Arizon Companies
  • 04-Dec-2017 to 02-Feb-2018 (CST)
  • Sales
  • MO, USA
  • Base + Commission
  • Full Time

The Market Development Manager promotes, educates and sells Arizon Building Systems - Air Structurer's products and related services in assigned markets while providing our customers and other business partners with exceptional support and service.  This position requires technical expertise and knowledge of the building/construction products and services, along with social skills, organization and follow-through in order to educate, support and build relationships with others in the marketplace.  Also, this position requires of the individual the strategic & tactical selling of project opportunities in order to provide the Company with profitable revenue and future growth. 

 FUNCTIONS OF THE POSITION

 In markets utilizing independent sales channels:

  • Provide sales leadership, training and support to sales channels;
  • Gain knowledge of your market by collecting or researching the prospective customer decision-makers (contractors, building owners, engineering consultants, past customers, etc.) of Air Structures products and services, data catalog their contact information and utilize this to support and manage your sales channels;
  • Know who the primary competitor manufacturers and other manufacturer's representatives or partners are in your market for which we compete against;
  • Provide customer presentations, marketing campaigns, prospective building surveys or demos, etc with, or on behalf of, our representative or partner;
  • Provide annual informal and formal activity and bookings guidance or expectations to our partners per market, followed with routine updates on progress toward expectations;
  • Seek continued communication updates and follow through on formal activities of potential customers;
  • With representative or partner sales channels, provide other necessary support on behalf of Arizon Air Structures;

In markets with assigned accounts utilizing a factory-direct sales channel approach:

  • Gain knowledge of your market by collecting or researching the prospective customer decision-makers (contractors, building owners, engineering consultants, past customers, etc.) of Arizon Air Structures products and services, data catalog their contact information and utilize this for direct promotion of Arizon products and services;
  • Know who the primary competitor manufacturers and other manufacturer's representatives or partners are in your market for which we compete against;
  • Provide customer presentations, marketing campaigns, prospective building surveys or demos, etc with or for prospective customers;
  • Bring continued, consistent, and appropriately-timed dialogue, communication, follow up, support and follow through with prospective customers despite the nature of their relationship with Arizon Companies;
  • Work in unison with, and in support of, our Inside Sales management and personnel, by providing guidance, support, oversight on project quote or design opportunities, needs, issues, concerns, or opportunities gained by Sales involving our sales, partners or customers, etc;
  • Work in unison with, and in support of, our other Market Development or sales-related personnel providing information, guidance and reasonable support in their responsibilities or objectives;
  • Occasionally support others' market needs with travel and support of activities such as others' training or important prospective customer presentations, etc;
  • Coordinate and communicate with, support, utilize and occasionally provide information or research or other marketing to Arizon Companies' Marketing Director and personnel;
  • Provide information, support and assistance to Manufacturing personnel on shipment and other related; Finance on customer credit, collections, expenses and other related; Engineering, Aftermarket personnel on product issues, installation, start up, warranty and other related; and the same for other departments and personnel under Arizon Companies;
  • Provide a weekly project update, typically < 1 page, providing information on prior week's activities in general, important activities or information gained, problems or issues, expected bookings of note, new business development and information regarding upcoming weeks in terms of expected travel, major events or needs, etc;
  • Meet or exceed assigned objectives on market activities, presentations both webinar and in-person, lead development, contractor relationship development, bookings, and/or margin established on a calendar-annual basis, along with proportional quarterly;
  • Minimum quarterly reviews on assigned market-by-market performance to plan;
  • Fully utilize the Company's sales-related programs, its network system and other programs or software reasonably required in this position;
  • Follow the Finance Department's expense reporting guidelines and other guidelines provided by Finance;
  • Follow HR Department guidelines.

EDUCATION  

Bachelors in Business Management or similar

Bachelors in Engineering or Construction Management or similar

 

SKILLS & ABILITIES

 5 to 10 years of sales or new business development experience

  • Proven success in large capital equipment sales. 
  • Track record of meeting and exceeding sales quotas.
  • Experience and track record of closing deals that drive significant value to both the individual and Company.
  • Proven track record of hunting, creating new opportunities and establishing new customer relationships.
  • Professional appearance, presentation and communication skills.
  • Technical understanding of the building and construction industry.
  • Build strong relationships with customers.
  • Strong negotiating and closing techniques a must.
  • Knowledge of principles and methods for showing, promoting, and selling products or services including marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Arizon Companies
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