Technical Sales Manager - Urban Climate Resiliance

Role Description:

• The purpose of the Technical Sales Manager role is to combine engineering know-how with business accumen and product knowledge to help our cleints understand the benefit of UCR solutions.
• The role is responsible for business development, engaging early in the project development phase to shape the client’s vision (in the market and within projects) to create opportunities to sell the integrated solution.
• The role works with alongside the our client Techncial Manager and the client’s design team in the design phase of the project to sell the our client UCR value propostion and obtain specification in the project.
• Note: The role is sometime referred to as a “Project Sales Manager (UCR)”. 

Dimensions of Job

• Project sales withn US.
• Works within a Commercial team that inlcudes a team of Technical Sales Managers and Technical Managers across a wide geography and a number of product groups.
• No direct responsibility for people

Scope of the Job

• Role is one within a Commercial team based in the US.

Complexity of the Job

• Supporting the growth of Project Sales in North America by managing sales leads, designs, specs and quotes across a wide geography in a new market segment.
• Managing a number of projects at different stages of development.  
• Defined customer base includes but is not limited to Building owners, Developers, City / Municipal Authorities, Specifying Consultants, Main Contractors, Commercial and Residential Sub Contractors, Architects / Design teams.
• In order to meet the needs of the customer and demands of the role, extensive travel could be required which may involve regular overnight stays away from home.

Responsibilities:

• To achieve the commercial objectives for the North America UCR team: (UCR sales, value add products margin growth, obtaining specs, converting end-users, project hit rate) 
• Engaging with all health and safety programmes (operating safely at all times in line with Work Safe principles)
• Build and share market intelligence (understanding of customers, markets, competitors, products, and applications. 

Responsibilities / Metrics applicable to this role include:  

• Value of orders converte.
• Conversion rate of opportunity to order.
• Use of CRM system (logging detailed activities and projects within the CRM system)
• Development of Project Pipeline.
• Call ratio and frequency by customer type.
• CPD seminars (Delivering CPD and product training to Specifiers, Architects, Designers etc).
• Achieving monthly and quarterly Commercial Objectives and KPIs
• Ensuring that all customer requests are responded to professionally and efficiently
• Ensuring all management information – KPIs, Monthly Reports are submitted on time in full
• Minimum:  Batchelors degree in technical subject (prefreably mechanical engineering or hydraulic engineering, civil engineering, urban planning, (landscape) architecture)
• OSHA Consruction 10 qualification
• Desirable:Professional body membership (ASME or ImechE)

Requirements:

• Good understanding of Health & Safety requirements.
• Ability to read and understand construction drawings and specifications.
• Knowledge of relevant Codes and Standards .
• Ability to design and calculate on a project level.
• Knowledge of the North America UCR market opportunities and challenges. 
• Excellent knowledge of IT package including MS Office Packages, CRM and BIM.

Experience Required

• 5+ years of relevant professional experience​ 
• Experienced technical professional (e.g. from engineering consultancies, architecture firms, or end-client’s engineering teams​). 
• Strong technical background and experience in design, evaluation and construction of stormwater management/Urban Climate Resilience systems​.
• Commercial mindset, from conceptual designs to integrated solution selling (inspire and transform client pains into demand).
• Experience within a market leading manufacturing business, preferably within the building products or construction industry
• Experienced in interacting with clients teams at a technical level.​ 
• Proven track-record of winning projects and understanding full project scopes.
• CRM and project management proficiency​.
• Experienced in successful negotiation (persuasion and influencing).
• Plans and organises efficiently and effectively.