Definition:

Develops new architectural products business through prospecting, networking, cold calling and servicing existing accounts. Spend the majority of time, calling on the Architectural & Design Community, the General Contracting Industry and Project Management Firms, along with partnering with the Red Thread Internal Sales Team in the pursuit of generating business. The balance of time will be working with the Architectural Products Team strategizing on team initiatives with a goal of meeting and often exceeding team sales and profit goals.

Job Functions:

• Coordinates with VP of Architectural Products in developing sales and profitability targets for each fiscal year.
• Engages in sales opportunities with existing Red Thread Accounts as well as prospecting for new opportunities in the marketplace through referrals, networking, associations, business journals, web sites, etc.
• Researches and investigates all prospects’ product, industry, structure, and potential as future client in order to qualify lead and develop an effective call or first contact strategy and sales plan
• Develop, administer and adjust content of sales presentations in accordance with prepared sales plan
• Executes call or first contact strategy and establishes rapport or follow-up with prospects; schedules consultative meetings and presentations to obtain future business
• Obtain new product orders by servicing existing accounts through continuous needs analysis and follow-up.
• Facilitates an advanced solution discussion with existing and new accounts linking all of Red Threads’ furniture and integrated interiors solutions
• Educates A&D Firms, engineering firms, construction companies, project management firms as well as Red Thread customer base on new ways of using Architectural Products portfolio.
• Works closely with Red Thread construction manager during sales cycle and execution cycle of architectural products project and seeing it through to a successful conclusion.
• Fulfills order cycle within established departmental procedures.
• Represents and conducts self in a manner consistent with corporate values and culture.
• Prepare quotations and RFPs for the client’s review:
• Develop and enter a budget, create pricing, determine profit margin, and align internal resources (project management, design, account management, and other OE services) for execution of sale. Outlining product specifications, customer pricing, delivery and installation timeframes, as well as the team’s and company’s capabilities by identifying the customers’ needs, budgets and timeframes.
• Forward client approved quotes to Sales Support for order entry and order maintenance, per Red Thread guidelines.
• Ensure smooth installation by preparing instructions for delivery and installations, monitoring the preparation plans for installation, coordinating with Sales Support, Project Manager, and Logistics and attending installation if required.
• Ensure punch list is completed by following up with Project Manager and Lead Installer on post-installation audit to ensure all items are ordered, installed and repaired.
• Comply with corporate Credit and Collections’ policy and procedures by obtaining credit information, providing the customer with credit application and following up with the client to ensure application is completed accurately and returned; review terms and conditions with the customer and receives authorizing signature. Secures the customers’ deposit and review the customers’ purchase orders and purchasing policies to remove any payment obstacle(s).
• Collect delinquent funds by serving as a liaison between the customer and Credit and Collections to resolve price discrepancies, damage and authorization issues. Resolve credit holds by communicating the clients’ needs regarding payment and financing with Credit and Collections.
• Maintain professional and technical knowledge by attending company and vendor sponsored educational and product workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
• Keep management informed by submitting planning reports and project updates.
• Monitor competition by gathering current marketplace information on pricing, products, new products and delivery schedules. Recommend to Sales Manager improvements in products, services, and methods by evaluating results and competitive developments.
• Contribute to team effort by supporting related goals.
• Performs special projects as assigned.

Qualifications:

Knowledge and Skills:

• Construction and facilities experience and business knowledge preferred
• Advanced sales skills: self-motivated and persistent
• Knowledge of architectural products portfolio and how it integrates into the construction process.
• Strong financial skills, understanding of lifecycle costing.
• PC Skills: Microsoft Windows including Word, Excel, PowerPoint and CRM database experience
• Understanding of Hedberg /completion of Hedberg training
• Strong oral, presentation, written & interpersonal skills. Ability to work well as part of a team.
• Self-directed; takes initiative; resourceful; good problem solving ability and follow through
• Clear and professional communication skills, including verbal, written and listening skills
• Detail oriented with strong organizational and scheduling skills
• Strong analytical and problem solving skills
• Works well in a multi-task organization
• Diplomatic, polished professional appearance
• Is goal-oriented and motivated to succeed
• Demonstrates enthusiasm and optimism
• Ability to interact with multiple disciplines within an account/project, including executive level, facilities and the project team.
• Fluent in workplace performance concepts/conversation.
• Working knowledge of construction/electrical/technology fields.
• Strong presentation skills.
• Ability to work within a team environment.

Level of Education/Training/License:

• BA/BS degree preferred

Experience:

• Three+ years sales experience in a construction or furniture environment with measurable success, preferably with business-to-business exposure.