TECHNICAL SALES REPRESENTATIVE

YKK AP America Inc.•Farmington Hills, MI

10d•Remote

About The Position

Our company culture is built upon YKK’s philosophy called the CYCLE OF GOODNESS™. We believe that providing value and being fair to our customers and our employees is what makes us a successful company in return. Guided by our core values and fundamental behaviors, we strive to foster a caring company, committed employees and challenging work that benefits our employees, customers, and communities. We offer competitive compensation packages, training and advancement opportunities. Erie Architectural Products provides employees with a comprehensive benefits package designed to provide the security they need to enjoy life at home and at work. By providing a high level of benefit coverage at a reasonable cost to the employee, we hope to foster a long and productive employment relationship. Purpose of Position: The primary responsibility of this role is to build, maintain, and expand client relationships within an assigned territory, positioning Erie Architectural Products as the preferred curtain wall vendor. This individual will work closely with Sales, Estimating, and leadership teams to provide critical project information, support bid strategy, and establish themselves as a subject matter expert in the curtain wall industry.

Requirements

Displays experience with MS Office (Excel, Word, and Outlook) and CRM tools
Must have valid driver’s license and reliable transportation
Must maintain valid travel documentation for travel to Canada
Good understanding of building construction. Knowledge related to curtain wall, storefront, entrances, and window products preferred.
Effective communication skills at all levels, both written and verbal.
Effective skills in analytical thinking and problem solving.
Ability to perform multiple tasks and ability to effectively manage conflict.
Minimum of 3 years of estimating/sales experience within glazing industry.
Bachelor’s degree in architecture, construction management, business, or a related field.
Experience in architecture aluminum industry including curtain wall with an understanding of building envelope science technology preferred but not required.

Nice To Haves

Knowledge related to curtain wall, storefront, entrances, and window products preferred.
Experience in architecture aluminum industry including curtain wall with an understanding of building envelope science technology preferred but not required.

Responsibilities

Build relationships with key decision makers and owners of our customer base.
Build relationships with our customers’ key partners (owners, architects, consultants, contractors) and position yourself to sell Erie.
Support our customers in selling Erie (the company and products) to our customers key partners.
Find, research, qualify and develop potential customers for Erie in assigned territory. Make recommendations to Sales Team regarding new customers
Maintain and develop customer database in assigned territory to justify classification. Review on a semi-annual basis.
Help with account receivable when notified by Finance Team of an issue.
Take responsibility for customer issues when assigned.
Complete and maintain CRM profiling of all our customers in assigned territories.
Prequalify project opportunities to ensure they fit with the strategic vision of the company and meet our overall sales goal.
Provide winning strategies for project opportunities in assigned territories.
Participate in and support the inside sales effort. Including, but not limited to, takeoffs, scope qualifications, system selections, marketing literature, prequalification, substitution requests, schedules, value engineering, design assist activities, etc.
Provide fact-based market intelligence regarding why we won and lost jobs to the Sales Team.
Individuals must have the ability to sell value above price.
Coordinate resource requirements including technical support, territory management supports, etc. through National Sales Manager.
Extensive interaction with existing US-based sales team in target markets.
Develop a full understanding of market and competitive dynamics including knowing participants, how jobs are won and lost, etc. in assigned territory. Capture this in the territory plan.
Own and refine assigned territory plans and provide recommendations on how to further develop the territory to Sales Team on a semi-annual basis.
Take leadership in achieving the annual sales goals of assigned territories.
Support achieving the annual sales goals of other territories.
Submit trip reports for all account visits.
On award projects that the Technical Sales Rep has secured, provide oversight and support in the initial Design Assist phase of the Project.
Ensure that the Design Assist Process is followed correctly: Project Set Up, Kick Off Meetings, Check Ins, Submittals etc. are conducted rigorously, fully and on time.
Once Projects have been secured, work with the Design Manager to lead the design portion of the Project Kick-Off meeting with EAP's Delivery Team.
Ensure that all aspects of the Design Proposal, including pricing, have been fully explained to the Delivery Team and are understood.
Ensure that the handover between Sales/Estimating and the Project Team is conducted correctly and comprehensively, including the Outstanding Items List.
Take part in Design Assist Calls for Projects, facilitate the development of these details to sign off by the Client's Design Team.
If needed intervene in the Design Assist calls to ensure that the Meetings run well and are productive.
Ensure that items are in the Outstanding Items List and addressed rapidly in the Design Assist meetings to ensure that these are closed out successfully.
Review Project Progress with the Project Manager on a Monthly Basis, with key focus on Project Schedule Management and material ordering and delivery milestones being hot on time – escalate internally and with the Customer if needed.
Generally, support the EAP Project Delivery Team wherever needed.