Architectural Sales Manager

Authority, Scope and Basic FunctionThe Architectural Sales Manager (RSM) will be responsible for contributing to Company success by promoting, developing leads/inquiries, establishing productive customer relationships, maintaining extensive knowledge of the current market conditions and closing business to achieve targeted sales goals. The ASM will be the Company’s primary point of communication to clients during the promotion, sales and post-sale phases and have a solutions selling approach to customer projects. Essential Duties and Principal ResponsibilitiesGeneral Promotion and KnowledgeExecute direct promotion and the sale of architectural structures and their enclosures to diverse clients which include: architects, general contractors, glass contractors and owners.Develop an annual penetration plan for the promotion and development of projects for architectural structures and their enclosures in the key target marketing areas assigned.Use the marketing database and other sources in developing the call plan. In addition, submit all new potential customers to marketing for inclusion in the database. Penetration plan should include a prioritized listing of accounts with expected frequency and approximate visit dates. Review penetration plan quarterly with the Director of Sales.Utilize the Salesforce CRM to document and provide a summary of client and project activities. Maintain close contact and network with primary (ie, Architects, General Contractors and Developers) and secondary customers (ie, suppliers, consultants, glass contractors, cost estimators, engineers). Maintain excellent working knowledge of the systems and services that Novum provides.Execute sales presentations to targeted architectural accounts and other assigned groups.Develop top ten and strategic architectural accounts, within assigned regional territory, with a goal of making Novum their first call for service.Meet with the Director of Sales on a weekly and/or monthly basis to review input progress goals in assigned territory and to enrich professional growth.SalesAchieve annual sales forecast for the assigned regional territory as established by the Director of Sales.Organize leads systematically so they can be easily “mined” and targeted for various communications and events. Provide an accurately filled out prequalification form on all potential specific projects from the region submitted to estimating for service. Define the clients’ service requirements.Ensure and provide timely and appropriate service to meet client expectations.Follow up on all projects that have been serviced within 24 hours of service delivery.Pursue and track all targeted projects that have been serviced and ensure that a company specification and/or negotiation results.Track bid dates and develop bid strategy and communicate with all general contractors (as appropriate) on tendered projects. Send brochure to all bidders with expression of interest in the project. Follow up on bid results on the same day that the project bid. Obtain competitive market data. Make follow up post bid your top priority. Fully inform the Director of Sales and Director of Preconstruction of any pricing issues.Provide weekly updates on status and activities for all projects in preliminary, tender or post bid phase. Additional detail will be required on targeted projects.