Specification sales co-ordinator

Principle Purpose

Specification salesperson to develop and convert sales pipeline in conjunction with external sales.

Principle Elements

Specification sales development is responsible for developing and securing new product specifications for Wilsonart, primarily within the commercial design community which includes architects, designers, general contractors, end users and facility managers. Selling activities include extensive product education explaining not only features, benefits and applications for Wilsonart products, but how each product can satisfy application needs of specifiers on particular projects. The ability to build and maintain relationships within the specification community is critical. This role will be responsible for virtually developing an electronic customer base and creating value for Wilsonart. Working in conjunction with wider team to provide technical and end user support to assist project.

Accountabilities

· Specification sales sector specific

· End to end project management

· Convert new customers through prospecting while cross-selling and up-selling

· Ensure materials are positioned in applications and aid in design selection

· Develop and build strong relationships across the A&D community to strengthen and build the brand

· Accountable for pipeline and pipeline conversion

· Full portfolio specification role

· Identify projects using lead generating sources such as Glenigan/LinkedIn and Google Search.

· Gain key contacts for each project.

· Ascertain future and current projects to visualise what stages they are at.

· Present marketing material to showcase ranges using Teams.

· Supply samples and brochures and follow up with Teams meeting/telephone calls to discuss ranges and suitable decors.

· Build portfolio of contacts for future projects and keep communication frequent.

· Regular dialog with external specification team.

Knowledge and Experience

· 1-3 years selling experience, preferably in the commercial and residential design communities

· Excellent communication skills

· Excellent organisational skills

· Highly proactive and self-motivated

· Technical Product Knowledge

· Technical Sales Skills

· Self-starter/Result orientated.

· Lead generation

· CRM Experience – Sales Force

· Telesales role with some client facing.

· Ability to make professional presentations

· Ability to sell products and concepts

· Ability to manage multiple priorities

· Ability to travel as necessary

Competencies

· Effective Communication – level 3

· Customer Focus – level 3

· Team working – level 3.

· Decision Making and Influence – level 2.

· Planning, Organising and Achieving – level 2.