Technical Sales Manager

Job-ID: 16683; Location(s): Field  JOB DESCRIPTION SUMMARY Responsible for providing technical support to field sales as directed by management; working closely with T20 Contractors and Key Engineering accounts, and internally with sales and product engineering teams to develop and maintain relationships with customers; calling on engineers, architects, contractors, builders, government agencies, etc. to ensure all products are in every applicable section of their master specifications by developing long-term relationships with key account decision makers; delivering professional product presentations, specification review and revision services and technical sales assistance as needed; soliciting new customers to increase demand for products; working with cross-functional teams in the revision of existing product specifications and assisting with the development of new product specifications; carrying out targeted sales objectives; calling on local and state code officials to ensure accurate code interpretation and proper installation of our products; maintaining monthly reports and forecasts; tracking expenses and updating CRM and specification database. JOB DESCRIPTION DETAILS Sales and Initiatives Executes sales and account strategies as directed by management, in accordance with corporate goals; helps to develop plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty. Works closely with external customers and partners, and internally with sales, and product engineering teams to develop and maintain technical relationships with customers; understands customer’s product strategy, requirements, and constraints; matches products and solutions to customer’s needs; resolves technical questions and issues. Calls on engineers, architects, contractors, builders, government agencies, educational institutes, and industrial and manufacturing accounts to ensure products are in all sections of their specifications; the goal is to have all products listed in their master specifications. Provides technical sales assistance to assigned Regional Sales Manager, District Sales Manager, Industrial Development Manager, Technical Marketing, etc. in order to review and develop engineering/product guide specifications as needed or requested. Works with cross-functional teams in the revision of existing specifications and assists with the development of new specifications; identifies and targets industry specific requirements; reviews and recommends appropriate changes to engineering specifications to accommodate Viega products for specific projects and ultimately gain master specification approval. Develops long-term relationships with key account decision makers; develops a complete understanding of the organization’s structure and key buying influences of assigned account. Delivers professional technical presentations, utilizing product samples and PowerPoint slides, to various individuals, including but not limited to cross-functional teams, architects, wholesaledistributors, builders, developers, facility engineers, plant managers, code officials, educators, contractors, etc. in order to advance market growth and product development. Increases demand for company’s products by soliciting new customer/contractor calls; maintains a cycle of regularly scheduled calls and visits to customers and reps; visits plants and facilities to obtain contact information for scheduling future appointments; grows customer/contractor database for specific territory. Travels to various locations to provide ongoing training and support as requested or needed. Receives and follows-up on various leads from trade shows or other sources; prospects, identifies and prioritizes in order to make contact, answer questions and provide requested information. Provides support to cross-functional teams as needed to ensure client deliveries are executed as agreed. Code Enforcement Support Code Enforcement as needed Reporting Maintains monthly sales reports and business metrics;identifies business opportunities; reports on trends and new products. Provides weekly reporting and updates to management, both ongoing and as requested. Prepares reports daily/weekly/monthly for management regarding field activity, sales, competitors and forecasts. Tracks travel and incidental expenses; prepares expense reports; ensures expenses are within budget parameters. Maintains and updates CRM and engineering guide specification database.  Maintains, updates, and utilizes CRM/SAP Mobile Sales daily activity calendars to track information, including but not limited to documenting sales calls, linking customers, ranking contractors and keeping calendars up-to-date. Other  Attends meetings as required or assigned. Participates in local societies, including but not limited to ASPE, MCA, ASHRAE, etc. to promote an understanding of products and technologies. Performs other duties as required or assigned. Special Job Dimensions Will be required to travel up to 50% of the time. Must be bi-lingual, French and English REQUIRED QUALIFICATIONS  Knowledge of computer programs, including but not limited to Microsoft Word, Excel and Outlook, PowerPoint, SAP and CRM Knowledge of codes and standards Knowledge of specifications and how they are developed and utilized within assigned industries  Knowledge of piping industry Excellent written and verbal communication skills Good listening skills Strong interpersonal and customer service skills Strong organizational skills Strong relationship building and strategic selling skills Demonstrated and proven selling ability Ability to interpret and forecast changes in customers’ buying patterns and product requirements Ability to function autonomously or as a team player  Ability to identify market dynamics and quickly define and implement well-devised competitive practices campaign  Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, area and volume.  Ability to be self-motivated  Ability to give presentations in front of various groups  Ability to communicate with all levels of the organization  Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude with those you interact with; always going above and beyond to help others out, regardless of their position or department.  Ability to adhere to the highest standards of quality while continually performing at the highest possible level. Education, Certification/License & Work Experience High School Diploma or equivalent Engineering Degree preferred 5-7 years of industry related sales experience College Degree or University Degree preferred Driver’s License required. Bilingual – French and English preferred Total Rewards Package: Compensation Base Salary is based on specific compensable factors including, but not limited to education, work experience, and geographic market. Bonus: This role will be eligible for participation in a discretionary annual bonus program, pursuant to which an employee may be awarded a percentage of their salary based on the company’s performance and their own individual performance. Benefits Medical, Dental, Vision Wellness Program Company Paid Benefits (Life, AD&D, Disability) Group RRSP retirement plan with a 7.5% company contribution Time Off Programs Your contact person: Brad Kerwin