National Accounts Manager (REMOTE - Midwest region) - ( 240008U )DescriptionCONSTRUCTION SPECIALTIES, INC.Founded in 1948, Construction Specialties (CS) is a specialty building products manufacturer. CS provides solutions to building challenges that architects, designers, building owners, facility managers, and contractors face every day. Since inventing the first extruded louver, CS has become a global leader in all our product categories. Our products are a part of some of the most iconic buildings around the world–from the world’s tallest tower, Burj Khalifa in Dubai, to the Oculus at the World Trade Center Transit Hub in Manhattan. If you want to work in an inspiring atmosphere and collaborate with customers and colleagues to solve challenges, we're the right place for you. CS: People. Buildings. Better.Equal opportunity is not only the law but is the basis of how we ensure that our workplace fosters an environment of fairness, equality, and respect. It is the policy of Construction Specialties to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by applicable federal, state or local law.The Position:Construction Specialties has a great opportunity for a dynamic, experienced, and consultative National Account Sales Manager within the National Accounts Sales Channel. The National Account Sales Manager will expand Construction Specialties’ portfolio of products within the retail industry, including influencing and managing relationships with existing and new retail specifiers, corporate decision makers, and other types of A&D groups or firms . The position will work cross-functionally with Operations, Marketing, Architectural Sales, Regional Sales Managers, and Product teams to achieve revenue growth. You will have a working knowledge of industry trends and issues impacting the retail market.Where you will be located:This position is remote, and candidates should be within 1 hour of a major airport within the Midwest Region. The position requires 50% or more travel.Midwest Region States:North & South Dakota, Nebraska, Minnesota, Iowa, Wisconsin, Illinois, Michigan, Ohio, Indiana, Kentucky, and including Canada - Manitoba and OntarioWhat you will be doing:To perform this job successfully, you must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions, including but not necessarily limited to the following:
Responsible for identifying and growing sales opportunities within existing and new national accounts in the Midwest region.
Track design choices on all national account projects to sell as many “basis of design (BOD)” CS solutions on every national program; strive to achieve 2 or more solutions and product mix per opportunity.
Foster and build relationships with leading A&D firms and end-users to promote CS’s product portfolio in order to capture specifications and projects.
Cultivate profitable strategic relationships with key end-user decision-makers (Director or VP level) within the headquarters of multi-location companies.
Leverages competitive selling advantages (CS strengths vs competitive weaknesses) throughout the selling process.
Determine customer engagement strategy and develop national account customer sales initiatives to penetrate existing and new national accounts to achieve sales targets at optimal profit margins.
Work with Operations and Sales Director to prepare, present and negotiate national contracts (RFPs) with national accounts.
Forecast monthly and yearly national account opportunity projections.
Collect and share market and business insight on competitors, trends, product opportunities and other strategic information that will help meet business goals and delivers observations to Market Research, New Product Delivery, Marketing and Sales Operations.
Utilize CRM (Salesforce), ConstructConnect, Market Leader and other data analytic sources to identify, qualify, and convert new sales opportunities.
Consistently use Salesforce (CRM) to capture and track all project activities.
Track a minimum of 30 opportunities and that can be influenced in the design stages within the next 12 months.
Partner with Operations to handle disputes/conflicts from customers, general contractors, and national account contacts within the region.
Prepares and submits periodic reports on measurements of activities, sales volume, expenses, etc., to the Sales Director, National Accounts.
50% travel as required to maintain effectiveness. Ensure travel plans in order to be most cost effective for the company.
Performs other related duties as required.
QualificationsKNOWLEDGE/ SKILLS/ EXPERIENCE/ EDUCATION: (Minimum Education and/or Experience required)
Bachelor’s degree, preferred.
Minimum 7 years of consultative specification sales experience.
Ability and experience selling commercial interior and exterior building products. Knowledge in the construction industry and retail-segment markets a plus.
Knowledge of and demonstrated success selling to national end-user/ builders/architects/designers preferred.
Experience with client prospecting, forecasting, and business development.
Ability to communicate orally and in writing within all levels of internal and external customers.
Ability to work from a home office with ready access to a major airport.
Attend and represent CS National Accounts at Trade Shows.
Demonstrate ability to establish and maintain strategic customer relationships.
Intimate understanding of project delivery process within the building products and construction industries.
SUPERVISORY RESPONSIBILITIES:nonePrimary Location : US-WI-West Allis: SalesTravel : Yes, 50 % of the TimeEmployee Type: : Full-Time RegularReq ID: 240008U