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.