Architectural Specialties Manager, South West Region

Armstrong World Industries•Los Angeles, CA

12h•$95,000 - $150,000•Remote

About The Position

What does it mean to work at Armstrong? It means being immersed in a supportive culture that recognizes you as a key player in Armstrong's future. We are a large company with a local feel, where you will get to know and collaborate with leadership and your colleagues across the company. By joining us, you'll have the opportunity to make the most of your potential. Alongside a competitive remuneration package, you will receive: A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs and many more. Personal development to grow your career with us based on your strengths and interests. A working culture that balances individual achievement with teamwork and collaboration. We draw on each other's strengths and allow for different work styles to build engagement and satisfaction to deliver results. As our Architectural Specialties Manager, your area of coverage is the West region, including southern CA, southern Nevada, New Mexico, west Texas, Hawaii, and Arizona. Reporting directly to the Channel Manager, the Architectural Specialties Manager is responsible for identifying opportunities, tracking and ultimately closing those opportunities with various channel stakeholders. The primary focus will be centered on Standard, Premium, and Custom AS solutions working on tracking and closing AS Quotations > $350k. Position will educate, mentor, and guide the various dedicated resources that exist within our distribution partners' networks in the region of responsibility. What’s in it for you! Act as a trusted business partner to distributors, subcontractors, and internal sales teams. Collaborate cross‑functionally with sales, construction services, and leadership. Grow your expertise through continuous learning and training

Requirements

Proficient Microsoft Office Applications
Ability to understand Blue Prints, understand, measure, and navigate through architectural drawings
Proven ability to develop an influential strategic relationship with key customers
Ability to collaborate effectively with internal AWI resources and develop and implement account and territory plans
Ability to utilize business and financial metrics to drive improved performance
Comfortable with creating reports and metrics to track results, ability to prepare and deliver executive presentations with a head for detail
Exceptional oral and written communication skills.
Bachelor's degree from an accredited four-year university, or equivalent work experience
High Diploma/GED required.
5+ years of relevant field sales experience within a similar industry

Nice To Haves

Adobe, Blue Beam, Salesforce, Showpad

Responsibilities

Drive top line sales growth that achieves desired margin expectations
Act as champion and demonstrate excellence in regard to project follow up
Lead others within the internal AWI sales region to ensure these best practices are functioning well
Participate in monthly Pulse meetings
Utilize Salesforce (CRM) to capture project follow-up activities, next steps and maintain active pipeline
Collaborate with Distributors and Subcontractors to track projects and ultimately close projects
Drive every project to close; win or loss
Analyze data that is provided via the output of the JFU efforts within SFDC
Create action plans associated with data to drive greater share of wallet with specific accounts
Analyze data that is presented monthly via the various regional sales reports to proactively identify trends, opportunities, and gaps; lead process improvement initiatives.
Create and execute plans associated with the data to grow
Capture competitive data and product offerings and present that data to business leaders within AWI
Understand Armstrong selling advantages and position with key project influencers’ vs the weaknesses of alternative competitive landscape
Promotes product line to internal and external parties through presentations, segment pieces, responses to inquiries, and sample management
Focus on learning, applying, and continuous improvement through individual & team education & specialized training to enhance their technical competencies
Function effectively as a member of a focused selling team (including Independent Sales Agents and the Construction Services team) to achieve individual, team, and business growth objectives.
Create customer value with a competitive advantage through knowledge of regional projects and spearhead follow up efforts internally and externally with those projects
Become a business partner that provides guidance and leadership to network of dedicated resources within ranks of the distributors in your region
Serve as SME on process, product, and pricing within the complex Architectural Specialties solutions offer.
Interact with and coordinate internal resources including Armstrong Area Managers & field sales reps, CSMs, Independent Agents, Project Managers, Project Coordinators and Estimators within the Construction Services teams
Train AWI sales team on product, collaborate with internal AWI resources solution selling and strategy
Measure progress in becoming easiest to do business with via voice of customer mechanisms
Promote, track, and close specialty suspension systems, Custom AS solutions,
Serve as a resource to support the integration efforts associated with successful Business Development opportunities.