Regional Sales Manager - Architectural Products

Company: Novum Structures
Location: Baltimore
Posted on: February 25, 2021

Job Description:

Authority, Scope and Basic FunctionThe Regional Sales Manager (RSM) will be responsible for contributing to Company success by promoting, developing leads/inquiries, establishing productive customer relationships, maintaining extensive knowledge of the current market conditions and closing business to achieve targeted sales goals.--The RSM will be the Company's primary point of communication to clients during the promotion, sales and post-sale phases and have a solutions selling approach to customer projects.Essential Duties and Principal ResponsibilitiesGeneral Promotion and Knowledge--Execute direct promotion and the sale of architectural structures and their enclosures to diverse clients which include:--architects, general contractors, glass contractors and owners.--Develop an annual penetration plan for the promotion and development of projects for architectural structures and their enclosures in the key target marketing areas assigned. a. Use the marketing data base and other sources in developing the call plan. In addition, submit all new potential customers to marketing for inclusion in the database.b. Penetration plan should include a prioritized listing of accounts with expected frequency and approximate visit dates.--Review penetration plan quarterly with the National Sales Manager.--Utilize the Salesforce CRM to document and provide a summary of client and project activities.--Maintain close contact and network with primary (ie, Architects, General Contractors and Developers) and secondary customers (ie, suppliers, consultants, glass contractors, cost estimators, engineers).--Maintain excellent working knowledge of the systems and services that Novum provides.--Execute sales presentations to targeted architectural accounts and other assigned groups.--Develop top ten and strategic architectural accounts, within assigned regional territory, with a goal of making Novum their first call for service.--Meet with the National Sales Manager on a weekly and/or monthly basis to review input progress goals in assigned territory and to enrich professional growth.Sales--Achieve annual sales forecast for the assigned regional territory as established by the National Sales Manager.--Organize leads systematically so they can be easily "mined" and targeted for various communications and events.--Provide an accurately filled out prequalification form on all potential specific projects from the region submitted to estimating for service. Define the clients' service requirements.--Ensure and provide timely and appropriate service to meet client expectations.--Follow up on all projects that have been serviced within 24 hours of service delivery.--Pursue and track all targeted projects that have been serviced and ensure that a company specification and/or negotiation results.--Track bid dates and develop bid strategy and communicate with all general contractors (as appropriate) on tendered projects. Send brochure to all bidders with expression of interest in the project. Follow up on bid results on the same day that the project bid. Obtain competitive market data. Make follow up post bid your top priority. Fully inform National Sales Manager and Director of Preconstruction of any pricing issues.--Provide weekly updates on status and activities for all projects in preliminary, tender or post bid phase. Additional detail will be required on targeted projects.Administrative--Maintain accurate and current information of all Inputs - Calls, Meetings, Entertainments and Presentations in the Salesforce CRM.--Submit expense account for reimbursement at the end of each month.--Maintain company assigned equipment in good working condition at all times.Qualifications / Requirements--Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails.--Persistent and aggressive new business development skills.--Demonstrated track record of excellent sales, negotiation, relationship building and closing skills.--Creative thinker with ability to make decisions quickly and handle multiple tasks simultaneously.--Organized and highly detailed.--Strong time management skills will working independently to achieve sales goals outlined by management.--Must be comfortable working in a team selling environment in support of closing business. --Willingness to work within deadlines.--Ability to travel extensively and manage time well. Traveling to visit clients/customers for sales calls, lunch & learns, meet and greets, etc.--A typical month would have (10-12) overnight/out of town stays with an expected result of 20 client/customer visits resulting in (2) inquiries per week. --Use of basic computer tools and software (Microsoft Word, Excel, PowerPoint and email)--Utilize the Salesforce CRM for all reporting and strategic planning.Other Qualifications:--To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.--The requirements listed above 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.

Keywords: Novum Structures, Baltimore , Regional Sales Manager - Architectural Products, Executive , Baltimore, Maryland