Sales Account Manager - Burnaby

The base salary for this role is between $60,000 - $70,000 · SUMMARY · The A&D (architect and designer) and Builder Channel segment of the Caesarstone value chain is an important channel that drives major category/industry influence while representing some of the largest, high-pr ...

Job description

The base salary for this role is between $60,000 - $70,000

SUMMARY

The A&D (architect and designer) and Builder Channel segment of the Caesarstone value chain is an important channel that drives major category/industry influence while representing some of the largest, high-profile design/construction projects in the commercial and residential building industry. The A&D and Builder Channel Business Development Manager role will ensure that the face of Caesarstone is established as a brand and category leader to drive market impact, working closely with the Regional Sales Manager to align strategies, maximize opportunities, and strengthen relationships.

Proven sales experience converting leads into customers is required, with a demonstrated ability to manage the full sales cycle, from prospecting and relationship development through specification, negotiation, and successful project completion

RESPONSIBILITIES

Business Development Manager – A&D / K&B Channel

• Cultivate and maintain strong relationships with architects, interior designers, design firms and any assigned Fabricators (if applicable). Act as a trusted advisor, demonstrating in-depth knowledge of our products and services to meet their project requirements.
• Proactively identify and pursue new sales opportunities within the architecture and design sector. Leverage industry insights to present innovative solutions that align with client needs and trends. Provide viable product solutions to designers for project design, application, and budgetary needs.
• Present, educate and inspire designers' interest in using Caesarstone products through a range of activities: product knowledge meetings, lunch-and-learns, design & development meetings, CEU presentations, company & industry events, and social media channels.
• Collaborate with team members throughout project life cycle from conception through completion.
• Communicate internally among team to maximize opportunities with customers.
• Work with RSM on project related products and their timelines
• Provide post-sale support and service at the customer's residence where applicable by region.
• Develop & maintain project opportunity pipeline, focused on obtaining product specifications on new development multifamily projects, that will meet individual KPIs, Regional and National set goals.
• Develop a deep understanding of our product offerings, staying up-to-date with the latest features and benefits. Articulate these effectively to clients, highlighting how they can enhance the design and functionality of their projects.
• Utilize a consultative approach to understand client challenges and objectives. Collaborate with our internal teams to develop customized proposals that address specific project requirements.
• Work closely with architects and designers throughout the project lifecycle. Coordinate with internal teams, including design, production, and logistics, to ensure smooth project execution and delivery.
• Stay informed about industry trends, competitor activities, and emerging technologies. Provide insights to the management team to refine our sales strategies and product offerings.
• Represent the company at trade shows, industry conferences, and networking events. Build and expand your professional network within the architecture and design community. Participate in Learning hours for internal Teams.
• Maintain accurate and up-to-date records of client interactions, sales activities, and pipeline status using our CRM system. Provide regular sales reports and forecasts to management. Leverage Caesarstone systems and 3rd party tools to seek & identify new project leads.
• Work Showroom shifts if required

Business Development Manager – Builder Channel

• Primary relationship manager for defined territory accounts. Drive Caesarstone brand message and product through Builder Channel accounts and provide measurable increase (as defined by the Regional Sales Manager) in Share of Shelf (SOS) and selector lists.
• Own and maintain market insights, tender timelines and submission requirements, including commercial pipeline information
• Provide samples, literature, and other marketing tools in support of the brand and product in your specific market.
• Ensure all customer issues are dealt with proactively and effectively, keeping management informed of any issues/problems that may escalate.
• Maintain an open line of communication with the Regional Sales Manager, providing regular input on all account activity, including status and call reports on a weekly basis.
• Efficiently utilize and leverage corporate sales database for tracking, maintaining, analyzing and managing customer requirements
• Work with RSM on project related products and their timelines
• Communicate internally among team to maximize opportunities with customers.
• Develop and maintain a high degree of product and industry knowledge (e.g. attend industry events, trade shows, membership associations)
• Generate quarterly targeted SPC and builder direct sales agreements as defined by the Regional Sales Manager
• Follow up of all proposals for builders within 2 weeks of submission and maintain target customer and project list through Dodge and other available market resources.
• Regular input and tracking of customer activity in CRM system (Salesforce)
• Collaborate with fabricators as needed to support project execution.

QUALIFICATIONS

• Bachelor's degree Marketing, Sales, or equivalency in experience.
• Minimum of 3-5 years of successful sales experience with a proven track record of persuading/influencing others.
• Proven track record in B2B sales, with a focus on architectural or design-related industries.
• Strong understanding of architectural and interior design concepts, materials, and trends.
• Ability to develop and deliver presentations, create, compose, and edit written materials.
• Proven history of sales success identifying and developing new business opportunities
• Ability to translate client needs into effective solutions.
• Excellent communication and interpersonal skills.
• Proficiency in using CRM software and Microsoft Office Suite.
• Self-motivated, proactive, and results-driven with the ability to work independently and as part of a team.
• Must be willing to travel. Valid Driver's License and willingness to work a flexible schedule with occasional overnight travel.

WORKING CONDITIONS

• Frequent travel, often up to several hours of driving per day.
• Manual dexterity required to use desktop computer and peripherals.
• Occasional lifting of items up to 50 lbs.
• Possibility of weekend showroom coverage as needed. Weekend showroom are eligible to bank one full day as outlined in the Banked Time Policy
• The role involves extensive local travel to engage with existing, potential customers and to attend, and conduct presentations.
• Flexibility in your schedule is essential, including occasional weekends and overnight trips for customer meetings or events. Must hold a valid, full, unrestricted driver's license.
• Anticipate exposure to diverse weather conditions during travel.

We are proud to provide this unique career opportunity in a progressive environment with continuous learning and opportunity for growth. In addition, the successful candidate will have the opportunity to be a part of a major organization poised for growth, which has a track record of success and strong brand presence. We are committed to fostering an inclusive and accessible environment. Our Company is an equal opportunity employer committed to diversity and inclusion. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

OUR COMPANY VALUES

People First: We treat each other with fairness and respect, consistently provide opportunities for growth, and health and safety are our first priority.

Accountability: Together, we take ownership of our actions, business and future.

Innovation: We are committed to fresh thinking and breakthrough ideas that create value.

Winning Spirit: We are enthusiastic and foster a 'can-do' attitude in striving to be No 1. We are committed to excellence and share and celebrate our achievements.