Architectural Product Sales Representative [Central/North NJ Territory]
Company: The High Companies
Posted on: January 9, 2019
Expiration Date: December 9, 2018 Do you believe companies should have their sights set on something other than short term results? If this sounds like you, we invite you to check out The High Concrete website. Here we are committed to innovation, industry leadership, environmental stewardship, and helping meet the needs of our community. At High, you'll find a comprehensive Green Initiative and generous volunteer culture. High Concrete is one of the eleven lines of business of the High Companies. We are hiring a Architectural Product Sales Representative to join the High Concrete Group team! The Architectural Product Sales Representative will handle work acquisition, primary focus on our Architectural Products line, within assigned territories and to assist in other areas where required. In this role, you will build relationships in a customer-centric by understanding exactly what the customer wants and creating solutions to ensure a smooth sales process. You will also generate new leads through business media, company resources, various programs, systems, referrals and networking. Responsibilities:* Work Acquisition: Responsible for sales work acquisition in specific territories. Sales volume by dollar and margin quotas. Meet contract sales goals for the year at prices and margins established by management.* Customer Orientation: Business strategy that focuses on helping the customer meet their long-term, and sometimes changing needs.* Customer Engagement: Engage customers and maintain relationships with new and existing customers and contacts: customers, developers, construction managers, general contractors, architects, engineers, subcontractors, vendors, trade associations, etc.* CRM System: Enter, update and maintain all communications and project data for all projects in assigned territory; all projects that include products we offer whether we decide to bid or not. Record all actions, status, updates, price changes, schedule changes, etc. Required to enter and maintain all Contact information in the CRM system, relative to their territory and Customer database.* Proposal of Sale (Hard Bid): Prepare and send Proposals of Sale to Customers. Maintain record and files in network database. Proposals include certain criteria Sales Representative is liable for, based upon successful preparation and collaboration with/from supporting departments, coworkers and management stage gate approval:* Price & Margin* Schedule* Scope of Work* Specific Qualifications and Exclusions* Company terms and conditions * Hard Bid Selection: In accordance with Stage Gate processes, provide strategy and value to select an RFP for hard bid estimate to VP of Sales for final determination of bid / no bid.* Estimate of Cost: Provide all relevant bid documents to the Estimating department for a hard estimate of cost. Review, collaborate and finalize estimate with Estimating Department. Obtain Price and margin approval from VP of Sales.* Customer Interface during Hard Bid/Estimate: Acts as the main point of contact with Customer during bid and estimating period. Sales representative is responsible to obtain all documents, information, updates, schedule, addenda, bid forms, etc. and relay to Estimating Department. Responsible to obtain all information for bid and cost estimates in a timely manner.* Bid Forms: If Bid Form in Customer format required, responsible for execution and submission. Sales/Estimating Administrator will assist. If Bid Bond required, Sales Representative is responsible to acquire and obtain, Sales/Estimating Administrator will assist.* Pre-Bid Meetings & Site Visits: Attend mandatory meetings and site visits.* Project Site Logistics: Obtain and understand all site logistics and requirements for Hard Bid Proposals, and relay all pertinent information to Estimating Department.* Budgets: Provide Rough Order of Magnitude Budget pricing for Customers. Sales Representative is responsible for take-off, budget estimate, margin and pricing. Review and Approval by VP of Sales prior to any submission to Customer.* Product Knowledge: Understand and have general knowledge of all products, goods and services offered by Company. Training will be provided. Sales Rep. must have ability to translate technical jargon for the average Customer or Contact.* Contract of Sale: Responsible for Stage Gate approvals for job booking, Customer Authorizations to proceed, and Contract of Sale. Sales Rep must obtain all required Contract Documents. Sales Rep is responsible for entire Contract Scope of Work verification. Sales Rep must have general understanding of Company terms and conditions and risk assessments and have ability to communicate same to Customers in a general sense. Negotiation, agreement and finalization of Contract terms and conditions will be conducted and supported by Management.* Samples: Submit sample requests and/or samples and assist in obtaining approvals for sold projects. Sales Rep is responsible to procure samples upon request of Customers or Designers for any potential project.* Customer De-Scope Meetings: Attend and make all company representations to and for Customer at Pre and Post Award De-Scope Meetings.* Turn Over Meetings:* Internal: Schedule and coordinate internal Project Turn Over Meeting with Project Management. Sales Rep is responsible to provide detailed project review to Project Team and departments.* External: Attend Customer kick off turn over meeting with Project Management. * Mock Up Review: Attend Mock Up reviews at our manufacturing facility, or on occasion project job site, in presence of Customers, Designers and other visitors. Mock up scheduled by Project Management.* Lunch & Learns / Seminars: Provide lunch & learns to Customers, Designers and Engineers. Attend and present at company sponsored seminars.* Marketing-Business Development for Architectural Products Line: Provide support to Marketing department as required for brand awareness and developing relations with the A/E/C community.* Trade Industry Associations & Representation: Provide support as needed for Company endeavors and initiatives with Trade Associations.* Promotional Activities: Provide support as needed for Internal and External Marketing promotional activities.* Sales Meetings: Attend weekly Sales Meetings and provide detailed, up to date information and reporting on all bids, proposals, closings, high prospects and other activities within territory. Attend other meetings as necessary or requested.* Prospects: Analyze, assess and report all high prospects.* Credit Risk: Obtain a completed credit application when required.* Master Schedule / Bid Project Schedule Commitments: Pertaining to Bids and Prospects: Obtain required delivery dates from Customer and keep production and engineering departments apprised of any changes of/for delivery commitment. Keep apprised of our Master Schedule and available start dates for Engineering and Production.* Customer or General Inquiry Response:* Respond to all inquiries in a timely manner.* Develop and maintain a good rapport with each in an effort to obtain future business.* Promptly following up all leads * Fiscal Responsibility: Maintain expenses within yearly budget and reports.* New Lead Development: Develop new business through contacts with architects, structural engineers, general contractors, developers, owners, etc. Provide customer service by follow-up of all sales leads, which includes, but is not limited to:* Call on architects, engineers, owners/developers, and general contractors within territory on a regular basis.* Report and record all activities* Keep current on all pending jobs within territory by following newspaper articles, Chamber of Commerce development groups, real estate sales office, financial Daily Skills:* Assist on plant tours for Customers, Architects, Owners, Engineers, and other visitors on demand.* Represent company at meetings and seminars as required.* Cooperate with other departments as required.* Submit new product ideas, marketing suggestions and information relative to competition.* Be committed to the Improvement Process and be a role model.* Perform other job duties and assignments as required within scope of job responsibilities. Important Areas of Expertise:* Associates or Bachelor's Degree in Architecture, Engineering, Construction related field or related practical experience.* 3+ years of marketing or sales experience development experience in Architecture, building construction or related products, goods and services* Software skills and knowledge preferred: MS Office (Word, Excel, PowerPoint), SalesForce or CRM experience* Experience in the precast/pre-stressed industry or Design or Building Envelope / facade products and or design/consulting. Building construction industry knowledge with depth of knowledge specifically on specification process, specific verticals that drive business results preferred. * Exceptional communication skills, strong interpersonal relationship abilities. Working for The High Companies: High Concrete Group LLC combines innovation, proven technology, more than three-quarters of a century's experience as a precast company, and nearly 50 years as a precaster.* Tuition Assistance with 100 percent reimbursement for approved courses and degree programs which are job related and approved in advance by your supervisor* Employee Assistance Program provides professional, confidential assistance for any type of personal issue you or your eligible dependents are experiencing* High Family Foundation Scholarship is awarded annually to the children of High co-workers working at least 1,000 hours per year and employed for at least two years. Recipients are awarded $4,000 for each year they are enrolled in a two- or four-year accredited degree program* Good Measure Award is presented periodically to an individual or team from each of the High companies who exemplifies The High Philosophy and who has gone above and beyond normal job responsibilities to provide "Good Measure"* Excellent benefits including medical, dental and vision available for full-time coworkers. Vacation is offered to regular full-time coworkers and is earned annually on your anniversary date. You may carry over a portion of your hours into the next anniversary year* 401(k) Retirement Plan with a company match Important Details:* Application deadline is December 9, 2018* This position reports to the The Vice President of Sales* This position covers the Central to North Jersey Area* You will have a combination of in office (estimated up to one time per week in Lancaster, PA), telecommuting and travel to field location sites for customer meetings* Limited overnight travel to trade shows, conferences and in the field (customer, job site and plant visits)* When visiting the plant or construction sites, you may need to wear PPE's or dress appropriately to protect you from exposure to chemicals, noise, dust, and temperature changes* You may be asked to participate in a case study or take an assessment* Applications via email will not be reviewed. Please apply online via the careers website
Keywords: The High Companies, Lancaster , Architectural Product Sales Representative [Central/North NJ Territory], Sales , Lancaster, Pennsylvania
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