Specifications Sales Consultant (REMOTE)

Construction Specialties Remote
sales sales consultant remote cs sales construction design tracking collaborate pipeline lead weaknesses develops
October 12, 2022
Construction Specialties
Dover, New Jersey
FULL_TIME

Description:

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 in these areas\: New York City -  Atlanta - Los Angeles - Northern New Jersey.  Candidates should live within the region assigned.

SCOPE OF POSITION\:

 

Responsible for growing sales demand thru basis of design specifications for all CS solutions.  Specifications are created with the key influencers (architects, designers, owners, general contractors and subcontractors) by developing and strengthening relationships.  Identifies, qualifies project leads to build a pipeline of opportunities in a territory Tracking projects thru the construction process from lead, spec, bid, tracking and closing of opportunities to maximize full market potential  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 specification development and product promotion in assigned region. Develop and maintain working relationships with architectural and contractor community to ensure maximum margin on specified projects.

  • Leverages competitive selling advantages (CS strengths vs competitive weaknesses) throughout the selling process, thereby delivering CS solutions that are specified and converted to bookings.

  • Develops pipeline of projects from lead qualification to specification to bid and then tracking to closure.

  • Plans, controls and follows all quotations, through booking, for project in which their involvement is directly related. Coordinates with each representative to ascertain competitive information by area to ensure contract award.  

  • Develop and execute territory plans and initiatives to achieve sales targets.

  • In markets shared with a local agent, must collaborate and coordinate on what firms and project opportunities that will be owned by SSM vs the local agent.  Ex\:  When an SSM opportunity goes to bid, they will collaborate and coordinate our bidding and pricing strategy for all the projects they have specified.

  • Promotes all CS solutions to designated accounts to secure new, major and important accounts. Develops and coordinates sales presentations for Architectural and contractor community with in the region. Including local association or trade shows as deemed necessary.

  • Must maintains a working knowledge and up-to-date understanding of industry trends and technical developments that affect our market for all products and services to assist in the optimal selection of product best suited for the customers' needs. 

  • Regularly identifies, qualifies and converts new project opportunities into their project tracking pipeline; utilizes pertinent information for the territory and prospect for opportunities using ConstructConnect, Market Leader and other data analytic sources.

  • Tracks a minimum of 20 promotional projects that can be influenced in the design stages within the next 12 months; plus, tracks 20 bid/track/close project opportunities that we can in the coming 12 months.

  • Consistently uses Sales Force (CRM) to capture and track all project follow-up activities.

  • Influences design choices on all promotional projects to sell as many basis of design (BOD) CS solutions on every project; strive to achieve 2 or more solutions per project.

  • Develops a working knowledge of competitive products; understanding their strengths and weaknesses.  Able to sell CS advantages against competitive weaknesses.

  • Understands how CS products and solutions integrate with other building materials during the construction process.

  • Promotes new products that lead to improved mix and market development.

  • Collects and shares market and business insight on competitors, trends, product opportunities and other strategic information that will help to meet business goals to Market Research Analysis, New Product Delivery, Marketing and Sales Operations.

  • Assists and works closely with the General Sales Managers, Marketing and others to promote and maintain the highest possible relationship with customers to assure satisfaction and improve the image of the company.

  • Travels as required within assigned region to maintain effectiveness. Travel to Corporate locations as required. Ensure travel plans so as to be most cost benefit for the company. Reasonable expectation of travel to exceed 50%. 

  • Prepares and submits periodic reports on measurements of activities, sales volume, expenses, etc., to the General Sales Manager.

 

 

 

Qualification:

KNOWLEDGE/ SKILLS/ EXPERIENCE/ EDUCATION\:

(Minimum Education and/or Experience required)

  • 4-year bachelor's degree.

  • Construction industry knowledge a plus

  • Self-motivated and good confident attitude

  • Appetite for continuous learning

  • High impact communications

  • Driving for results & closure

  • Analytical capability

  • Ability build trusting relationships

  • Time and territory management

  • Negotiation skills

  • Presentation skills

  • Computer proficiency with Salesforce, Windows based (Work, Excel & PowerPoint).

SUPERVISORY RESPONSIBILITIES

\:

  • none

#MSNPD  PM21


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