Commercial Business Development -Specifications Manager
All Surfaces
On-site
Chicago, Illinois, United States
Flooring
Position Summary
Commercial Business Development -Specifications Manager will specifically be responsible for building on the current book of business by making daily sales calls with existing customers in the assigned market while continually generating new leads (cold calling). This position will focus on generating specifications through interactions with End-Users, Architects and Designers, Flooring Contractors, and General Contractors while discovering, growing, maintaining and managing new and existing accounts and relationships.
Assigned Territory: Northern Illinois, Northern Indiana, and Southern Wisconsin
Compensation: Salary Range ($100,000-$125,000) + Bonus
Responsibilities
70-75% Customer facing sales
- Conduct sales calls with architects, designers, flooring contractors, end users, contractors, etc. to select appropriate products for their projects that fit within their design criteria, budget, and time frame.
- Follow up with customers via telephone or virtual presentations as needed.
- Travel daily throughout assigned area to call on existing customers and prospect new customers to solicit business.
- Manage project from inception to completion including identifying opportunity, product selection, specification, order placement, order tracking, delivery coordination, installation oversight, punch walk/ claim coordination (if necessary), and communication of maintenance program.
- Follow up on a variety of leads from sources such as manufacturers, sales managers, networking groups, etc.
- Build relationships with existing and new customers by entertaining such things as lunches, dinners, or special events.
- 4-6 appointments, product updates, connections, touches, or sample deliveries a day. Minimum of 20 per week.
25-30% Account Maintenance & Sales preparation
- Develop and maintain solid working relationships with the specification community including architects, interior designers, builders, and developers. Including attending networking events, tradeshows, and CEU presentations.
- Attend industry conferences and proactively learning industry trends, new methods, and products as well as regulatory codes and standards as they apply.
- Work as a team with our Direct Sales Representative to track and secure specified jobs through the entire sales cycle.
- Must be actively involved in industry-related associations and events such as BOMA, IFMA, ASHE, Leading Age, etc.
- Provide product samples and literature to update customer libraries as well as for specific projects.
- Visit key manufacturing partners.
- Segment and account deep dives to generate prospects for Strategic Selling.
- Subject Matter Expert for 6 lines of product for your region.
- Carry out other duties and responsibilities as may be assigned or required.
Qualifications
- 2-year college degree, 4-year degree preferred.
- Minimum of 3 years’ of experience in the Flooring industry, solid surface is a plus.
- Minimum of 4 years’ experience in B2B sales, marketing, architecture, or interior design.
- Experience with Microsoft Office Suites, Google Suites, Salesforce, or other CRM systems.
- Be able to travel to customers 50-80% of the time, training in Chicago, tradeshows, and client events.
- Must be able to list up to 50Ibs for sample deliveries, etc.
- Ability to pass the Motor Vehicle Record (MVR) screen in accordance with company requirements.
Competencies
- Ability to build and maintain strong professional relationships.
- Customer-focused track record and professionally friendly demeanor.
- Excellent presentation and communication skills.
- Self-motivated and ability to successfully work independently.
- Willingness to be flexible with working hours as needed during evenings and weekends.
- Must be able to travel as needed for work and client meetings.
- Able to work in a general office environment.
- CRM/Excel/Teams Proficiency.
Preferred Qualifications
- Experience in the commercial flooring industry is a plus.