[Hiring] Architectural Specialties Manager @Armstrong World Industries

Role Description

As our Architectural Specialties Manager, your area of coverage is the Northwest region, ideally located in SF Bay area, Seattle Metro, or Portland Metro. Reporting directly to the Channel Manager, the Architectural Specialties Manager is responsible for identifying opportunities, tracking and ultimately closing those opportunities with various channel stakeholders. The primary focus will be centered on Standard, Premium, and Custom AS solutions working on tracking and closing AS Quotations > $350k. Position will educate, mentor, and guide the various dedicated resources that exist within our distribution partners' networks in the region of responsibility.

• Drive top line sales growth that achieves desired margin expectations.
• Act as champion and demonstrate excellence in regard to project follow up.
• Lead others within the internal AWI sales region to ensure these best practices are functioning well.
• Participate in monthly Pulse meetings.
• Utilize Salesforce (CRM) to capture project follow-up activities, next steps and maintain active pipeline.
• Collaborate with Distributors and Subcontractors to track projects and ultimately close projects.
• Drive every project to close; win or loss.
• Analyze data that is provided via the output of the JFU efforts within SFDC.
• Create action plans associated with data to drive greater share of wallet with specific accounts.
• Analyze data that is presented monthly via the various regional sales reports to proactively identify trends, opportunities, and gaps; lead process improvement initiatives.
• Create and execute plans associated with the data to grow.
• Capture competitive data and product offerings and present that data to business leaders within AWI.
• Understand Armstrong selling advantages and position with key project influencers vs the weaknesses of alternative competitive landscape.
• Promote product line to internal and external parties through presentations, segment pieces, responses to inquiries, and sample management.
• Focus on learning, applying, and continuous improvement through individual & team education & specialized training to enhance their technical competencies.
• Function effectively as a member of a focused selling team (including Independent Sales Agents and the Construction Services team) to achieve individual, team, and business growth objectives.
• Create customer value with a competitive advantage through knowledge of regional projects and spearhead follow up efforts internally and externally with those projects.
• Become a business partner that provides guidance and leadership to network of dedicated resources within ranks of the distributors in your region.
• Serve as SME on process, product, and pricing within the complex Architectural Specialties solutions offer.
• Interact with and coordinate internal resources including Armstrong Area Managers & field sales reps, CSMs, Independent Agents, Project Managers, Project Coordinators and Estimators within the Construction Services teams.
• Train AWI sales team on product, collaborate with internal AWI resources solution selling and strategy.
• Measure progress in becoming easiest to do business with via voice of customer mechanisms.
• Promote, track, and close specialty suspension systems, Custom AS solutions.
• Serve as a resource to support the integration efforts associated with successful Business Development opportunities.

Qualifications

• Bachelor's degree from an accredited four-year university, or equivalent work experience.
• High Diploma/GED required.
• 3+ years of relevant field sales experience within a similar industry.

Requirements

• Proficient in Microsoft Office Applications.
• Ability to understand Blue Prints, understand, measure, and navigate through architectural drawings.
• Proven ability to develop an influential strategic relationship with key customers.
• Ability to collaborate effectively with internal AWI resources and develop and implement account and territory plans.
• Ability to utilize business and financial metrics to drive improved performance.
• Comfortable with creating reports and metrics to track results, ability to prepare and deliver executive presentations with a head for detail.
• Exceptional oral and written communication skills.

Benefits

• A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs and many more.
• Personal development to grow your career with us based on your strengths and interests.
• A working culture that balances individual achievement with teamwork and collaboration.