Construction Specialties

Assistant Regional Sales Manager (IWP)

US-PA-Hughesville
# Positions
1
Type
Regular Full-Time

Overview

This position supports our Interior Wall Protection (IWP) Business Unit.  Actively follows on quotations with each Sales Rep. Actively pursues closings & profit through accuracy & working within guidelines. Coordinates with Regional Sales Support Assistants in providing sales order analysis. Assists Reg. Sales Manager with pre-sales activities to ensure maximum sales/profits. Works closely with Estimators to coordinate job bidding within territory. Assists in supervisor responsibilities in the absence of or as requested by the Regional Sales Manager.

Responsibilities

- Follows on quotations with each representative to ascertain competitive information by area, to motivate the representative to follow and to determine sales volume for the month in order to meet a pre-set budget. Maintains reports showing closing ratio of quotations versus orders.
- Works within policies, procedures and guidelines under the direction of the operation's Regional Sales Manager. Carries out assigned representative management and facilitation. Responsible to ensure budget is met for assigned region.  Monitors and analyzes monthly sales data and reports to Regional Sales Manager.
- May be required to travel into territory to confer with and make presentations to sales reps, customers and architects. May participate in trade shows and assists in set‑up/tear down of displays. 
- Trains and familiarizes new sales representatives with organization policies, practices, products and services. Implements sales plans and special promotions in the achievement of sales goals and counsels sales reps regarding their follow‑up in the field. 
- Works in conjunction with the Regional Sales Manager towards the common goal of attaining assigned budget.
- Answers 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 a Regional Sales Assistant cannot get resolution, handles customer/sales rep complaints and problems with accounts and products as they relate to pre-sales, and tries to resolve them as quickly and efficiently as possible. Includes record research, investigation, policy interpretation and adjustment or correction.
- Contacts representatives regarding unusual terminology, policy departure, priority, cancellations, etc.
- Assists Regional Sales Manager with the preparation of sales quotas and budgets.
- Participates in Sales Department meetings as needed to keep informed on procedures, offer constructive recommendations to resolve problems, assist with general administration and assist with originating and formulating sales policies, advertising programs and incentives, marketing plans, sales objectives and quotas.
- Works very closely with Estimators in establishing competitive pricing, keeping them apprised of market climate. Has input in performance reviews. 
- Ensures conformance to all aspects of the ISO 14001 standard and Construction Specialties’ Environmental Management System (EMS), including its environmental policy while performing job functions that may have a significant impact on the environment.

Qualifications

- Associates degree (A.A.) plus 2-3 yrs related experience, or equivalent combination.
- Knowledge of sales procedures.
- Ability to negotiate contracts. 
- Knowledge of estimating procedures, pricing & discounting.
- Knowledge of architectural market & how to work with contractors.  Coordination methods.
- Ability to read architectural blueprints. 
- High self-confidence & "can do" attitude.
- Excellent customer relation skills & professional manner. 
- Well-developed sales & presentation skills.
- Demonstrated ability to lead & motivate others. 
- Strong computer literacy. 
 
 
 

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