Territory Sales Manager, Specification

Role Overview

• Interact and partner with other sales reps to drive improved specifications and win rates.
• Regularly visit architects and demonstrate our products, solutions and projects, and organize architects seminars to expand business opportunities.
• Leverage competitive selling advantages through the selling process, providing consultative solutions that are specified and converted to orders for products.
• Regularly identify, qualify and convert new project leads into their project tracking system focusing on high profile, probability & opportunity value.
• Consistently use Project Tracking System (CRM/SFDC) to capture their project follow-up activities and maintain an active pipeline (estimated quantity, value and probability of closure).
• Constantly update projects so that accurate forecasting can be done (target is 90%+ accurate).
• Ensure that these projects are communicated to relevant sales personnel in the region, and regularly review the status and win rate of successful spec projects with sales.
• Influence the design choices on key projects using the total product portfolio (mineral fiber, grid and architectural specialties) to create value in the design/specification of multi-product solutions.
• Strive for spec ratings of 4-5.
• Collect and share market and business insight on competitors, trends, product opportunities or other strategic information that will help meet business goals; Functional expert on competitive products; understanding their strengths and weaknesses.
• Promote new products that lead to improved mix and market development.
• Able to effectively apply and promote selling advantages (vs competitive weaknesses) and communicate in terms of value added to customer needs (architect/designer, owner or contractor).
• Manage large-scale multinational or regional architectural design institutes; Organize and coordinate large-scale cross regional seminar.
• Responsible for effectively and proactively managing customer complaints in order to optimize the Total Customer Experience (TCE).

Requirements

• Bachelors’ degree and above, preferable in Civil Engineering & Construction Engineering, construction management, architectural design or business.
• Relevant sales/building industry experience; ability to read CAD & understanding technical drawings is preferred.
• At least 3 years sales working experience in related industry.
• Functional, methodological expertise.
• Critical Skills: Architectural/consultative selling; communicating/influencing/negotiating; analyzing/problem-solving; time and project management; planning and organizing.
• Critical Knowledge: Architectural selling process; construction process; product and installation knowledge; market segments; key customers; customers' key customers; blueprint reading; competitive strategy; tactics and products; principles and values, code of business conduct, policies and procedures; pricing process.

Tech Stack

• SFDC

Benefits

• A varied, interesting and challenging role in an innovative company.
• Join a dynamic international team in a modern work environment with flexible working hours.
• Extensive training.
• Competitive salary.
• Attractive range of company benefits.