Architectural Specifications Manager

Starting salary will be determined based on experience and credentials.

Chicago, IL

Description

To create demand and provide product support at the architectural/ design level while creating opportunities to fill a pipeline of Dyson commercial specifications. Embracing a team approach, ensure short and long term territory objectives are delivered utilizing a push/ pull through sales strategy with Dyson sales representatives. The successful candidate will develop working relationships to become a trusted resource with key personnel within a community of targeted commercially focused architect and design firms operating awareness, education, advocacy, and ultimately gaining acceptance of the Dyson Professional range of products to secure the specification of our products in related construction documentation. In addition, the role will require the successful candidate to follow through on each specified project ending with the selection of a general contractor and then coordinate with the local business development executive to fulfill at the point of sale.

Market Overview

Dyson landed in the US in 2002 and within 24 months our technology was market share leader. Our bustling HQ is based in the historic Montgomery Ward Building, overlooking the Chicago River. Just west of the city in Aurora, our dedicated US Customer Care team now numbers 160 people. And in total, there are over 600 Dyson people working across the US in multiple functions.

But Dyson US is still growing. It’s poised to double its footprint and take on new categories. Already a target for our competitors, challenging times are ahead. And our battle-hungry US team is truly fired up.

Function Overview

The US Dyson Professional Team is a stand-alone group focused on penetrating B2B sectors and ensuring Dyson Airblade becomes the hand drying method of choice in the US.

The Chicago office team consists of a small group of passionate people, willing to help in whatever way then can to guarantee the business is successful. This is a unique opportunity to be a part of a fast growing team experiencing double digit growth year over year.  

Accountabilities

Develop and manage specification partners in designated territory
  • Actively work with existing and potential architects and designers to extend Dyson's sales reach to demonstrate or update product information with the ultimate goal of getting Dyson specified in projects.
  • Manage potential and actual channel conflict.
  • Develop strong working relationships with leading architects, designers, end customers and general contractors within territory.
  • Must understand the A&D community and construction process delivering effective product presentations and uncovering projects for Dyson Airblade.
  • Uncover projects/ opportunities from architects and other lead sources to circulate and assist existing sales channels - direct sales force and distribution sales.
  • Research and utilize the hit list of desired firms.
Generate market demand in designated territory by working as efficiently as possible
  • Target, contact, schedule and conduct accredited CE Lunch & Learns monthly.
  • Deliver effective sales meetings and presentations to a wide range of large and medium sized businesses, through pre-booked and ad-hoc meetings.
  • Respond to all inquiries for specification from various marketing resources.
  • Actively participate with regional and national teams to discuss and share successful sales strategies as required to build a better team.
  • Promote the Dyson brand to all facets of the design and specification channel.
  • Engage and partner with Dyson Business Development Executives daily to assess market conditions, exchange information, and capitalize on opportunities to achieve sales zone targets.
  • Work seamlessly within global, US, and local specification strategy initiatives.
  • Be able to work under predetermined targets recording activity into Salesforce.com.
  • Collaborate with core functions (marketing, logistics, legal, finance) to deliver on business objectives.
Fulfill other duties as required
  • Relish the opportunities to pick up new activities that fall broadly in the purpose of the role.
  • Ability to take initiative to think outside the box and identify opportunities for improvement.
  • Proven success in sales prospecting, account management, and negotiation.
  • Identify problems and find solutions.
  • Full driver's license with good driving record.
  • Ability to lift up to 75 lbs.

Skills

  • Bachelor degree required, MBA a plus
  • Proven success in sales prospecting and lead generation
  • Strong presentation skills, experience delivering continuing education courses a plus
  • Experience with cold calling, client presentations, and closing new business
  • Experience selling sustainable or other solutions based building products to owners, contractors, or architects strongly preferred, but not required
  • Ability to understand the Dyson brand and uphold its integrity
  • Proficient in Word, Excel, & PowerPoint
  • Familiarity with SalesForce.com or a comparable CRM system
  • Ability to leverage and prospect construction project databases
  • Strong understanding of accounting, financial, and business transactions
  • Must be willing to work within a key performance indicator environment constantly tracking and measuring progress
  • Self starter who is comfortable developing sales and activity plans from inception through to completion
  • Good understanding of B2B commercial business and strategies - especially regarding complex capital sales
  • This position is home based with travel up to 30% of the time regionally, including overnight stays

Benefits Overview

Dyson US monitors the market to ensure competitive salaries, holidays and retirement plans. Beyond that, you’ll also enjoy profit-related bonuses and life and disability cover. But financial rewards are just the start of a Dyson career. Rapid professional growth, leadership development and new opportunities abound, driven by regular reviews and dynamic workshops. And with a vibrant culture, the latest devices and a relaxed dress code reflecting our engineering spirit, it’s an exciting team environment geared to fuelling and realising ambition.
 
Dyson is committed to providing reasonable accommodations to individuals with disabilities. If you are interested in applying for employment with Dyson and need a reasonable accommodation for any part of the application process, please send an e-mail with your contact information, the job number of the position for which you are interested in applying, and the nature of your request to careers.us@dyson.com or call (312) 706-2260(312) 706-2260. Determinations of requests for reasonable accommodation are made on a case-by-case basis.

Posted: 2-Mar-2017

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