Architectural Specialties Manager, Northwest Region Job

About the role

The Architectural Specialties Manager, Northwest Region is responsible for identifying opportunities, tracking, and ultimately closing those opportunities with various channel stakeholders. The primary focus will be on Standard, Premium, and Custom AS solutions working on quotations over $350k. This role reports directly to the Channel Manager.

Responsibilities

• 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 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
• 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 on solution selling and strategy
• Measure progress in becoming easiest to do business with via voice of customer mechanisms
• Serve as a resource to support the integration efforts associated with successful Business Development opportunities

Requirements

• Proficient Microsoft Office Applications
• Ability to understand blueprints, understand, measure, and navigate through architectural drawings
• Proven ability to develop influential strategic relationships 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

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

What’s in it for you!

Gain exposure to senior leaders while shaping strategy, training teams, and driving results. Collaborate with distributors, contractors, and internal teams to win business.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Driver’s License Requirement

Must possess and maintain a current, valid driver’s license and be eligible to drive for business purposes in accordance with company policies and applicable laws