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Construction Specialties
OUR COMPANY IS AN EQUAL OPPORTUNITY EMPLOYER THAT DOES NOT DISCRIMINATE ON THE BASIS OF AN INDIVIDUAL’S RACE, COLOR, RELIGION, SEX, NATIONAL ORIGIN, AGE, DISABILITY, VETERAN’S STATUS OR ANY OTHER CHARACTERISTIC PROTECTED BY FEDERAL, STATE OR LOCAL LAW
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 position covers the Alberta, Canada territory. Candidates should live within the Alberta territory and close to a major airport.
SCOPE OF POSITION:
A mid-level sales manager, this position is largely responsible for developing and growing sales in Canada in conjunction with the management and development of key accounts, distribution.
The Territory Sales Manager is a product expert, coach and strategist connecting Construction Specialties to its markets through the oversite of Independent Representatives and or Direct sales by developing and growing through Sub-Trades, Accounts and Consultants.
This position requires close interaction with Architects, Interior designers, Trades, Facility owners, influencers and the Independent Representative network. Duties include converting knowledge gained from research, training and relationships into positioning CS products in our markets. Success is measured through the generation of exceptional bookings volumes, profitability and market share metrics in each territory.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
To perform this job successfully, an individual must be able to perform each essential duty satifactorily. The requirements listed below are representative of the knowledge, skill, and or ability required. Reasonable accomodations may be made to enable individuals with disabilities to perform teh essential funtions, including but not necessarily limited to the following:
- Territory Management
- Manage and implement CS Canada Go to Market Strategy, including Margin Guidelines.
- Considers marketing mix elements price, product, distribution, promotion and relationships to contribute to the development and execution of strategies for broad and specific markets.
- Contributes to the planning and implementation of sales enablement tools and marketing communications programs that align with customer buying processes and deliver value to both Customers and the Independent Representatives.
- Develop and expand key accounts and distribution
- Maintains regular contact with Independent Representatives, as well as Trade Contractors, Architects, Designers, Facility Owners to promote and provide Consultative Sales to achieve the end goal of obtaining specifications, quote opportunities and securing orders.
- Collaborates with internal teams to overcome obstacles with key projects, customers and accounts to assist in closing business.
- Connects with Independent Representatives and customers through two-way communications to obtain market intelligence on project and quote statuses that result in a deeper understanding of what is working, what is not working and why.
- Uses knowledge gained through communications with Customers and Independent Representatives as well as provided market analysis tools to provide accurate and up-to-date forecasting and contribute input to budget goal planning efforts for assigned regions.
- When required, assists customer/sales rep complaints and problems with accounts and products as they relate to pre-sales issues, and tries to resolve them as quickly and efficiently as possible.
- Manage key accounts including trades, specialty distributors, and other key accounts such as Flooring/Building Envelope/Concrete finishing trades.
- Consistently inputs and maintains quality information on Customers, Consultants and Projects into the CRM system.
- Technical Consultant
- Serves as the subject matter expert (Trusted Advisor) for not only Construction Specialties’ products, services and strategies, but also those of competitors to retain existing customers, while attracting new customers.
- Provides Technical and Training presentations to Architects, Designers, Trade Contractors and Independent Representatives.
- Participates in and represents CS at industry conferences, trade shows, industry association chapter meetings and seminars to develop relationships with customers, thought leaders and influencers to keep abreast of market trends and customer pain points
- May be required to answer inquiries from customers, sales reps and architects concerning price, application of products, technical product information and commissions/overages. Provides guidance and assistance to customers and sales reps in oral or written form.
- Direct Sales and Promotion
- Prospect new project opportunities and nurture existing opportunities.
- Provide sales support to trade network – smaller quotes, technical assistance and/or provide per plans and spec take-offs and quotations. Coordinates and communicates with CS Canada Estimating
- Independent Representative:
- Responsible to motivate, coach and educate Independent Representatives in assigned territory, to attain sales budgets.
- Collaborates with Independent Representatives to implement product marketing strategies and develop mutual action plans for individual territories.
- Coaches and collaborates with representatives on selling and pricing strategies that yield superior profitability and customer experience while delivering maximum potential volume from target jobs.
- Management of sales pipeline
- Utilize all market intelligence information available to enter project opportunities into the project tracking system/s
- Drive Independent Reps / create management reports
- Monitor market coverage, follow-up, and closing ratios
- Provide price/quote from price lists on a price/discount basis
Qualifications
KNOWLEDGE/ SKILLS/ EXPERIENCE/ EDUCATION: (Minimum Education and/or Experience required)
- Post-secondary education, preferably in construction related programs such as Architectural Technology, Technician, CTR or similar.
- Bachelor’s degree or equivalent plus three to five years related experience and/or training, or equivalent combination of education and experience, desirable.
- Must be able to create and maintain quality CRM input, forecasting, follow-up and custom reports
- Construction industry knowledge required with the ICI construction industry.
- Experience/Familiarity with the construction tendering process – stipulated sum, construction management, design build.
- Excellent communication skills both written and oral
- Must be very organized and have a desire and ability to organize/lead others.
- Problem solving skills
- Ability to negotiate contracts
- Ability to work with others and on a team
- Ability to read architectural blueprints.
- Knowledge of estimating procedures, pricing and discounting.
- Knowledge of sales procedures.
SUPERVISORY RESPONSIBILITIES :
- none
PM21
PRIMARY LOCATION: CA-ON-Mississauga
TRAVEL: Yes, 50 % of the Time
EMPLOYEE TYPE: Full-Time Regular
PI199374296
