National Director - Design & Construction Technology Solutions

American Reprographics Company Los Angeles , CA 90009

Posted 3 weeks ago

Selected candidate can be located anywhere in the Continental US, working from home and will travel as much as 50% of the time.

JOB DESCRIPTION:

National Director (ND) to manage and develop new business for our Technology Solutions to the AEC/O (Architecture, Engineering, Construction & Owner) industry. You will manage a business unit and coordinate with staff responsible for design and construction software and production services to deliver solutions to meet customer needs. You will provide business consulting and deep technical expertise to assist AEC/O clients to meet their active construction project schedules and deliverables. Take control of the pre-sales and sales process including assessing technical requirements for cloud collaboration, jobsite technology, hyperlinking and SmartScreens. You will be facilitating customer meetings at executive and senior business leader level, as well as providing the content for marketing teams to create high quality documentation and customer deliverables. You will be a construction project expert and an individual contributor who is responsible for working with Sales Teams to drive revenue growth and educate customers on the value of ARC's Project Software (SKYSITE Projects) and Professional Services. NDs know all the key buyers personas in their industry inside and out, and can relate to those buyers' problems and needs.

Here are the exciting things that you get to do:

  • Contact new and existing customers in the Architectural, Engineering, Construction, Mechanical, HVAC, Plumbing, Electrical Construction industry, Developers and Owners to conduct complex needs analysis and pre-qualification to assess potential application of company products and services to meet customer needs

  • Conduct technical sales presentations and product demonstrations on Cloud/Mobile solutions and services

  • Conduct and create weekly and monthly Territory Sales forecast and Sales Funnel Analysis

  • Seek and develop business development opportunities in the sales territories or partner companies

  • Examine sales tools and develop others to increase effectiveness of field sales teams

  • Quote prices, develop proposals, and other specifications as well as negotiate prices and terms of sales and service agreements

  • Prepare sales contracts for orders obtained and submit orders for processing

  • Conduct monthly sales forecast calls and deal reviews to validate opportunities

  • Partner with the Regional Sales Teams to build sales pipeline and help win deals

  • Develop and prepare sales presentations and new technology demonstrations that highlight product specifications and applications

  • Answer customers' questions about services, prices, availability, and solution uses

  • Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations

  • Coordinate technical information flow between clients and product development managers

  • Create and maintain detailed and current customer records using company designated CRM software

  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences

  • Demonstrate and explain the operation and use of services at customer's location or by remotely via webinar

You'll also get to:

  • Collaborate with colleagues to exchange information such as selling strategies and marketing information

  • Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments

  • Complete product and development certification and training as required

  • Provide feedback to company's product design team so that products can be tailored to clients' needs

  • Verify that scopes of work are accurate and that delivery schedules meet customer deadlines

  • Be entrepreneurial. Identify new ways to succeed and drive growth

  • Drive to the ultimate goal of helping the sales team be successful in solving customer problems and drive unique business value with our solutions

  • Be the primary internal evangelist for our Project Software and Services

  • Perform other related duties as the business requires

These will help you succeed:

  • Bachelor degree in Architecture, Engineering, Construction, Technology or demonstrable practical experience

  • Possess an understanding of Architectural, Engineering and Construction documentation and construction document lifecyle

  • Knowledge of competitive solutions in construction software, including SaaS solutions

  • Previous technology sales experience in the Construction industry

  • Ability to conduct hands on cloud/mobile demos

  • Strategic consultative sales skills

  • Sales closing methodologies and experience

  • Excellent verbal and written. communications skills with a Listen-first mentality

  • Team-first mentality. Demonstrated ability to work in a team of technical personnel, sales executives, and project managers

  • Strong organizational and analytical skills with the ability to manage multiple projects and priorities simultaneously

  • Demonstrated ability to meet deadlines

  • Ability to work independently

  • Willingness and ability to travel nationally as the business requires

PM18


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You will be facilitating customer meetings at executive and senior business leader level, as well as providing the content for marketing teams to create high quality documentation and customer deliverables. You will be a construction project expert and an individual contributor who is responsible for working with Sales Teams to drive revenue growth and educate customers on the value of ARC's Project Software (SKYSITE Projects) and Professional Services. NDs know all the key buyers personas in their industry inside and out, and can relate to those buyers' problems and needs. Here are the exciting things that you get to do: * Contact new and existing customers in the Architectural, Engineering, Construction, Mechanical, HVAC, Plumbing, Electrical Construction industry, Developers and Owners to conduct complex needs analysis and pre-qualification to assess potential application of company products and services to meet customer needs * Conduct technical sales presentations and product demonstrations on Cloud/Mobile solutions and services * Conduct and create weekly and monthly Territory Sales forecast and Sales Funnel Analysis * Seek and develop business development opportunities in the sales territories or partner companies * Examine sales tools and develop others to increase effectiveness of field sales teams * Quote prices, develop proposals, and other specifications as well as negotiate prices and terms of sales and service agreements * Prepare sales contracts for orders obtained and submit orders for processing * Conduct monthly sales forecast calls and deal reviews to validate opportunities * Partner with the Regional Sales Teams to build sales pipeline and help win deals * Develop and prepare sales presentations and new technology demonstrations that highlight product specifications and applications * Answer customers' questions about services, prices, availability, and solution uses * Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations * Coordinate technical information flow between clients and product development managers * Create and maintain detailed and current customer records using company designated CRM software * Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences * Demonstrate and explain the operation and use of services at customer's location or by remotely via webinar You'll also get to: * Collaborate with colleagues to exchange information such as selling strategies and marketing information * Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments * Complete product and development certification and training as required * Provide feedback to company's product design team so that products can be tailored to clients' needs * Verify that scopes of work are accurate and that delivery schedules meet customer deadlines * Be entrepreneurial. Identify new ways to succeed and drive growth * Drive to the ultimate goal of helping the sales team be successful in solving customer problems and drive unique business value with our solutions * Be the primary internal evangelist for our Project Software and Services * Perform other related duties as the business requires These will help you succeed: * Bachelor degree in Architecture, Engineering, Construction, Technology or demonstrable practical experience * Possess an understanding of Architectural, Engineering and Construction documentation and construction document lifecyle * Knowledge of competitive solutions in construction software, including SaaS solutions * Previous technology sales experience in the Construction industry * Ability to conduct hands on cloud/mobile demos * Strategic consultative sales skills * Sales closing methodologies and experience * Excellent verbal and written. communications skills with a Listen-first mentality * Team-first mentality. Demonstrated ability to work in a team of technical personnel, sales executives, and project managers * Strong organizational and analytical skills with the ability to manage multiple projects and priorities simultaneously * Demonstrated ability to meet deadlines * Ability to work independently * Willingness and ability to travel nationally as the business requires PM18 American Reprographics Company Los Angeles CA

National Director - Design & Construction Technology Solutions

American Reprographics Company