Develop professional relationships with key architectural & engineering (A & E) firms in CCNA targeted markets, utilizing engineering expertise to drive and influence product specifications. Consult with architectural firms, structural engineers and building officials to drive code compliance and product differentiation. Educate design professionals about the industry, use and application of CCNA products, and performance requirements.
Provides on-going/continuous market analysis of our specification rate by obtaining intelligence through multiple sources such as A & E influencers, General Contractors and McGraw Hill construction services. Recognizes trends, draws conclusions, and effectively drives change to positively impact specification conversions. Develops, implements and measures specification conversion strategies to maximize CCNA market share growth within targeted end markets.
Achieves annual A & E specification conversion goals. Develops, recommends, and implements A & E specification programs at an effective level across the targeted markets for maximum benefit to CCNA. Measures and monitors the effectiveness of all programs implemented.
Perform technical and competitive analysis and create marketable, usable formats and tools to be used by the selling team to educate, inform and influence the selling process. Provide technical support to the selling team through interpretation of internal and external engineering reports, building codes, and the demonstration of design equivalency in support of key project opportunities.
Builds credibility within the organization as well as with external stakeholders by using good verbal and written communication skills. Accountable for plans and actions that build the CCNA brand via implementation of product specification selling strategies. Proactively provides feedback and recommendations to Regional Manager and other CCNA functions such as Marketing and Engineering, and collaborates with these functions to coordinate specification selling plans.
Develops a proficiency to use the ITW Tool Box focusing on the use of 80/20, Market Segment Focus and PLS to effectively manage the sales process and maximize results. Use of 80/20 should drive End User Markets, architect/engineer Targets and Project Opportunities leading to market share growth and sales improvement.
Bachelor’s Degree in Engineering is required
1-3 years of technical selling experience preferred
Strong communication skills, both written and verbal
Ability to read construction prints and analyze project specifications
Ability to understand decision making process and influence multiple decision makers in the sales process
Results driven with ability to manage multiple priorities and highly effective follow through skills
Strong presentation skills
Proficiency in Microsoft Office
Overnight travel required up to 50%
Location: Chicago IL
Illinois Tool Works (ITW) hammers out more than just tools, and it operates well beyond the Land of Lincoln. With operations in about...