Construction Specialties

Technical Sales Manager

US-NJ-Lebanon
# Positions
1

Overview (Text Only)

The Technical Sales Manager is the product expert, coach and strategist connecting the SBU to its markets through sales representatives. This position requires close interaction with marketing communications, customers, influencers and the representative (sales) network to make it easier for sales representatives to sell. Duties include converting knowledge gained from research, training and relationships into positioning for products in our markets. Success is measured through generation of exceptional bookings volumes, profitability and market share metrics in each territory.

Responsibilities (Text Only)

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below 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, including but not necessarily limited to the following:
- Collaborates with representatives to implement SBU product marketing strategies and develop mutual action plans for individual territories.
- Considers marketing mix elements price, product, distribution, promotion and relationships to contribute to the development and execution of strategies for broad and specific markets.
- Serves as the subject matter expert for not only Construction Specialties’ products, services and strategies, but also those of competitors to attract new and retain existing customers.
- Collaborates with internal teams to overcome obstacles with key projects, customers and accounts to assist representatives in closing business.
- Coaches and collaborates with representatives on selling and pricing strategies that yield superior profitability and customer experience while delivering maximum potential volume from target jobs.
- Depending on SBU structure, may be required to answer inquiries from customers, sales reps and architects concerning price, application of products, technical product information and commissions/overages. Provides guidance and assistance to customers and sales reps in oral or written form.
- When sales support cannot get resolution, handles customer/sales rep complaints and problems with accounts and products as they relate to pre-sales issues, and tries to resolve them as quickly and efficiently as possible. Includes record research, investigation, policy interpretation and adjustment or correction.
- Contributes to the planning and implementation of sales enablement tools and marketing communications programs that align with customer buying processes and deliver value to both customers and the representatives.
- Travels as necessary to representative territories to coach and educate representatives, assist in the delivery of presentations, help develop key relationships and collect market intelligence.
- Provides feedback to Product Marketing on the effectiveness of strategies and tools. If improvement is needed, contributes to solutions.
- Provides product expertise and contributes to strategic direction, through the Product Marketing, to set and execute effective marketing communications goals and objectives.
- Provides market insights such as customer need and pain point identification to assist strategic marketers and product managers in identification of opportunities for future products, services and markets that align with CS’ mission, vision and values.
- Provides market insight on improvements or discontinuations to the existing product mix.
- Participates in and represents CS at industry conferences, trade shows, industry association chapter meetings and seminars to develop relationships with customers, thought leaders and influencers to keep abreast of market trends and customer pain points.
- Connects with representatives and customers through two-way communications to obtain market intelligence on project and quote statuses that result in a deeper understanding of what is working, what is not working and why.
- Maintains regular contact with representatives and customers to achieve the end goal of obtaining specifications, appointments, quote opportunities and closing work.
- Solicits feedback on recurring problems and objections from representatives and customers. Shares feedback and suggestions for improvement with product marketing team for consideration in future product marketing or marketing communications strategies.
- Consistently inputs and maintains quality information on representatives, customers and projects into the CRM system.
- Uses knowledge gained through communications with representatives as well as provided market analysis tools to provide accurate and up-to-date forecasting and contribute input to budget goal planning efforts for assigned regions.

Qualifications (Text Only)

(Minimum Education and/or Experience required)
- Bachelor’s degree or equivalent plus three to five years related experience and/or training, or equivalent combination of education and experience.
- Must be able to create and maintain CRM forecasting, follow-up and custom reports
- Construction industry knowledge a plus, but not required
- Excellent communication skills both written and oral
- Must be very organized and have a desire and ability to organize/lead others.
- Problem solving skills
- Ability to negotiate contracts
- Ability to work with others and on a team
- Motivates, coaches and educates served representatives to attain SBU budgets
- Ability to read architectural blueprints.
- Knowledge of estimating procedures, pricing and discounting.
- Knowledge of sales procedures.

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