• Commercial Sales Mgr

    Job Locations US-MA-Boston | US-CT-Hartford
    Requisition ID
    2018-4730
    # of Positions
    1
  • Description

    Ideal candidates will be located in the Boston, MA, Hartford, CT or Providence, RI area.

     

    Job Summary

    Develop strategy to grow profitable sales through commercial sub contractor (dealer) base in a multi state territory. Directly responsible for developing relationships with senior level management at commercial owners/developers, and architectural firms, influencing major project specifications. Responsible for tracking projects through the convoluted spec/bid/award process - calling on the relevant decision makers, strategizing with commercial dealers, and acting as Project Manager on customized or ETO projects. Responsible to manage, train, and expand dealer base.

     

    Job Duties

    70% Sales Growth

    • Develop territory strategy in line with overall Contract business unit objectives
    • Identify top twenty dealers with growth opportunity.
    • Identify top twenty A&D firms, developing strategy to penetrate account at senior management level.
    • Develop quarterly travel schedule to maximize coverage of corporate end users, developers, facility managers and key A&D firms.
    • Track major projects from specification through document, bid/award, and installation.
    • Act as Project Manager for key major projects, coordinating with Technical Support, Customer Service, Credit, and the designated dealer.
    • Order/coordinate project specific samples, mock up blinds, and CAD drawings.
    • Work with Director of Sales on project specific opportunities requiring special pricing and/or resources.
    • Recommend new distribution and supply account profile to be reviewed by Director.
    • Develop/train dealers on new product updates through approved Power Point presentations.
    • Work with Inside Sales on growth opportunities and project bids in secondary markets.
    • Communicate competitive pricing and sales tactics. 10% Customer Service.
    • Work with Customer Service  to identify major projects needing specific handling, special requirements, sampling, or tracking.
    • Identify major projects that will require a ramp up in specific inventory or manufacturing.
    • Work with Customer Service and/or Technical Support to resolve any product issues and credits.
    • Enter external CS issues on the Listening Post.

     

    10% Coordination with Inside Sales

    • Review secondary accounts and growth opportunities.
    • Identify growth markets and recommend new dealers in weak markets.
    • Strategize on projects bidding across multiple markets and dealer classifications.
    • Coordinate A&D needs within Inside Sales territory. 10% Project/customer specific sampling requests and reporting.
    • Order and/or coordinate project specific sampling requests, including Binders, sample decks, sample blinds or shades, fabric swatches, and custom mock up blinds. Orders placed through sample process.

     

    Monthly reports

    • Sales, Major Project tracking, Calendar, Binder Placement, T&E Tracking, and weekly Expense Reports. 

    Requirements

    Education and Experience

    • High School diploma or BS degree or equivalent professional sales training and experience
    • Minimum 5-7 years experience in a commercial specification environment (working with facility managers, specifiers, architects, and/or developers)
    • Senior level sales skills developed through professional training and experience
    • Strong project management experience
    • Experience calling on architectural firms- new product introductions/specification, library maintenance
    • Experience calling on commercial owners/developers, and facility managers

     

    Knowledge, Skills, and Abilities

    • Ability to penetrate accounts and develop relationships at management level
    • Ability to strategize and develop project/account/territory plans to drive sales
    • Negotiation skills
    • Ability to read/understand blue prints
    • Motivated to achieve sales goals
    • Team player
    • Excellent written and verbal communication skills
    • Proficient in Word, Excel, and Power Point

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