Architectural Sales Representative

Job Title:  Architectural Sales Representative – Historic Custom Repair Materials & Keim Silicates

 

Department:  Outside Sales Team

 

Position Summary – Responsible for the sales growth of our exclusive custom blended historic repair materials line which includes concretes, mortars, plasters, stucco and stone repair mortars as well as Keim silicate coatings and stains.  This position will develop new business opportunities by soliciting and presenting our exclusive product lines to building owners, architects, engineers and contractors.  This position will be responsible for scheduling and conducting presentations in front of architectural/engineering firms while also assisting them in the preparation of project specifications involving our materials/services.  This position will also work with contractors by offering sound technical support, assisting them in the bidding process, networking with industry contacts and consulting on projects.  This position will be supported by our historic materials lab managed by our historic preservationist (Elisabeth Logman) and our lab assistant (MacKenna Smith).  This position will have a sales territory covering Illinois, Iowa, Wisconsin, Minnesota, Michigan, Indiana, Ohio and Missouri.

 

Experience – The ideal candidate will have related experience in the construction and/or paint industry with a technical service or sales background as well as excellent verbal and written communication skills. They are also able to present their ideas to a broad range of clients, prospects and management levels.  We seek results-driven and self-motivated individuals who will provide complete and appropriate solutions for every customer in order to boost top-line revenue growth, customer acquisition levels and profitability.

 

Responsibilities – Include, but are not limited to the following.  Other duties may be assigned.

 

  • Salesmanship
  • Building business within the specified territory utilizing a variety of sales techniques.
  • Preparing sales strategies and call lists.
  • Compiling call lists of prospective architectural and engineering firms as well as contractors based on information gathered from newspapers, business directories, industry ads, trade shows, associations, websites, bid lists and online project tracking programs such as CMD.
  • Cold calling architectural and contracting prospects within the territory to assess their needs for our products/services and solicit their business.
  • Preparing and presenting AIA accredited PowerPoint presentations on potassium silicate coatings/stains, stone/terracotta repair methods and proper masonry repointing.
  • Assembling custom tailored sales folders, complete with carefully selected price sheets, product data sheets, material samples and other key sales aids.
  • Scheduling follow-up phone calls and/or meetings with prior contacts on a regular basis.
  • Maintaining our customer database in Filemaker by updating records with current contact information for each client.
  • Maintaining an active presence on LinkedIn and other networking sites.
  • Quoting price and credit terms to contractors or forwarding special pricing and/or bid requests to the sales manager for compilation or approval.
  • Expediting the resolution of customer problems and complaints to maximize satisfaction.
  • Reviewing project opportunities daily/weekly on our CMD platform and reaching out to contractors and/or architects who are involved with restoration projects that may require our high-end repair materials.
  • Attending relevant industry events and conferences as a guest or a vendor to build business and enhance our visibility.
  • Organizing and presenting HFS in-house workshops during our winter education series.
  • Writing at least one article per year covering the unique restoration projects we were involved in for publication in trade journals.
  • Remaining up to date with industry news to identify new business opportunities.
  • Preparing a sales summary for quarterly sales meetings as well as maintaining mileage and expense logs.
  • Working closely with the sales manager to discuss industry news, material pricing, special contractor pricing, project bids or the recommendation of new products.
  • Analyzing competitor activities in the region and assessing opportunities for business development.
  • Working to achieve revenue targets and key performance objectives set forth by management.
  • Consulting
  • Conducting hands-on training seminars on silicate coatings, stone repair mortars, and masonry repointing mortars in junction with our outside sales team.
  • Providing on-site technical support.
  • Assisting clients with color matches and material blends for Keim silicates, stone repair mortars and custom blended concrete, stucco and mortar restoration materials.

 

Supervisory Responsibilities None at this time

 

Competency Requirements – To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or abilities required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

  • Have successful experience and a proven track record with business to business sales.
  • Have an eye for detail and ability to comprehend and recommend technical specifications to architects and engineers.
  • Must have an ability to make quick decisions and solve technical problems.
  • Must possess excellent public speaking skills with an ability to deliver engaging presentations to all types of audiences.
  • Must demonstrate excellent people skills with an ability to communicate clearly with customers and other employees in a courteous, knowledgeable and polite manner.
  • Must have excellent selling, communication and negotiation skills.
  • Have an ability to prioritize work, effectively manage time, and remain organized.
  • Must demonstrate the ability to properly place or invoice orders using a computer as well as retrieve sales information from our accounting program.
  • Must be able to use various other computer programs including, but not limited to, Microsoft Word, Excel, PowerPoint, and internet browsers.
  • Must have familiarity using CRM systems.
  • Have experience in analyzing sales territory, market sales potential and tracking sales.
  • Must be able to read architectural drawings and estimate material quantities.
  • Ability to work in a high-intensity, fast-paced environment.
  • Must have a valid driver’s license and properly insured/registered vehicle in accordance with Illinois state law.
  • Must maintain an acceptable Motor Vehicle Record.

 

Education – BS/BA degree or equivalent.

 

Mathematical Skills – Must have sufficient mathematical skills to calculate material quantities from architectural drawings or field measurements. Must also be able to quote a total price for the materials purchased.

 

Certificates, Licenses, and Registrations – Must have a valid driver’s license, registered and insured motor vehicle in compliance with Illinois state law.

 

Physical Demands – The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

  • Must be able to access construction sited via stairs, ramps, ladders, elevators, etc.
  • Must be able to spend at least 30%-50% of the day standing and walking on surfaces such as concrete, wood and metal in sometimes slippery, muddy and wet conditions.
  • Must be able to sit and remain alert while driving for an aggregate period of up to 6 hours.

 

Work Environment – The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

  • May spend up to 30%-50% of time out-of-doors, exposed to potentially difficult environmental conditions.
  • May be subject to irregular work schedules, temperature and weather extremes, long trips, delays en route and other stresses and fatigue related to driving a car on crowded streets and highways in a variety of weather including icy conditions.
  • May spend up to 30-50% of one’s workday in a car driving to appointments.

 

Why Work for HFS – We are a family owned business with little red tape and decisions can be made quickly.  There are currently no sales territory restrictions and no other sales reps to compete against within our company.  We are the exclusive distributor to two product lines (Cathedral Stone Products and Keim) which both have multi state territories and over $250,000 in annual sales combined.  Our company also custom blends historic mortars, concretes and plasters and sells these materials throughout the country.  Our staff is friendly, team oriented and supportive of one another’s work.

 

If interested, please email your resume and cover letter to Matthew Wolf at mwolf@hfsmaterials.com.