Direct Sales Rep - Bay Area SAGE Electrochromics
THIS JOB HAS EXPIRED SAGE Electrochromics is all about its people, its products and its company culture. The vision of the company is to deliver a durable, reliable and high-performance energy-saving Electrochromic product for buildings and to provide a healthier indoor environment for their occupants. Its award winning electronically tintable glass solution is second-to-none and recognized by Green Building, Inc. as one of the top ten green building products available on the market place.
SAGE Electrochromics is currently seeking an experienced sales professional to promote new commercial glazing solutions to architects, glazing contractors, owners, and general contractors. Primary responsibility is to generate sales and introduce product in the defined geographic territory- Bay Area metropolitan area with an emphasis on:
Meet sales volume target
Meet number of sales calls targets
Achieve average selling price
Generate sales by presenting product to customers and influencers which include architects, building owners / developers, engineers, LEED & energy consultants, glazing contractors, utilities, etc. through various avenues including but not limited to:
?Lunch and Learns? with audiences up to 50 or more.
Formal presentation with 5 to 20 people.
Informal presentations to 1 to 5 people.
Speak at industry organization?s conferences, local chapter meetings, etc. about our product and on topics relevant to our product.
Give webcast presentations to individuals and group.
Build sales pipeline
Research customers and influencers that are likely prospects and make cold calls as necessary to make product introduction.
Through consultative selling become a solution provider to architects ? be their ?go to person? to solve light and heat gain problems for their facades. Identify the key people in firms to develop relationships with, to maximize results.
Participate in industry organizations and their events, network through CSI, AIA, USGBC and other organizations to generate leads. Join committee?s relevant to our business.
Manage all projects in sales pipeline
Follow up on bone fide enquiries and leads from public relations, advertising and other marketing activities promptly (forward to reps and monitor as applicable).
Identify and prioritize high probability leads.
Track their progress through construction phases providing necessary information to customers in timely fashion as required. Assist customers (with Architectural Solutions team) in selection and integration of product into framing system. Assist customer (with Architectural Solutions team) in selection of controls solutions and integration into Building Automation Systems or other systems
Bring to purchase order or other logical conclusion. If not successful, identify reason.
Manage selling cycle
Complete Request for Quotations and assist in receiving all information necessary to complete an estimate and quote
Research and identify bidders (usually glazing contractors & electrical contractors) through chain of command (architect > GC / CM > subcontractors)
Explain product and describe installation requirements
Distribute quotations to bidders and follow-up
Suggest solutions to any problems / issues posed by customers including product and delivery schedule
Cooperate and assist with Architectural Solutions in project management as required
Be knowledgeable of pipeline projects delivery requirements and inform VP of Sales and Architectural Solutions of impending purchase orders
Be knowledgeable of the status of sold projects
Assist with any issues regarding integration into framing systems, controls, etc.
Cooperate and assist Marketing in project promotion including facilitating permission to photograph and obtaining testimonials from owner and members of the project team
Provide tours of completed projects to prospective customers
Travel within territory to promote product, create awareness, and consult on projects to integrate product into project
Update sales database and pipeline at least weekly (calls made, # architects/firms visited, # leads, lead list etc.).
Participate in weekly sales call.
Complete top project lists for periodic meetings
Participate in sales meetings in Faribault, MN every 6-8 weeks. Provide summary report at Sales meetings of progress/issues.
Continue to learn about the product, its capabilities, integration into framing systems, optimal applications, design for optimal pricing, sales strategies, etc.
Use resources within SAGE as well as external sources to ensure accurate presentation of information to customers.
Read industry periodicals on glass, framing systems, architecture, buildings, energy issues, etc. to be a knowledgeable resource for customers. (Be the solution provider).
Hone presentation skills and sales skills.
Cooperate and collaborate with other Regional Sales Managers, Direct Sales Representatives and Independent Representatives as needed, on projects that extend across territories.
Participate in national (may be outside of territory), regional and local conferences, trade shows, and conventions.
Assist in booth set-up and dismantle
Promote product and company to attendees
Attend seminars relevant to product
Assist Regional Sales Manager in developing sales strategies.
Assist Architectural Solutions in trouble shooting projects as required.
Arrange airfare, lodging, ground transportation
Minimize travel expenses
50% to 66% overnight travel on average with a majority of the travel to be conducted within the territory
Travel to national conventions and conferences also required
Frequent travel to Faribault, MN for sales meetings, customer tours, etc.
Comply with SAGE?s Business Principles and company policies.
Undergraduate degree with a preference for Engineering degree
Must have experience in a solution selling environment
Experience desired in exterior construction products with glass industry strongly preferred
THIS JOB HAS EXPIRED