The Architectural Sales Manager is responsible for growing the market for the Thrislington Cubicles brand, primarily in Metropolitan New York, as well as New England and Eastern Canada. More specifically, the position promotes the growth of Thrislington specifications by consulting and leading sales calls with architects and interior designers, as well as fulfilling those projects through our limited distribution partners. The individual must be able to understand the requirements of the building owner decision-maker and create a solution to meet these needs within Thrislington’s range of products.
TYPICAL FUNCTIONS AND RESPONSBILITES
Primary responsibilities encompass the effective development and enhancement of the Thrislington brand within Metropolitan New York, New England and Eastern Canadian architectural communities
Collaboration with the Thrislington Team to establish annual goals and targets for the key territories, and report back on the attainment relative to these goals, on a quarterly basis.
Proactively develop, track and aggressively grow specifications across market segments, continually building a pipeline of new projects.
Build and enhance effective relationships with current and new architectural practices, leading to increased specifications, sales and brand awareness.
Lead sales calls, being able to propose effective agendas, ask probing questions, recommend appropriate benefits/solutions and close with mutual agreement as to next steps.
Provide professional design resources specific to customer needs with budget consideration, technical solutions and specification resources. Become a value-added resource to the architectural community.
Consistently reinforce the value proposition of our offering and its advantages in the market.
Ability to understand ADA and building codes and apply product knowledge of the company’s products so that these can be met.
Clear understanding of interpreting architectural drawings and design intent by conducting technical presentations with a high degree of knowledge and professional delivery, to address issues, needs, trends, technical attributes, and provide solutions.
Coordinate regular field sales activities including prospecting and lead generation. Identify, qualify and close opportunities with existing distribution base.
Represent Thrislington at selected Trade Shows and be confident in highlighting the key features of the Company’s products.
Participate in monthly Teams meetings with the Thrislington Team and authorized local Distributors to review project bid status and to ensure specifications are being held. Identify projects at risk, particularly those in danger of being switched to a competitor.
Participate in bi-weekly Teams meetings in collaboration with the Thrislington Team to review a detailed follow-up of new leads, opportunities and project progression
Expectation to visit active installations on a regular basis to conduct site audits, further develop product knowledge and technical training on the Thrislington range.
Lead the use of the Company CRM system to track practices, leads and opportunities, to provide full visibility of the potential projects in these territories.
Execute a high level of expertise with administration and organizational skills, minimizing administrative time / maximizing sales activities, while efficiently completing all required administration. Utilize Outlook, CRM, LinkedIn, mobile device, and other technology to a high degree to grow efficiencies. Coordinates with Thrislington General Manager – International, when administration is becoming excessive and impacting selling time.
To put forward ideas in which the Thrislington brand can be best marketed within the territory and to follow this through, in conjunction with the Thrislington Team, to create effective sales literature to promote the brand.
Seek and undertake developmental training, in line with company expectations.
TOTAL REWARDS PACKAGE
Our employees are the key to our success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program:
Competitive base salary starting at 120K (Yearly)
401(k) retirement plan
Medical, Dental, Vision Insurance and more
Professional Development Plan & Training
Paid time-off for vacation, sick and personal days
QUALIFICATIONS & REQUIREMENTS
Bachelor's degree (BA) from four-year College or university; and a five to ten years history of demonstrated architectural selling or equivalent combination of education and sales experience.
Experience as an Architect or Interior Designer is highly desirable, though not required.
Ability to use pivot tables and analysis to understand sales performance and identify areas of opportunity.
A strong candidate will have a proven track record in the architecture and design industry and will have excellent communication skills. The candidate will have a strong initiative and high sense of urgency, responsiveness, and discipline throughout the sales process.
A thorough knowledge of AutoCAD and the ability to prepare drawings of architectural details is also strongly desired, but not required.
Travel requirements are 50%, with occasional weekend days and on occasions, 12 hour days.
About Bobrick Washroom Equipment
Bobrick is a 100+ year-old global washroom accessory and partition company headquartered in North Hollywood, CA with six manufacturing divisions across the United States and Canada and business operations that extend into 85 markets worldwide. A leader in product innovation and manufacturing, Bobrick prides itself as a company that delivers best-in-class products and service, while fostering an environment of collaboration and continuous learning. As a privately-owned family business, Bobrick respects work-life balance, has a strong commitment to employee development and attributes its success to four core values and their alignment with its employees, suppliers, sales representatives, distributors and other channel partners:
• Do the right thing: Conduct all aspects of business honestly, ethically, and responsibly
• Offer the best value: Provide products and services which best meet each customer's needs
• Treat each employee with dignity and as an individual: Help each employee develop and achieve the
maximum of their potential
• Continuously improve everything we do