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Additional Opportunities can be found at: JOBS.ASHRAE.ORG
Last updated: 7/29/2019
Territory Manager - SageGlass
SAGE is all about its people, its products and its company culture. The vision of the company is to deliver a durable, reliable and high-performance energy-saving electrochromic product for buildings and to provide a healthier indoor environment for their occupants. Its award winning electronically tintable glass solution is second-to-none and recognized by Green Building, Inc. as one of the top ten green building products available on the market place.
The Territory Manager is responsible for covering a sales territor in the state of Florida. This person will ensure the success of the territory’s growth targets by setting the territory specific strategy and tactics in order to engage, nurture and win with key stakeholders. Those key stakeholders are building developers, owners, investors, architects, glazing contractors and occasionally electrical contractors. This person must possess a dynamic range of engagement to nurture all stakeholder levels, with a mix of technical and softer sales skills. Complex, long cycle strategic selling experience is a must.
Own the territory strategy and execution based on overall business strategy and territory growth targets
Develop and nurture ongoing and project based relationships with key developers, owners, investors and architects aligned to SageGlass’ value proposition
Educate on the benefits SageGlass brings to the investing stakeholders and occupants and ensure value to price is articulated against alternative solutions
Maintain clear solution and corporate differentiation against competition
Attend local trade events and speaking engagements for key target verticals
Create and nurture ongoing project based relationships with qualified glazing and electrical contractors to support successful bidding and installation of SageGlass
Ensure the appropriate level of technical training is provided during the sales and installation process through reference material, videos and engagement with SageGlass Architectural Solutions
Grow and maintain a pipeline level in support of territory targets by creating self-sustained system of opportunity discovery
Collaborate with inside sales and marketing for central office based opportunity discovery and nurture
Weekly, monthly and quarterly reporting for the territory derived from routine use of Salesforce
Quarterly reporting of territory progress against strategy
Report to marketing competitive information on an as needed basis
Bachelor’s degree in business, engineering or related field preferred
5+ years in a technical sales management role preferred
5+ years multi-stakeholder, complex and long sale cycle experience preferred
Strong sales and negotiation skills
Initiative, drive and enthusiasm
Excellent communication skills across multiple stakeholder levels
Good planning and organizational skills
The ability to work calmly and focused under pressure
Good IT, budget and report writing skills
Experience and desire to work within a start-up environment, contributing to developing business infrastructure and aggressively scaling a high growth busines.
Hands-on. You never hesitate to roll up your sleeves and tackle something.
You have the skill to work in cross-functional, fast-paced environments with the pressure of multiple deadlines, multiple stakeholders and complexity
Charismatic personality that allows you to operate at every level in and out of the business with multiple stakeholders. You have the uncanny ability to distill complex and technical topics into concise communication.
You value other’s views, can earn stakeholder confidence quickly and exert influence
Highly organized and comfortable with providing transparency into work
Commercial awareness combined with a creative mind
A never-ending desire to grow and learn
You have a resourceful mindset and ability to look at multiple inputs that would feed into a robust plan
You have the ability to cut through details to appropriately make tradeoffs, prioritize work and execute
Decisive, action-oriented attitude; able and willing to own open issues and drive resolution. You know how to leverage data to make decisions without getting stuck in analysis paralysis