Institutional Sales Manager

About the role

The Institutional Sales Manager spearheads industrial product sales by working closely with independent Armstrong sales representatives, distributors in the territory, and Armstrong factory personnel. The role focuses on working with consulting engineers to get Armstrong products specified for new construction and engineered projects, performing thermal assessments at end-user sites to improve efficiency in steam, air, and hot water systems, supporting key end-user relationships, and developing new end-user sales with institutional customers and mechanical contractors. The Institutional Sector includes Food, Beverage, and Pharmaceuticals.

Responsibilities

• Drive specifications and develop relationships at the Consulting Engineer level, primarily focused on plumbing, HVAC, and mechanical groups.
• Provide technical support for the design of steam and hot water utility systems.
• Identify, develop, and maintain key end-user accounts.
• Utilize construction intelligence services to identify and secure projects from specification to purchase order.
• Manage the selling relationship between Armstrong factory and the sales channel.
• Provide market intelligence on the Institutional Market.
• Create profiles on key competitive product offerings.
• Maintain Armstrong’s Salesforce CRM from project identification through completion.
• Support preparation of project submittal documentation.
• Provide installation, startup, and service technical support.
• Maintain an ASPE presence along with any other relevant regional engineering association.
• Provide customer/client technical training.
• Identify, recommend, and/or create localized marketing programs, tools, and strategies.
• Willingness to learn or train in the position.
• Must have the physical and mental stamina to stand, walk, lift, and adjust to the noise and lighting of the manufacturing environment.
• Other duties as assigned.

Requirements

• Bachelor’s degree preferred; 5 years’ experience preferred.
• Experience dealing with consulting engineers, mechanical contractors, and/or commercial end users.
• Mechanical aptitude and technical knowledge of HVAC, hydronic, and/or steam systems and applications.
• Good written and verbal communication skills.
• Proficient in Microsoft Office and experience with Salesforce.
• Background in institutional sales channel.
• Experience using construction intelligence services to identify and track projects.
• 5 years minimum of successful sales experience.
• Ability to communicate effectively with all stakeholders: field reps, rep sales managers, Armstrong personnel, and customers.
• Ability to drive and follow up on multiple projects and tasks, some not directly actioned by the candidate.
• Ability to promote a "team approach" with rep salespeople.

Benefits

• Health/Prescription Coverage
• FSA or HSA
• Dental and Vision Insurance
• Life Insurance
• Company-match 401(k) Plan
• Vacation, Sick Leave, and Paid Holidays (all benefits start on date of hire)

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to communicate using a phone or other teleconference device.
• Occasional periods of standing and walking in a factory setting.
• Must be able to lift up to 25 pounds at times.
• Manual dexterity to evaluate, install, and modify equipment.
• Frequent travel within assigned territory or area.