Fire Protection Sales Specialist – Monterrey, Nuevo Leon
The Victaulic Fire Protection Sales Specialist is responsible for profitably increasing the fire protection market share that Victaulic holds in a geographic region. This will be accomplished by a thorough and complete understanding of: fire protection systems, Victaulic’s use in those systems, the fire protection 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 following will be the primary components of the Fire Protection Sales Specialist's responsibilities:
Responsibilities:
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Develop and implement a yearly business plan that achieves market, product, and profitability goals through well-defined opportunity matrices for projects, accounts and distributors.
- A territory Project opportunity matrix will be managed at all influences. Accurate and timely project management will be measured for projects within and outside the territory that have territory influence.
- The Fire Protection Specialist will manage an accurate and current contractor opportunity matrix. The target contractors will be developed to the fullest degree based on our definition of account ownership and Value added selling. Progress with the target contractors will be measured and reported on monthly.
- The Fire Protection Specialist will manage a designated and agreed upon number of engineers/owners. The target engineers/owners will be developed to the fullest degree based on our definition of account ownership and value added selling. Progress with the target engineers/owners will be measured and reported on monthly.
- Complete account development is defined:
- 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
- Strategic planning for flexible drop, device, and sprinkler sales in a territory will be in collaboration with the Regional Manager. This will include coordination of project and target account
- Develop a complete understanding of:
- Product features, benefits and applications and their value added position vs competition
- All requirements of our Sales Force Automation and Project Management
- Construction piping Services and its applications with Owners, Engineers and Contractors
- Victaulic tools
- Develop and manage an effective distribution network. Position Victaulic to expand distribution as necessary. The Fire Protection Specialist will actively participate in the Distributor Strategy Sessions including distributor follow-ups on an agreed upon time frame.
- 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 (i.e., line sales, regional manager, vertical market sales), as well as the management of the fire protection division.
- 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):
- 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
Victaulic is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.
