Senior Architectural Sales Representative
Formica
Montreal, Canada
2d ago

Senior Architectural Sales Representative

Job Description

As the global leader in the manufacturing and marketing of decorative surfacing materials, Formica Corporation offers its customers the best performing products in the industry.

We have an outstanding opportunity for an experienced professional to lead a team of A&D Specialists in the Eastern Canada territory as a Senior Architectural Sales Representative.

This position is based in Montreal.

Overview

The Senior Architectural Sales Representative is responsible for leading a team of A&D Specialists in their geographic area ultimately delivering revenue results through demand generation and specification closure.

The Senior Architectural Sales Representative and his / her team, are the primary owners of the relationship with the Architect and Designer community in their key top market, with the key role of identifying new initiatives, building awareness for and keeping Formica top of mind within the community, and getting Formica product specified at the start of new construction projects.

Building and maintaining strong relationships in the A&D community, as well as possessing a keen knowledge of the Formica product portfolio, and importantly its feature and benefit profile relative to the competition, are key criteria for the Senior Architectural Sales role in building Formica share and thought leadership.

In addition, coaching and developing the A&D Specialists on their team and helping them to be successful in their role are critical criteria for a successful Senior Architectural Sales Representative.

Specific Roles / Responsibilities

  • Lead, coach, and develop a team of A&D Specialists to drive share of market and share of mind for Formica among the Architects and Designers within their assigned Region.
  • Identify new opportunities for Formica sales within the Architects and Designers community, within assigned region to achieve / exceed financial objectives including sales, share, and profitability.
  • Call on and manage major A&D firms.
  • Work with the Territory Managers, Channel Manager and Inside Sales to achieve area revenue goals.
  • Identify and align needs for tools with Formica Marketing and Design.
  • Engage with the Formica Market Team, including Territory Managers, A&D Specialists, Channel Managers, Regional Sales Managers, Inside Sales and DSRs.
  • Take the lead with local distribution branches to facilitate project tracking, execution of A&D initiatives and distributor specification representative coaching.
  • Coordinate with the other A&D leaders to track team’s specifications across the NA business.
  • Create strategies and initiatives to increase specification opportunities and advances Formica’s position in the market through active market presence, share growth initiatives, and leading and motivating their team.
  • Institute a pre-call planning and post call follow-up approach to all customer activity, and documents activity in Salesforce.
  • com.Ensure team keeps activity accurate and up-to-date; ensures A&D Specialists on the team maintain data in Salesforce.com in a timely and accurate manner.

  • Utilize and communicate with internal and external partners, including Formica RSM / TMs, Formica Inside Sales Manager and Reps, and 3rd Party A&D representatives to grow Formica sales in assigned region.
  • Identify and understand competitive landscape, inclusive of product and distribution and actively shares these findings appropriately.
  • Identify and capture selling opportunities / leads in assigned region, and motivate A&D Specialists to identify / capture new leads.
  • Maintain current product and program knowledge, and ensures the same amongst all A&D Specialists on their team both Formica and competitive information to effectively present Formica programs and products to customers to build awareness, keep Formica top of mind, and ensure Formica product is specified in jobs
  • Requirements

  • Bachelor's degree in Architecture, Interior Design, or similar discipline.
  • Minimum of 5 years of experience selling architecturally specified products.
  • Candidate must be bilingual, French / English.
  • Background in construction materials.
  • LEED AP or GA preferred.
  • Previous Business-To-Business sales experience.
  • Knowledge of / experience in the Construction and / or Design Industries.
  • Ability to travel up to 40%
  • Proven ability to coach, manage, and motivate others to achieve results.
  • Excellent (verbal and written) communication, interpersonal, negotiation, analytical, problem-solving, and judgment skills.
  • Ability to collaborate and coordinate across the internal organization (Field Sales, Marketing, Legal, etc.)
  • Knowledge of computer systems / programs.
  • Demonstrated ability to organize and manage time.
  • Knowledge of local / regional markets preferred.
  • Demonstrates the ability to provide solutions to customer needs in a win-win fashion.
  • Must be able to present a value proposition and overcome price discussion / negotiation.
  • Effectively balances internal relationships with external customer demands.
  • Demonstrated sales ability.
  • Keen sense for creative design.
  • We offer an excellent compensation package to include base salary, bonus and company car as well as a comprehensive benefits package.

    To apply, please email your resume in English to karyn.crowley formica.com.

    An Equal Employment Opportunity / Affirmative Action Employer, M / F / Disability / Vets

    Only qualified individuals (those who meet the fundamental qualifications) will be considered as applicants for this position.

    Applications will be accepted for a minimum of 3 business days from the date of the initial posting.

    Full-Time / Regular

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