Job Details
Regional Sales Manager
Fully Remote MA Description JOB FUNCTION / PURPOSE
This position is accountable for business development and sales quotas to grow revenue in targeted structural concrete markets. The key function is to develop relationships with developers, general contractors, owners and architects to optimize use of precast/pre-stressed in design and to use those relationships to grow the revenue line for the business. This role is 50% technical business development and 50% technical sales closure. Success in the position is building relationships with key players in the region who focus on projects using precast and prestressed concrete and leveraging those relationships to increase company share in the market.
REPORTING STRUCTURE AND KEY RELATIONSHIPS
The position interfaces with various internal/external partners to identify sales opportunities and build relationships.
Reports To: Vice President, Sales & Marketing
Direct Reports: N/A,
Key Internal Partners: Sales and Sales Development, Estimating, Project Development, Engineering, Project Management , Operations, Finance, and Service
Key External Partners: Customers, Owners, Developers, General Contractors, Engineers, Architects, and Government Agencies.
Requirements PRINCIPLE ACTIVITIES / RESPONSIBILITIES
Participate in the development of strategic sales plans to meet/exceed sales revenue and profit targets and all corporate goals.
Target and acquire new projects by building strong relationships with existing and new customers. Pre-sales account identification (targeted clients); with the ability to articulate the value Unistress brings to owners and contractors.
Establish and build a supplier relationship with decision makers with Developers and General Contractors in the region to get in the process early on jobs and be a value add resource to the design team.
Work closely with the project development and estimating team to optimize projects for customers through value engineering to deliver higher profit potentials.
Act as the technical expert in design with strong structural technical capability to lead and review work of the technical sub subcontractors and experts within the discipline.
Assure compliance with company quality assurance processes and procedures and compliance to certifying body requirements.
Promote a safe working culture for all employees; Working with safety and field personnel to minimize risk and increase safety for employees, at all times.
Achieve fiscal plan requirements for revenue and GP$s to align with annual financial plans
Manage documentation in the CRM system (SalesForce.com) to keep status of projects available to leadership for review and evaluation and present status in Sales Meetings.
Work with Company Leadership Team and peers to establish long-range goals, strategies, plans with respect to the engineering function.
Collaborate with peers and reports on best practices and provides the tools and processes to deliver on results.
Performs other duties as assigned.
EDUCATION, EXPERIENCE, AND COMPETENCIES
Bachelor's Degree in Engineering, Architecture or other construction related discipline.
3-7 years of increasing responsibilities in a precast/pre-stressed technical sales role or related type experience.
Experience in developing a strategy for revenue growth and delivering on the strategy
A commitment to quality and innovation. Understand industry standards and push the engineering envelope to drive market and company growth
Experience with Structural projects, Architectural experience a plus.
Familiar with IBC building codes, PCI and ACI design requirements to be able to converse effectively with designers, estimators and project leadership
Day travel is required within New England. Some overnight travel may be required.
Experience with AutoCAD and Revit or other 3D modeling programs would be a plus
Builds trust and respect. Places a high value on collaboration. Is easy to approach and talk to; is empathic and a good listener; relates well to all people throughout the organization. Is viewed as a leader and a team player.
Communicates and acts with honesty and transparency, even in difficult situations. Shares information appropriately. Embraces feedback and listens openly to it, and offers feedback in a constructive and positive manner.
Customer-focused. Is dedicated to meeting and exceeding the expectations of customers to support our goal of being the best pre-caster in the Northeast. Builds relationships with employees, management and customers.
Negotiating. Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; cab be both direct and forceful as well a diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Ability to decide thoughtfully using data-driven decision making skills. Demonstrates data mining capability to create improvement opportunities. Uses proven problem solving methods to engage with peers and their teams to deliver results. Capable of turning data and processes into metrics that appropriately measure the improvement curve.
Action-oriented. Acts with a sense of urgency, and with the end result in mind. Prioritizes workload and projects, and eliminates roadblocks. Uses time effectively.
Takes personal accountability for areas of responsibility. Can be counted on to deliver results that are timely, and meet or exceed expectations.
Communication skills (oral and written). Ability to convey information and ideas in a variety of settings.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. Additional duties and responsibilities may be required of the job holder based upon business needs and at the request of UNISTRESS Corporation management. We are a drug and alcohol free work place.
UNISTRESS participates in the E-Verify Program and is an Affirmative Action / Equal Opportunity Employer.