Project Specifications Manager

IDEX   •  

Denver, CO

Industry: Software

  •  

Less than 5 years

Posted 308 days ago

Description:

SUMMARY OF JOB RESPONSIBILITIES :

  • The Project Specifications Manager will focus on driving and gaining specifications for BAND-IT Cable Management products on major / global projects, focusing on large FEED and EPC (Front End Engineering Design and Engineering Procurement Construction) companies located predominantly (but not exclusively) in the Houston area. A strong focus on new business development is key to growth in this role

REPORTING TO : Global Business Development Manager (UK)

DUTIES AND RESPONSIBILITIES:

  • Gain a thorough understanding of the BAND-IT Cable Management product range, applications and product approvals.

  • Develop and execute a Time & Territory Plan that will enable contact with all major FEED and EPC companies.

  • Utilization of the EIC Database to identify and track upcoming and current projects in the Oil & Gas / Petrochem / Energy sectors.

  • Maintain and update a current customer contact database. (MSCRM).

  • Recommend, prepare and secure approval for pricing and quotations when necessary.

  • Have a thorough understanding of our Distributor Network and liaise with BAND-IT RSMs (Regional Sales Managers) and their Distributors where required in order to ensure product specifications are followed through to local purchases.

  • Liaise with Global Business Development Manager and RSM’s regarding project pricing where necessary.

  • Assist RSM’s in USA when required in order to gain Cable Management specifications / orders in other large non-Energy related projects (example; Naval or commercial shipbuilding, other large industrial / public building / hazardous or harsh environment projects).

  • Prepare a weekly sales call plan/report.

  • Provide product presentations / Lunch & Learn sessions / product demonstrations as required.

  • Use “Value Selling” approach and tools as available and applicable.

  • Conduct, on average, 7 face-to-face sales calls per week. Sales calls will be measured not only by amount of calls made but also quality of calls made

  • Prepare and maintain a list of competitor’s activities and approvals. Provide a quarterly report on competitive activity and positions including pricing, products, and promotions.

  • Identify, document and follow up sales / project leads and new opportunities.

  • Assist in determining, documenting and communicating the requirements of current and/or targeted new customers (Voice of the Customer) into the organization.

  • Meet or exceed all targets for assigned geography.

  • Recommend and attend / participate in approved events such as exhibitions, conventions and events, utilizing additional internal resources as required. (May include attending some foreign exhibitions etc)

  • Network with other Manufacturers who drive similar specifications for other products in the Cable Management market (example: cable / cable ladder & tray / other cable accessories)

  • Identify opportunities to “piggyback” specifications with other manufacturers if advantageous to BAND-IT

  • Understand route-to-market for other similar manufacturers in order to identify potential opportunities for BAND-IT

Qualifications:

KNOWLEDGE, SKILLS AND REQUIRED ABILITIES:

  • Business to business and distributionsalesexperiencerequired

  • Relevant experience and established relationships with FEED / EPC / Design Houses / OEMs / Contractors / Engineering Consultants

  • Strong relationship-building and interpersonal skills

  • Excellent presentation and communication skills, both verbal and written

  • Ability to go beyond catalog sales to scope, imagine, and provide customized solutions based on monetized total value to the customer.

  • Ability to persevere with gaining face-to-face meetings with busy Project / Design / Costing Engineers

  • Ability to track projects through Concept / Design / Construction stages to ensure BAND-IT products are specified / approved / purchased.

  • Self-motivated, with strong sales / project specification drive, highly accountable, detail oriented, and consistent follow through.

  • Willingness to travel when required in order to support Global sales force in gaining major project orders.

SCOPE OF RESPONSIBILITY:

Role is key in significantly growing our Global Cable Management sales by gaining product specification on large, often Global projects. Main focus will be on developing relationships and driving specifications with Engineering / Design companies in the Houston / TX area, but visits to construction sites, Contractors, and Distributors may also be required from time to time. Coordinate and interface with Global BAND-IT locations and all Departments including Global Business Development Manager / VP Global Sales / Product Manager / RSM’s & Regional Sales teams / Marketing Dept / Finance Dept. etc.

EDUCATION, EXPERIENCE, QUALIFICATIONS AND SKILLS:

  • Bachelor’s Degree in Engineering or Business preferred

  • 3-5 years of successful, directly relevant selling / specification / industry experience (electrical products) strongly preferred.

  • Demonstrated track record of consistently achieving or exceeding sales targets using a value-selling, solution-provider, customerfocused approach.

  • Strong interpersonal skills and demonstrated ability in relationship building, both customers and internally.

  • Must be a hunter , adept at building and maintaining a pipeline of opportunities.

  • Proficient in “value selling” concepts and tools.Must be able to develop and effectively present value-added solutions as sales proposals to a variety of stakeholders / decision makers in the target markets.

  • Demonstrated ability to handle multiple projects, tasks and details simultaneously.

  • Proven ability to work remotely but in line with company guidelines, policies, processes and plans.

  • Presentable; must convey professional image of self and the company.

  • Ability to handle high stress situations and respond and communicate in a calm and professional manner.

  • Thrives on the challenge of identifying, developing, and closing new business opportunities.

  • Passionate in pursuing pro-active solutions for customers and the company.

  • Proficient in Microsoft Office: Word, Excel, and PowerPoint.

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