To help us continue to grow our business, we're searching for a Architectural Territory Sales Manager who will be responsible for outside sales and strategic territory leadership. The Architectural TSM is responsible for generating demand, developing new business, and achieving profitable order intake within an assigned territory. The TSM leads architectural promotion, technical selling, installer development, and the strategic direction of independent manufacturer representatives. In addition, the Architectural TSM will:
- Develop and execute a territory growth plan with target architects, installers, independent reps, and project opportunities. Translate priorities into specific actions, owners, and timelines
- Proactively prospect, secure meetings, develop relationships, and ask for commitments and orders.
- Pursue new construction, replacement and refurbishment, and other assigned growth opportunities.
- Use market intelligence, competitive activity, and sales data to identify coverage gaps and adjust territory priorities. Achieve assigned order intake and profitability goals.
Benefits include a competitive hourly rate, medical/dental/vision insurance with HSA plan, retirement plan with 4% company match, 13 days of Paid Time Off plus 10 paid company holidays, and upward advancement potential.
ESSENTIAL DUTIES AND RESPONSIBILITIES:Architectural Promotion and Technical Selling
- Independently and with reps, call regularly on architects and design firms. Conduct product presentations, lunch and learns, and approved continuing education programs to generate qualified design opportunities.
- Develop working knowledge of Architectural Daylighting systems, applications, performance, installation considerations, and competitive alternatives.
- Discuss design intent and recommend appropriate solutions with technical support.
- Engage early in project design and partner with Architectural Support to establish basis-of-design specifications. Track design changes and help preserve Kingspan Light + Air system requirements through final specifications and bidding.
Independent Rep Strategy and Development
- Set territory priorities and joint growth plans with independent reps. Define target accounts, architectural activity, installer opportunities, and project pursuit commitments.
- Coach reps on product positioning and selling techniques, conduct joint calls, and review progress against commitments. Support NSM business reviews with evidence of activity, pipeline quality, and results.
- Identify rep coverage and capability gaps and recommend recruitment or corrective action.
Installer Development and Project Pursuit
- Recruit, qualify, and develop installers into productive partners. Build account growth plans and support repeat business in coordination with the Territory Account Manager.
- Lead a project win strategy that identifies decision makers, design requirements, competitive positioning, bidder coverage, and the commercial actions needed to secure the order.
- Remain engaged during bidding and award. Join installer, general contractor, architect, or owner discussions when needed to resolve barriers, protect specifications, and advance the decision.
Pipeline Management and Teamwork
- Maintain accurate Salesforce opportunity strategy, contacts, competitive intelligence, next actions, and timing.
- Provide a complete design-to-bid handoff, including design history, specifications, key relationships, competitive risks, and the win strategy. Use win and loss findings to improve future pursuits.
- Collaborate with estimating, architectural support, and other functions to meet customer needs. Follow and promote safety policies and perform other duties assigned by the NSM.
KNOWLEDGE, SKILLS, AND ABILITIES:- Bachelor's Degree or equivalent work experience.
- Demonstrated knowledge of the building industry (8+ Years).
- Proven work experience with managing people and/or independent reps.
- Excellent planning, organizational, time management, & communication skills.
- Ability to address customer & rep requests in a timely and efficient manner.
- Able to host, lead, and present in front of large audiences.
- Holds oneself with a high level of integrity and develops trust from others.
- High level of strategic thinking and implementation.
- Self-disciplined and motivated.
- Demonstrated Sales Courage.
- Must have confidence, aggressiveness, tenacity, and resilience.
- Professional image - appearance and demeanor.
- Extensive face-to-face sales call experience.
- Ability to establish internal partnerships with key stakeholders to ensure customer satisfaction.
- 50% travel
At Kingspan, we believe our employees are our greatest resource. Therefore, we offer a competitive salary, benefits, and vacation package for all full-time permanent positions.
