Regional Sales Manager - Architectural Products
Company: Novum Structures
Location: Baltimore
Posted on: February 25, 2021
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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
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