Manager, Business Development - Architectural

About the role

The Manager, Business Development – Architectural is responsible for demand generation and strategic account management in the Architectural, Engineering and Design vertical market, with specific emphasis on the Top firms in the assigned territories. Primary activities include developing and implementing education programs, developing strategic firm penetration plans, identifying growth opportunities, strategically developing and supporting top projects within specific territories, and developing relationships with key decision makers within all departments within the firms.

Responsibilities

• Develop & implement sales education programs to increase the understanding of the architectural community for the purpose of driving incremental sales growth through our DSS sales teams and their channel partners. Programs shall include classroom, web-based, and field-level programs.
• Demonstrate a solid understanding of the IBC/CBC Building Codes and Construction Documents process and delivery methods. Must be capable of applying this knowledge in the development of proactive solicitation/acquisition strategies in support of construction though Design Bid Build, Design Build, Construction Management at Risk, and others to facilitate timely project management and follow through to bid and close specified projects.
• Demonstrate knowledge and experience with the architectural, design, and engineering market and construction requirements in developing and supporting Division 8 and 28 specification and coordination through contract administration.
• Develop business relationships with key decision makers at strategic architectural firms within the assigned territories.
• Identify key architectural firms who participate in the key vertical channels of construction that support ASSA ABLOY solutions, and develop strategies to partner with these companies to develop Division 8 and 28 specifications.
• Participate in architectural market business reviews and webinars.
• Aid in development of market conditions and competitive activity, and participate in key architectural market organizations.
• Support architectural market trade shows and events.
• Support development of architectural market solution plans to ensure we have the appropriate product and service offerings in place to meet evolving code and design requirements.
• Operate within monthly budget and expense guidelines.
• Special projects as required.

Requirements

Strong project management skills – Ability to manage multiple projects simultaneously.
Excellent organizational and communication skills.
Demonstrated ability to build solid internal and external relationships over the long term.
Problem-solving skills – Manage through use of facts.
Strong analytical skills – Data-driven decision making.
Ability to travel in territory (up to 50%).
Ability to perform responsibilities both in a home office environment or while traveling.
Ability to lift/carry up to 50 lbs. of sample and display material for presentations.

Qualifications

• Your background includes a Bachelor’s degree (preference for specialization in related curricula), or have work experience commensurate with, minimum high school/GED diploma. MBA preferred.
• Prior experience in a senior sales or business development role required.
• Minimum of 5 years of architectural sales experience, strategic account management a plus.
• Minimum of 3 years experience in Door & Security Hardware industry.
• Experience in strategic account planning and implementation.
• Experience working with End Users and Distribution channel, a plus.
• Experience and training in sales concepts and techniques.
• Electromechanical/electronic access control product experience.
• Basic proficiency with Microsoft Office (Word, Excel, and PowerPoint).

Skills

• Strategic Account Management
• Project Management
• Communication Skills
• Building Codes and Construction Documents
• Market Analysis
• Business Development
• Product Knowledge
• Customer Relationship Management
• Technical Writing

Benefits

Competitive compensation and benefits package, including bonus, a 401(k) plan, education assistance, company car, and an environment that reflects our commitment to our employees.

Pay

The wage range for this role is $120K - $145K and considers a broad scope of factors that are considered when making compensation decisions. Pay within each range is based on a variety of factors including, but not limited to, to primary work job-related knowledge, skills, experience, training, licensure and certifications, business requirements, geographic location and other business and organizational needs.

Schedule

Flexible schedule to accommodate territory travel (up to 50%).