Sales Specialist - Western Mexico

Victaulic Sales Specialist - Western Mexico

The Victaulic Sales Specialist is responsible for profitably increasing the building services market share that Victaulic holds in a geographic region. This will be accomplished by a thorough and complete understanding of: HVAC systems, pools systems, plumbing systems and fire protection systems, Victaulic's use in those systems, the building services industry as a whole, each Victaulic's product value added proposition vs competition, and by utilizing a well-defined opportunity matrix consisting of projects, and target accounts.

The primary components of the Sales Specialist's responsibilities include:

• Develop and implement a yearly business plan that achieves market, product, and profitability goals through well-defined opportunity matrices for projects, accounts and distributors.
• Manage an accurate and timely project management for projects within and outside the territory that have territory influence.
• Manage an accurate and current contractor opportunity matrix. Develop target contractors to the fullest degree based on account ownership and value added selling. Measure and report progress monthly.
• Manage a designated and agreed upon number of engineers/owners. Develop target engineers/owners based on account ownership and value added selling. Measure and report progress monthly.
• Develop relationships with the owner/president or specific decision-makers. Understand the account's business strategies and their position in the marketplace.
• Design and implement a value added strategy to sell the complete line of Victaulic products.
• Negotiate a total Victaulic use of products with the account. Timely inclusion of distribution is necessary. Strategic Pricing will be coordinated and approved by the local manager and VP of Sales. Use Company resources to ensure complete account development.
• Measure progress with the target accounts on a monthly basis, including project successes and priority product sales.
• Collaborate with the Regional Manager for strategic planning for flexible drop, device, and sprinkler sales in a territory.
• Develop a complete understanding of product features, benefits and applications and their value added position vs competition.
• Understand all requirements of our Sales Force Automation and Project Management.
• Understand construction piping services and its applications with owners, engineers and contractors.
• Develop and manage an effective distribution network. Position Victaulic to expand distribution as necessary.
• Understand the construction cycle and successfully influence decision-makers at all influences (owner, engineer, and contractor) to maximize Victaulic's sales potential.
• Communicate project and account activities to appropriate personnel within the specialist's geographic area of responsibility.
• Report on activities, progress, market information, and new ideas.
• Integrate into local trade organizations and professional associations – strive to become part of the fabric of the industry within the respective territory.
• Participate in industry related organizations and trade shows.
• Track and report expenses and other relevant data as appropriate or as requested.
• Other duties as assigned.

Qualifications (education, experience, personal attributes) include:

• Bachelor's degree preferred
• Working proficiency in English
• Valid Passport and B1/B2 visa
• Previous sales experience selling "value added" products/services; preferably related to the commercial construction industry, PVF industry (pipes, valves, fittings) or mechanical products
• Demonstrated achievements in sales
• Ability to develop and nurture long standing relationships
• Solid project management skills
• Self-motivated, confident
• Strong mechanical aptitude
• Problem solver; resourceful, creative thinker
• Strong written and verbal communication skills, professional image
• Willing to travel overnight as required by the position and territory
• Team player
• Competitive, flexible and resilient by nature
• Strong organizational and time management skills; able to work in a virtual setting with minimal supervision
• Affable, engaging personality
• Ability to occasionally lift 50+ pounds
• Willingness to work in adverse weather conditions such as snow, heat, mud, rain