation skills
- Team player - motivated to achieve own objectives, but puts
higher priority on team goals.
- Computer literacy windows based (Excel, word & pptx)
- Analytical capability - Advanced Math skills
- Knowledge of the commercial construction process &
architectural specification market, and how to work with
contractors, estimating procedures, pricing PM21 Seattle, WA
98101
PRIMARY LOCATION: US-NJ-LebanonTRAVEL: Yes, 50 % of the
TimeEMPLOYEE TYPE: Full-Time Regular
PI
Keywords: Construction Specialties, Trenton , Territory Sales Manager (Seattle territory) - REMOTE, Sales , Lebanon, New Jersey
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