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Posted: Thursday, October 5, 2017 6:32 PM


The position's primary role is to define processes and systems which takes leadership of regional teams to find, develop and close opportunities that sell Armstrong Building Products entire product portfolio.
Act as the conduit between specification reps, installation specialist, and Design Service Center to surface opportunities within projects to leverage our total ceiling solution, creating project:specific value propositions geared towards architects and contractors and developing specifications unmatched in the industry.
Leverage the vast resources available to change the regional commercial playbook from a product:based to solution:based selling structure. Articulate the benefits gained using our complete ceiling solution for the area sales representatives, customers, and contractors. Leverage this selling approach to create a unique customer experience which makes it difficult to source an alternate to Armstrong.
This position acts as a player/coach on effective major project selling. It is a requirement for this person to have expertise and the ability to capture full revenue potential on key major projects
His/her key responsibilities shall include, but not be limited to, the following:
:Horizontal and vertical account penetration at regional contractor organization
:Develop strategies for major projects, throughout the region, to maximize the revenue generated by projects.
:Generate proposals including technical performance, financial proposals, and integration of our products
:Work closely with Area Managers to plan, target and manager top projects in the region
:Drive and grow profitable sales of Armstrong Total Ceiling Solutions by focusing on major project management
:Build relationships with end:users, the design community, and contractors to achieve customer satisfaction and financial goals
:Influence end:users to purchase Armstrong Commercial Ceilings through solution selling
:The lead functional expert on ceiling construction expertise.
:Increase total solution product/project pipeline
:Increase conversion rate : drive incremental revenue for region
:Implement spec / track / close for all in:scope projects
:Drive the "one Armstrong" consistent face to the customer / maintain customer confidence in all product categories
:Leverage product portfolio and translate to solutions that create measurable value for the contractors and architects
:Promote holistic Armstrong portfolio value propositions to maximize Armstrong's revenue per project
:Assist ABP regional teams in identifying, maintaining and capturing high profile projects that benefit from a total solution selling offering
:Interface with and assist Armstrong commercial, technical and business personnel and orchestrate all internal activities relating to in:scope projects
:Create a process rhythm and managing systems, coordinating cross:functional engagement around in:scope projects.
:Develop and implement performance measurement indicators to continually improve the efficiency of managing activities related to in:scope projects
:Examine and challenge existing process methods and responsiveness
:Provide all the necessary reporting to the business to track and monitor progress
:Coordinate and participate in monthly calls to discuss total solution project specification and top 10 projects by region progress
Professional Experience / Qualifications
:10 years minimum of architectural selling
:Strong commercial skills and demonstrated ability to build relationships at various levels within an organization as well as customer groups (owners, architects, GC, etc)
:Sound understanding of the construction process and can read and understand related construction documentation
:Broad understanding and ability to find and identify on:site construction activities that lead to more efficient installation methods
:Excellent analytical, organizational, and problem solving skills
:Has the ability to coordinate, prioritize, a

Source: https://www.tiptopjob.com/jobs/71986166_job.asp?source=backpage


• Location: Los Angeles

• Post ID: 139887222 losangeles
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