Primary Purpose: As a Specifications Territory Manager one of your primary responsibilities includes creating new relationships with accounts in a dedicated territory in a business-to-business (B2B) environment while building and maintaining a close working relationship with existing accounts. The Specifications Territory Manager will influence design by assisting clients with product solutions to complete their projects. The Specifications Territory Manager will leverage an innovative mindset to support their clients in achieving their business objectives while also accomplishing company set monthly and annual targets. The Specifications Territory Manager is responsible for developing and maintaining relationships with architects, designers, developers, and general contractors. Specifications Territory Manager’s will promote product lines and manufacturing services through product knowledge seminars, lunch and learns, networking events, trade shows etc.
Essential Functions (Fundamental job duties):
- Proactively make outgoing sales calls and visits to generate sales and specifications with architects, designers, developers, and general contractors
- Develop an assessment of the commercial and residential market and a strategy for building relationships with A&D professionals who can specify and influence sales.
- Preparing responses to RFP (request for proposals) and RFI (request for information).
- Understand specification and the steps required to execute a specification throughout the complete sales process.
- Introduce designers to industry fabricators where appropriate, with a view to ensuring both parties with a stronger reason to specify company products.
- Develop trusted business relationships with influencers of specified products. Including designers, architects, builders, contractors, dealers, manufactures with in house design etc.
- Prospect for product opportunities and sales utilizing the company CRM and third-party project tracking tools.
- Prospecting new accounts and making cold calls. Consistently set up Lunch and Learns as well as Product Knowledge sessions with Architects, designers and people that influence specification.
- Input daily interactions and project opportunities into CRM.
- Manage timelines for Projects that contain our specified products and follow up appropriately.
- Be an active member in professional industry organizations.
- Maintain knowledge of competitor’s product lines identify and report intelligence on competitor marketing strategies.
- Provide timely and accurate technical information for product specifications to A&D clients.
- Attend bi-weekly project tracking meets with the sales team to track sales, identify and garner specifications, create sales strategies, etc.
- Be able to work with our Vendors, sales desk, and warehouse personnel to fulfill customer requirements.
- Understand the market price for the products offered by the company to maximize margins and have the ability to understand what products fit into the client’s budget.
- Maintain and manage sample tools and marketing assets.
- Work with colleagues to maintain sample libraries at A&D firms as well within your office.
- Continual self-education and participation in training sessions of company products to allow expert consultation with customers.
- Follow up to make sure that product information as provided is sufficient and specifications are held through the bid process.
Key Performance Indicators:
- Project Management: Focus strategic efforts through studying existing clients and providing feedback to the RSM to identify our sales pipeline. Quantify specifications into dollar values.
- CRM entries: Utilize CRM to collect and store client/prospect interactions as well as track the progress of potential specifications and projects.
- Identify and prioritize leads and opportunities, allowing for a more focused and strategic approach to sales efforts.
- Company’s Products: Garner specifications
Job Effort and Working Conditions:
- Attending trade shows and industry events.
- Networking across the A&D community in assigned territory area.
- Frequent travel to meet accounts in assigned territory.
- Result-driven.
- Attention to detail focused.
- High level of critical strategic thinking, self starting, and prioritization without close supervision.
- Job requires resilience to rejection and adaptability to changing circumstances.
- Office environment situated at own workspace at Company’s office.
- Occasional over time as per business needs
Qualifications and Abilities:
- Minimum of 2 years of sales and or industry related experience interacting with Architects & Designers is required.
- Strong presentation skills are a must.
- Post-secondary education is considered an asset.
- Interior design certificate is considered an asset.
- Ability to conceptualize visuals based on requirements.
- Solid computer skills are required to create and deliver product presentations.
- Experience and involvement in the design community is highly desirable.
- Highly organized with strong analytical and problem-solving skills.
- Able to work under pressure to achieve monthly and annual goals.
- Self-motivated and driven to continuously improve and add value to the organization.
- Excellent English communication skills (written and verbal).
- Positive attitude and ability work independently and as integral part of a team environment.
- Ability to be a hunter and grow/maintain current accounts.
- Ability to lift 40 lbs. multiple times daily.
