Architectural Specifications Manager - Southeast US (MD, DC, VA, KY, TN, MS, AL, NC, SC, GA, FL) - Draper, Inc.

Company Description

Founded in 1902, we are a Spiceland, Indiana based manufacturer of Audiovisual Equipment, Gymnasium Equipment, and Solar Control Shading Systems. We have in-house design, engineering, and vertical manufacturing. We have evolved over the years, increasing our product offerings to meet our customers' needs. Draper is a family-owned company and currently led by the 5th generation of the family. Today we employ over 700 people.

Job Description

As the Architectural Specifications Manager, you will engage with the Architectural, Design, and Engineering community through established clients and developing new contacts, while also addressing incoming inquires, providing subject matter presentations, and participating in outreach events. These activities will result in establishing Draper as the Basis of Design specification for project specific and firm wide specifications.

The candidate should reside near a major airport within the region and be prepared to travel the region as needed to service clients and meet company business goals.

Job Duties

• Identify key players (designers, project architects, interior designers, specifiers) in assigned geographical area and generate interest in incorporating Draper products in their projects.
• Develop specifications to list Draper as Basis of Design by educating and motivating the specifier about the benefits of the Draper experience and products.

• The ability to read construction documents to interact, communicate and influence the design & functional intent of a project as it relates to division of scope.
• Record project in CRM software to ensure efficient lead management and forecasting.

• Become a trusted resource and develop superior relationships with the specifier communities.
• Successfully manage and overcome customer objections.
• Monitor market conditions, product innovations and competitors' products, and prices providing feedback to management on market trends and developing new strategies.
• Ability to work autonomously and travel throughout assigned region.
• Attending industry events promoting Draper brand and products.
• Consult with clients understanding their needs and writing CSI 3-part division specifications and provide Draper product drawings for construction documents.

Qualifications

Education and Experience

• BA/BS in a related design/technical field or a technical degree.
• Minimum 2 years selling experience in the A&D and engineering communities.
• Proficient with Microsoft Office Suite (PowerPoint, Excel, Word)

• Experience with CRM software for recording activities.

Knowledge, Skills, and Abilities

• Self-motivated, self-directed with a track record of successful, credible lead follow-up and sales development at multiple levels within an organization
• Exhibits a work style that is high energy, highly influential and can be an aggressive closer.
• Strong ability to solve technical, financial, and business problems for customers and specifiers by providing high level solutions in a conceptual manner.
• Strong interpersonal communication, presentation, and negotiation skills
• Ability to communicate effectively at all levels of an organization both internally and externally.
• Experience managing a complex sales process.
• Ability to work within a sales team and be an individual contributor.
• Positive and energetic with excellent listening skills and strong writing skills
• Possess an entrepreneurial spirit with the highest level of integrity.

Compensation

• Competitive base salary dependent upon experience
• Quarterly Incentives for meeting goals
• Company Annual Profit Sharing
• 401K and company matching
• Healthcare plan
• Monthly Car and Phone Allowance
• Laptop computer
• One time allowance for work from home accommodations

Draper is an equal opportunity employer.