Technical Sales Representative - Building Envelope Performance

Our client is a building materials company with a specialized focus on the building envelope. They are seeking a dedicated Regional Sales Manager to join their team based in the Greater Toronto Area.

Reporting to the Sales Director, the main purpose of the Regional Sales Manager role is to expand the business and increase regional revenue in the Greater Toronto Area. Primarily, this will be achieved through establishing and securing product specifications with architects and engineers, and the solicitation and subsequent conversion of enquiries with various customer groups (general contractors, subcontractors, and developers).

You will be responsible for creating and building relationships with Architects, Structural Engineers, Developers, General Contractors and specialist Sub-Contractors. You will also be networking with other companies to share leads and offer introductions to key specifiers. Most of your time will be spent on the road visiting with customers in person or in video meetings.

What you should expect:

Responsibility for the full sales process from specification to order placement

Full budget responsibility for the territory

Authority to negotiate within an agreed framework

Providing on-site training and support in the correct installation of company products

Providing regular reporting through verbal communication, monthly reports and use of CRM

Communicating to Senior Management all customer, competitor and project activities in the market

Providing solution selling and technical advice in the specification and use of company products at all levels of the supply chain

Providing an initial commercial and technical review for all enquiries during design and bidding stages and to provide sufficient information to Engineering and Sales Support to generate an appropriate technical proposal and subsequent quote

Using on-line tools to source project / client leads and to follow up on all potential leads

As part of the review process, contacting and visiting consultants to help them develop the structural design to work with the products

Giving technical guidance and assistance to specifiers in the use and specification of the products

Offering lectures, training and workshops, e.g. through advanced seminars for specification and use of company solutions and software to architects and structural engineers in order to secure safe in-house design

Giving general day to day technical advice to customers (by phone, email or face to face)

Winning new specifiers and building up a portfolio of clients and projects

Working with project teams for development and optimisation of products and their application

Supporting the management team in the annual revenue planning and helping to implement the plan along with the entire sales team

Implementing the sales strategy of the business in your area in coordination with management to maximize the turnover and opportunities

Seeking out and building relationships with all customer groups (Architects, Engineers, Contractors, Developers) through regular communication and customer visits

Independent planning of daily sales activities in your own territory

Project management of all projects in your territory, working collaboratively with design and internal sales teams

What you should bring:

Minimum of 5 years of experience in specification sales and selling a technical product to the commercial construction market

Ability to read, interpret and work with contract drawings and specifications, with excellent attention to detail

Ability to self-manage on a day-to-day basis (after the initial training period) in a highly autonomous role

Ability to interpret customer requirements and communicate these requirements to others

Ability to problem solve by offering the right commercial and technical solution

Experience and good working knowledge of construction site planning and management

Excellent commercial awareness and negotiation skills

A strong, charismatic presenter with excellent written and verbal communication skills at all levels

Excellent negotiation skills

Ability to work well within a team as well as under own initiative

Ability to plan and forecast effectively

Computer literacy (MS Office, CRM)

Commitment to providing excellent customer service both internally (Sales, Engineering & Administration) and externally

Readiness to travel within the region, with potential overnight stays where required

Objectives:

To increase revenue year over year in the defined region, achieving overall sales goals and margin targets

To build relations and increasing awareness of the need for company products with architects, engineers, developers and contractors

To increase market share and market penetration for the company products

To ensure that the company specification is maintained through the design development, bidding, ordering and installation phase of the project

To provide the best level of technical service and advice to all customers

Success and Performance Criteria:

Increased sales/revenue through enhancing relationships with engineers and contractors

Continued and increased number of specifications

All financial objectives met

Increased and well managed pipeline

Satisfaction of CEO and colleagues concerning the intensive and accurate exchange of information

Consistent and high quality of sales service, meeting the expectations required by the customer

Training Period and Travel:

There will be an induction period, which will be spent in the U.S and around North America with external colleagues. During this time, the Regional Sales Manager will be trained on products, procedures, processes, and our client’s program. Training will also include time spent at the head office and factory in Europe (usually within the first 3 – 4 months of beginning the position). On-going training will be provided on the job and through regular training sessions.

Application Instructions:

While we appreciate all inquiries, only qualified candidates will be contacted.

Please send a resume to Shannon Terpstra at

Summit Search Group is a fair and equitable search firm. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the recruitment and selection process.