The Solution Sales Representative plays a pivotal role by working with assigned key accounts, target segments, and assigned customers-of-scale to produce a robust solution-selling pipeline for our Technical Sales Representatives, Agents, and Channel Partners. You will have the opportunity to educate and engage with stakeholders on the Armstrong Value Proposition and Design Envelope Technology solutions for Energy Upgrade opportunities.
This position is based out of global head-office in Scarborough, Ontario.
In addition to annual initiatives, the key accountabilities of this position are:
Sales Execution
- Own overall sales execution, coordinating all facets of the sale of Company products and services to achieve defined annual targets for bookings, shipments, and margin
- Consistently achieve or exceed the annual individual sales plan through disciplined territory and opportunity management
- Provide comprehensive market coverage to ensure segment growth, customer support, and delivery of the Armstrong Design Envelope value proposition
- Prospect for and develop new-name customers on a monthly basis to build pipeline and accelerate customer acquisition
- Engage and manage multiple sales channels, including controls contractors, retrofit contractors, end customers, facility managers, and energy optimization companies, to drive specification, project development, and closed sales
- Develop and support channel partners and targeted accounts through technical guidance, joint sales calls, training, workshops, seminars, and bid support
- Propose and sell optimization and digital solutions, including Core, Advisor, Optimiser, and other optimization packages aligned to customer needs
- Ensure Armstrong Design Envelope solutions and benefits are incorporated into bid documents to improve system efficiency and reduce total lifecycle costs for clients
- Drive market penetration and project winning through effective utilization of the Armstrong Sales process, tools, and best practices
- Collaborate with Regional Sales Managers and representatives, supporting negotiations and contributing to deal strategy to successfully close opportunities
- Maintain accurate and timely CRM reporting, entering activities, opportunities, and metrics into the Customer Resource Management system on a daily basis
Marketing & Training
- Work with Regional Sales Enablement and to ensure that our Direct Sales team is practicing the Armstrong Sales Process including the use of tools such as the Design Envelope Value Articulation (DEVA), Key Account Management (KAM) and Project Opportunity Management Assessment (POMA) is fully leveraged for success
- Participate in customer learning activities to elevate Armstrong's position in the market including webinars, targeted sessions, and industry-led events
What We're Looking For
To thrive in this role, you should bring:
- Fluency in English is a must, French is a plus.
- Bachelor's Degree or College technical degree in Engineering;
- Minimum of 5 years' experience as a Business Development Manager, Sales, or Account Executive in a related field
- Proven track record and established business practices related to the HVAC industry
- Experience working in cross-functional teams, including engineering, manufacturing, and distribution operations in an industrial environment
- Demonstrated knowledge of continuous improvement principles, general practices, policies, and procedures
- Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
- Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations.
- Strong, team-oriented leadership skills with presence and a bias for action
- Self-directed with the ability to work autonomously and collaboratively while focusing on results
- Ability to communicate in an open and authentic manner in all situations
By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You'll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow's solutions today.
