Territory Sales Manager – Building Products - Base Salary to 114k/year + Commission Incentives – New York City, NY

• Founded in 1948, our client is a specialty building products manufacturer who provides solutions to building challenges that architects, designers, building owners, facility managers, and contractors face every day. Since inventing the first extruded louver, they have become a global leader in all our product categories. Their 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, they are the right place for you.
• The Territory Sales Manager (internally titled Specification Sales Manager) position will be responsible for growing sales by creating demand through 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. Represents our clients 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.

Responsibilities:

• Responsible for generating, increasing and improving basis of design specifications in assigned territory and tracking and closing them 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 client.
• 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 promotional projects in design where they can influence the specifications in the coming 12 months; plus, tracks bid/track/close project opportunities that they 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 the company strengths and all solutions that satisfy customer needs; thereby creating multi-products specifications that differentiate our client.
• Leverages competitive selling advantages (strengths vs competitive weaknesses) throughout the selling process, thereby delivering 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.
• Collaborates with local representative on target projects and architects to expand incremental coverage and avoid duplication and redundancy.
• 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 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 value propositions & solutions with customer & project needs that differentiate 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 products.
• Plans, controls, and follows all quotations, through customer order, for any project in which their involvement is directly related. Coordinates with each local representative to ensure alignment and avoid overlap.
• Can assist local sales representatives to promote and secure new, major, and important accounts. Including local association or trade shows as deemed necessary.
• Collaborates with local representative network to respond to inquiries from customers, architects concerning price, application of products, technical product information. Coordinates and otherwise assists with the services of the company's technical engineering staff to determine customers' needs.
• Prepares and submits periodic reports on measurements of activities, sales volume, expenses, etc., for the Specification Sales Director.

Qualifications:

• Bachelor’s degree required
• 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
• Cold calling
• 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, and discounting
• External relationship cultivator/maintainer
• 50% Travel – Must live within assigned territory/region.

Compensation:

• Base salary up to 114k/year
• Structured commission incentives
• Auto Allowance
• Fuel Reimbursement
• Health insurance where company pays a portion
• 401(k) program with 3% match
• 3 weeks PTO
• 10 Paid Holidays

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