Technical Sales Manager
4 weeks ago
Responsible for providing technical support to field sales as directed by management; working closely with external customers and partners, and internally with sales and product engineering teams to develop and maintain relationships with customers; calling on engineers, architects, contractors, builders, government agencies, etc. to ensure all products are in every applicable section of their master specifications by developing long-term relationships with key account decision makers; delivering professional product presentations, specification review and revision services and technical sales assistance as needed; soliciting new customers to increase demand for products; working with cross-functional teams in the revision of existing product specifications and assisting with the development of new product specifications; carrying out targeted sales objectives; calling on local and state code officials to ensure accurate code interpretation and proper installation of our products; maintaining monthly reports and forecasts; tracking expenses and updating CRM and specification database.
**JOB DESCRIPTION DETAILS**
**Sales and Initiatives**
* Executes sales and account strategies as directed by management, in accordance with corporate goals; helps to develop plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
* Works closely with external customers and partners, and internally with sales, and product engineering teams to develop and maintain technical relationships with customers; understands customers product strategy, requirements, and constraints; matches products and solutions to customers needs; resolves technical questions and issues.
* Calls on engineers, architects, contractors, builders, government agencies, educational institutes, and industrial and manufacturing accounts to ensure products are in all sections of their specifications; the goal is to have all products listed in their master specifications.
* Provides technical sales assistance to assigned Regional Manager, District Manager, Industrial Sales, Radiant Specialists, National Accounts, Technical Marketing, etc. in order to review and develop engineering/product guide specifications as needed or requested.
* Works with cross-functional teams in the revision of existing specifications and assists with the development of new specifications; identifies and targets industry specific requirements; reviews and recommends appropriate changes to engineering specifications to accommodate Viega products for specific projects and ultimately gain master specification approval.
* Develops long-term relationships with key account decision makers; develops a complete understanding of the organizations structure and key buying influences of assigned account.
* Delivers professional technical presentations, utilizing product samples and PowerPoint slides, to various individuals, including but not limited to cross-functional teams, architects, wholesale distributors, builders, developers, facility engineers, plant managers, code officials, educators, contractors, etc. in order to advance market growth and product development.
* Increases demand for companys products by soliciting new customer/contractor calls; maintains a cycle of regularly scheduled calls and visits to customers and reps; visits plants and facilities to obtain contact information for scheduling future appointments; grows customer/contractor database for specific territory.
* Travels to various locations to provide ongoing training and support as requested or needed.
* Receives and follows-up on various leads from trade shows or other sources; prospects, identifies and prioritizes in order to make contact, answer questions and provide requested information.
* Provides support to cross-functional teams as needed to ensure client deliveries are executed as agreed.
**Code Enforcement**
* Contacts local code officials to obtain acceptance of existing and new products.
* Works with local inspectors to resolve installation questions and issues.
**Reporting**
* Maintains monthly sales reports and business metrics; identifies business opportunities; reports on trends and new products.
* Provides weekly reporting and updates to management, both ongoing and as requested.
* Prepares reports daily/weekly/monthly for management regarding field activity, sales, competitors and forecasts.
* Tracks travel and incidental expenses; prepares expense reports; ensures expenses are within budget parameters.
* Maintains and updates CRM and engineering guide specification database.
* Maintains, updates, and utilizes CRM/SAP Mobile Sales daily activity calendars to track information, including but not limited to documenting sales calls, linking customers, ranking contractors and keeping calendars up-to-date.
**Other**
* Attends meetings as required or assigned.
* Participates in local societies, including but not limited to ASPE, MCA, ASHRAE, etc. to promote an understanding of products and technologies.
* Performs other duties as required or assigned.
**Travel**
* May be required to travel up to 40% of the time.
* Equipment
* Only use equipment that is in good repair
* Report any equipment hazards immediately to your manager
**REQUIRED QUALIFICATIONS**
**Knowledge, Skills and Abilities**
* Knowledge of computer programs, including but not limited to Microsoft Word, Excel and Outlook, PowerPoint, SAP and CRM
* Knowledge of codes and standards
* Knowledge of specifications and how they are developed and utilized within assigned industries
* Knowledge of piping industry
* Excellent written and verbal communication skills
* Good listening skills
* Strong interpersonal and customer service skills
* Strong organizational skills
* Strong relationship building and strategic selling skills
* Demonstrated and proven selling ability
* Ability to interpret and forecast changes in customers buying patterns and product requirements
* Ability to function autonomously or as a team player
* Ability to identify market dynamics and quickly define and implement well-devised competitive practices campaign
* Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, area and volume.
* Ability to be self-motivated
* Ability to give presentations in front of various groups
* Ability to communicate with all levels of the organization
* Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude with those you interact with; always going above and beyond to help others out, regardless of their position or department.
* Ability to adhere to the highest standards of quality while continually performing at the highest possible level.
**Education, Certification/License & Work Experience**
* High School Diploma or equivalent
AND
* 5-7 years of industry related sales experience
* College Degree preferred
* Drivers License required
**Your contact person:**
Sandra Brady - SANDY.BRADY@VIEGA.US
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