Manager, Sales, Commercial Design Products, A&D

Manager, Sales, Commercial Construction Products, A&D

San Diego, CA. Southern California Territory

Los Angeles, Long Beach, Bakersfield, Anaheim

Competitive Salary [about $95K] Plus Bonus and Plus Commission. World Class

SUMMARY: Sales Territory Manager - Southern California

Ideal Candidate: We are looking for a candidate who has prior experience specifying commercial building products in projects with architects, interior designers, and facility end users.

• Develop and maintain a focused strategic sales plan to increase business opportunities to achieve or exceed sales targets in targeted markets, including Education, Hospitality, Government, and all commercial markets.
• Utilize effective territory planning to focus sales efforts and manage time productively, ensuring proper call balance of 40% A & D, 30% Construction and 30% Facility.
• Utilize time and resources effectively on office days to schedule appointments 2 – 3 weeks in advance, resulting in 5 -6 quality field calls/day (2 -3 of which should be firm).
• Prospect daily to uncover new lead opportunities and forward to appropriate inside divisional or national account counterparts.
• Identify and develop relationships with all key decision makers related to accounts to maximize sales opportunities and close ratios, i.e., architects, designers, consultants, end-users.
• Develop and maintain a list of top accounts and projects through the Multi-Divisional Project Tracker and actively participate in Key Account Management.
• Act as an industry resource for all Divisional product lines for technical assistance, product recommendations, specifications, etc.
• Identify and analyze competition from domestic and foreign competitors. Know your territory, the specifics of each project, and the strengths and weaknesses of all players involved to maximize close ratios and company profitability.
• Maximize selling time by appropriately leveraging internal resources, i.e., Sales Support, Estimating, Quality Assurance, Finance, etc.
• Utilize and maintain all sales data systems, such as customer notes, estimating portal, Salesforce, SCORE reports, and all available Construction Reporting Services including local plan rooms.
• Effective and timely follow-up of all quotes, bids, leads, and opportunities to maximize close ratio.
• Effective and clear communication utilizing Professional Selling Skills to uncover customer needs in all divisions.
• Effectively demonstrate the ability to complete all Functional Requirements of an Outside Sales Representative, and consistently utilize these skills to accomplish your sales goals.
• Maintain accurate quotes through complete/concise field measurements, coordinating efforts with inside divisional rep utilizing all respective field forms.
• Educate customers on the benefits of choosing Inpro with ease and confidence through face-to-face, virtual meetings via TEAMS, ZOOM or other platforms and Box Lunch presentations (min. 36 required per year, 4 of which are AIA).
• Meet or exceed desired target contribution margin level for your territory.
• Maintain high levels of accuracy and proficiency to minimize Returns and Allowances.
• Exude passion and dedication every day to succeed.

Responsibilities:

• Must be team oriented and collaborate with Regional Sales Managers, Business Development Managers, regional and local Inpro personnel, providing frequent communication as necessary to meet the needs of our customers.
• Actively support and cross–promote all Products, services, and new product launches.
• Interact positively and professionally with all internal customers/departments.
• Represent Corporation in a professional, business-like manner at all trade shows, industry events, trade associations, golf and other networking events/outings, etc.
• Utilize effective, regular, and positive communication with inside divisional or national account counterparts to maximize territory penetration.
• Maximize territory information through regular weekly review of inside divisional rep note reports.

Pre-requisites:

• College degree required. Successful sales experience can enhance this.
• Previous inside or outside sales experience in a business-to-business environment, successful background in prospecting, cold-calling and business development.
• A track record of successful sales growth and teamwork.
• Self-starter who is capable of taking initiative, working independently, as well as an effective and valued team member.
• Ability to handle multiple tasks simultaneously with timely follow-through and accuracy in completion of tasks.
• Must possess above-average problem-solving skills.
• Excellent listening, probing, and closing skills.
• Must be competent in computer skills (word processing, spreadsheets, databases, PowerPoint presentations, electronic mail). Background in automated sales office systems is helpful.

Job Relationships and Authority:

• Reports directly to the Regional Sales Director.
• Works remotely with a team of Inside Divisional Sales and National Account Reps and is responsible for efficient coordination of efforts.
• Ability to apply pre-established pricing discounts as provided by your Manager, as appropriate.
• Enforce company policies and procedures.

Territory Coverage: This territory covers the southern half of California, and an incumbent must reside within the territory.

Skills and Certifications [note: bold skills and certification are required]

Public Speaking/Business Development/Commercial Building Specifications

...Screening Questions

Do you have experience specifying interior commercial building products?

Are you okay with frequent travel?

Do you have a Bachelor's degree?

Do you reside in the territory

Ideal Candidate: We are looking for a candidate who has prior experience specifying commercial building products in projects with architects, interior designers, and facility end users. They must be comfortable traveling overnight 4-5 times per month and must be comfortable with long travel days locally 3-4 days per week. A bachelor's degree is required, and an incumbent must live in the territory.

Bill Marek - CEO

407.541.7816

WWW.VPRECRUITERS.COM