Architectural Specifications Sales Consultant
Full Time
Saint Paul, MN
Posted
Job description
AETNA BUILDING SOLUTIONS
JOB DESCRIPTION
Position: Architectural Specifications Sales Consultant
Reports To: Director-Sales & Marketing
Compensation: Salary
Hours: Monday – Friday, hours as needed to achieve objectives
Salary Status: Exempt
Qualifications:
- Prefer minimum 3 years experience as Architectiral Specifications Consultant or Architectural Sales Representative
- Demonstrated ability to create demand through specification generation to deliver sales goals
- Experience with decorative surfaces: HPL, Solid Surfaces, Quartz Engineered Surfaces, Granite
- Willing to become an active contributor to a team environment; working with many departments
- Excellent verbal and written communication skills
- Highly self-motivated, organized and disciplined
- Ability to handle multiple tasks
- Excellent follow up skills
- College degree or relevant and solid work history
- Computer literate and willing to learn company systems
Description of duties:
Primary focus on the demand-creation activities required to generate product and company awareness and create product specifications for key decorative surfaces product portfolio.
Activities generally focused within the following market segments: Healthcare, Education, Foodservice, Retail, Hospitality, Corporate, Government, Multi-Family, and Kitchen & Bath.
Primary engagement with Architects, Designers, Specification Writers, Kitchen & Bath Dealers, Facility Managers, Owners, General Contractors and various other non-buying influencers.
Primary responsibilities include, but are not limited to:
- Submit a weekly itinerary in accordance with company protocols
- Plan and excecute effective specification sales strategies to maintain and grow business for Aetna Building Solutions
- Create a viable target account list to include priorities and goals, as directed by management
- Create an evergreen prospect list that is utilized for weekly call planning
- Build relationships with target architecture and design accounts within the specified commercial market segments and kitchen and bath dealers in the residential segment. This will be accomplished through demand creation activites including: professional engagement, product knowledge presentations, library updates, lunch & learns, project tracking and other events
- Provide the target audience with specification documents, budgetary pricing, samples, literature and related marketing collateral to generate and secure product specifications
- Create and maintain Aetna CRM database records including customer contact information, materials (i.e.: wallboards, binders, sample chains, etc.) and account interactions (i.e.: call reports, etc.) as required
- Create and maintain Wilsonart FUSION database records as required by Wilsonart Asscociate Spec Rep program
- Achieve a satisfactory performance rating and maintain the rating in good-standing based on criteria established by the Wilsonart Scorecard in place for the Wilsonart Associate Spec Rep program
- Schedule and facilitate presentations with supplier factory personnel as appropriate
- Visit fabricators and jobsites as required to provide product support and/or technical expertise to facilitate communication and collaboration to create and/or hold specifications and deliver sales
- Actively participate in local trade associations, professional organizations and industry shows/events (i.e.: AIA, ASHE, IIDA, USGBC, etc.)
- Document, track and follow through all known product specifications from initial spec to order fulfillment
- Complete all records and related paperwork associated with the position in a timely and accurate manner
- Complete all programs within required timelines, as assigned by management (Examples may include target programs, teritory management, new product blitzing, etc.)
- Plan and execute promotional programs within agreed upon budgets (i.e.: product launches, mail campaigns, trade shows, open houses, etc.)
- Monitor and provide relevant reports and information regarding market segments and competitors on an on-going basis
- Participate in training and continuing education (i.e.: FSC, LEED) to enhance skills set and attain certifications as appropriate (i.e.: ASHE Healthcare Construction, CSI, USGBC/LEED-Green Associate)
- Participate in local/national trade shows, industry associations and professional workshops/seminars
- Willingness to travel overnight, as needed, to manage the assigned territory
Allocation of Time:
Commercial: Architectural & Design 80%
Residential: Kitchen & Bath Dealers 15%
Other 5%
Position Summary:
The Architectural Specifications Sales Consultant role drives relationship building and demand-creation across targeted non-buying influencers. The effectiveness of the Architectural Specifications Sales Consultant role is realized when experience, professionalism, preparation and resolve to generate specifications and deliver sales support the maniachal pursuit of customer satifaction and new business development. Succeeding as an ArchitecturaL Specifications Sales Consultant requires the disciplined focus on planning and execution in accordance with company policies that deliver sustainable specifications and fosters the exceptional customer experience.
Departments or persons the position interfaces with:
External: Architectural, Design, Engineering, Facilities Management, Infection Control, Residential Kitchen & Bath Showrooms, Millworkers, Fabricators, General Contractors
Internal: Management, Product Management, Outside Sales, Inside Sales, Customer Service, Credit, Warehouse
All assignments listed above as well as additions or deletions deemed necessary, must be managed and performed within the guidelines set forth by management.
Date: 12/2022
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