Job Details

Job Description

The Vertical Sales Specialist, Commercial Solutions will devote efforts to selling all Overhead Door Corporation (ODC) products and installation services on a national level to key customers (general contractors, developers, and end users). The Commercial Sales Manager will work closely with the pre-construction, project management, and field installation management teams to help deliver a full end to end solution for our customers.

Reports Into:

Vertical Specialist will report to VP Sales - Commercial Solutions

Responsibilities

Essential Duties and Responsibilities:

• Primary responsibility is to grow sales by identifying, prospecting, and negotiating new construction projects.
• Responsible for establishing and maintaining business relations with developers/investors, general contractors and end users.
• Be the face of ODC in the self-storage industry and position ODC as a leader in the space by participating in industry trade shows and conferences.
• Be the primary liaison with the marketing and product management group to drive brand awareness, lead generation and product priorities to position ODC as the leader in the self-storage space
• Analyze market trends and provide insight into the next stages of the self-storage industry to position ODC for the future in the space.
• Ensures effective communications are maintained through all sales channels, marketing and management.
• Analyzes competitor activities in relationship to product, pricing, promotions, and new products.
• Analyzes market needs as related to product, application solutions, competitive landscapes, architectural trends and vertical marketing needs.
• Responsible for effective management and sales of current and new product introductions to specific vertical markets, architects, design build firms and spec writers.
• Participate in the direction, strategies, and implementation of all programs or policies. To creatively develop customized programs for specific vertical markets.
• Develop strategies to obtain new accounts and strengthen relationships with existing accounts.
• Demonstrate effective negotiating skills in all aspects of interaction.
• Demonstrate problem-solving skills, good judgment, and the ability to achieve consistent high levels of results.
• Provide accurate monthly forecasts and monthly reports.

Other Responsibilities:

• Work effectively to collaborate between Marketing, Channel Sales teams, National Accounts, and Engineering
• Willing to travel including overnight 50% of time.

Qualifications

Skills/Experience Requirements:

• A minimum of seven to ten years of experience selling an engineered product; self-storage solution sales strongly preferred.
• Sales management experience with proven track record to grow sales on a national level.
• A positive individual who is extremely professional with high integrity and strong work ethics, with the ability to give and receive respect while maintaining confidentiality.
• Must have excellent written and verbal communication skills. Strong presentation skills with the ability to demonstrate our brand to both small and large groups with marketing tools and manuals.
• A self-confident and assured individual who can command respect, think quickly and work independently. An entrepreneurial spirit who can work as a member of the team.
• Must be a self-motivated professional with the ability to engage, possessing excellent selling skills. Must have strong organizational and analytical skills; responsible time management and timely reporting required.
• Ability to think and operate both short and long term, be able to hit sales numbers without sacrificing long term goals.
• Must possess a strong mechanical/technical aptitude and be good with numbers. An understanding of the construction industry with the ability to understand plans and specifications. Must also have an understanding of both pricing and P&L.
• Must possess computer proficiency in Microsoft Word, Excel and PowerPoint. Working knowledge of MS Office applications, Lotus Notes and data entry
• A versatile individual with the ability to handle multiple cultures, as well as strong problem-solving skills and the ability to break down walls.
• A strategic sales professional with the ability to sell to the end user. Experience with consultative selling. Can see beyond traditional sales channels.
• Think strategically in terms of distribution and end user management (multi-dimensional thinking).

Education Requirements:

A Bachelor's degree, preferable in Business, Marketing or Engineering (or related business experience), plus a minimum of 3 years national sales experience in construction and/or building products. Prior self-storage sales and/or product experience strongly preferred.

Revenue Recognition / Incentive:

Sales will be pooled across both brands with an overall revenue and margin target and goal.

Physical/Work Environment Requirements:

• Home office
• Extensive travel