ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Under limited direction and supervision
• Monitors upcoming projects that could be beneficial for organization.
• Tracks leads for projects obtained by contacts.
• Introduce new jobs into the engineering department and assist with preliminary layout of the project.
• Provides preliminary budget for project cost studies and product promotion.
• Prepares quality reports and logs to keep track of the project that is being bid on.
• Must submit required reports to VP of Sales and Marketing.
• Follows up with customers to determine if the process is being completed thoroughly and as planned.
• Develops and maintains sale material and current product knowledge.
• Develops final bid estimates and proposals including drawings and sketches and preliminary engineering based on product use, availability and past project use.
• Maintain a steady relationship with owner, General Contractor, Architect, or Engineer as the project moves through the stages of completion.
• Attends meetings and other functions outside of work to increase and maintain contact base with new products and customer relations.
• Performs other related tasks necessary for each individual project.
• Work closely with Marketing/BD personnel for efficient and effective use of time and resources. The Client’s needs shall always be top priority.
• Regularly holds face to face visits or meetings with assigned clients.
• Be able to develop solutions and submit RFI’s to appropriate parties.
• Responsible for sample approval and delivery of samples to jobsite.
• Assists internal departments with information flow on their projects.
• Develop and maintain relationships with key clients that foster sustainable revenue streams through consultative approach to precast building systems.
• Develop relationships with architects, contractors, and engineers that allow Wells earlier involvement in the design phase providing a competitive advantage.
• Uncover market opportunities to estimate and bid work through contractor avenues for a personal sales goal of $10 million in revenue annually.
• Prepare thorough estimates for precast projects, coordinating with respective departments for scheduling, value-add solutions, and production concerns. Coordinate with sales manager or senior estimator for estimate review.
• Negotiate contracts, prepare product design concepts and oversee shop drawings in a manner that effectively serves our client’s needs while maintaining a reasonable profit margin for Wells.
• Assist in marketing precast products and Wells at tradeshows, in presentations to architects, engineers, contractors and end users directly, along with targeted organizational involvement.
• Maintain opportunity and project pursuit database that effectively communicates work in progress to avoid overwork or doubling up on efforts.
• Maintain client information through relevant tools (and eventual CRM) that allows all teammates and leadership to access relevant information for effective decision making and resource allocation.
• Help maintain Wells’ brand through effective use of available materials, coordinating with marketing on appropriate uses of materials and key messages in the sales cycle.
• Act as liaison between client and Wells, handing the project off as necessary given the project structure while ensuring project needs are being met and the client’s experience is satisfactory.
• Coordinate key project information with marketing for case studies to continue to effectively drive higher level involvement.
• Coordination/introduction of key client contact(s) and marketing for client review process.
• Complete special projects as requested and performs other duties as assigned.

KNOWLEDGE, SKILLS, EXPERIENCE AND ABILITIES REQUIRED

• Proficiency in complex building types: (one of the following to be selected for evaluation)
  • total precast buildings
  • multi level buildings
  • parking ramps
  • food grade/dryers
• show involvement and achievements in industry associations i.e: participating on a board or committee.
• Proficient with Microsoft Office other computer programs.
• Must be able to actively listen and participate in meetings along with listening to customer’s needs and wants.
• Must be able to follow direction and respond effectively to customers.
• Maintain a strong relationship with current customers for future work and public advertising in that industry.
• Ability to persuade and influence others to sell the product.
• Ability to develop and deliver presentations.
• Ability to work with others to get the project completed efficiently.
• Must be motivated and self driven to complete a task.
• Knows and Understands how the customer responds to projects and bids in order to maintain strong relationships with customers.
• Knowledge on the process of precast buildings from start to finish to determine the right way to develop bids for proposals.
• Ability to organize and establish priorities to determine what job is most important to complete.

EDUCATION REQUIREMENTS

• Bachelor’s Degree in Business Management or Construction Management preferred.
• As a substitute for the Bachelor’s Degree, 3 – 5 years of experience in Precast sales.

WHERE TO APPLY

https://www.wellsconcrete.com/jobs/sales-representative-ii/

Gate Precast Company is one of the nation's largest producers of architectural precast concrete, pre-stressed hollow core slabs, transportation/infrastructure and marine components, operating eight manufacturing facilities located in North Carolina, Alabama, Kentucky, Tennessee, two in Florida and two in Texas. At these state-of-the art plants, architectural and structural concrete are designed, manufactured, delivered, and installed to customers in over two-thirds of the United States.

Reports to: Vice President, Sales

Job Overview: Gate Precast is looking for a Sales Representative to join our growing sales team. Service area would include Texas and southern Oklahoma with primary focus on DFW, Austin, and other major markets. This position is remote, but will have an office at our Hillsboro, TX plant.

This sales role will generate revenue by educating owners, designers, engineers, and contractors while qualifying potential projects while providing emphasis on total precast.

Areas of Responsibilities:

• Initiates the sales process by scheduling appointments and making presentations; and understanding and influencing design requirements.
• Instills confidence in the marketplace, standing behind its value proposition of quality, service, technology, design assist and financial capabilities.
• Market our building enclosure systems capabilities along with total precast
• Expand sales in the design community by introducing new products; developing new applications and promoting design-assist.
• Close sales by working closely with the estimating staff during the estimating and bidding process with potential accounts.
• Provide engineering support and training to estimating and other sales staff on structural precast projects.
• Works closely with plant operations staff and attends weekly meetings at plant when available.
• Actively pursues all opportunities within the region.
• Network by participating in construction-oriented educational opportunities and PCI regional organizations.
• Demonstrate strong analytical and presentation skills

Qualifications

• Bachelor’s Degree or equivalent work experience, training, and education
• Proven work experience with Architectural cladding, Architectural Precast and/or façade required.
• Effective verbal and written communication skills and ability successfully engage all levels of customer base
• Action-oriented. Acts with a sense of urgency, and with the end-result in mind. Prioritizes workload and uses time effectively.
• High sales aptitude, self-motivated. Proven sales skills, abilities, and effective closing techniques
• Familiar with PCI and ACI design requirements to be able to converse effectively with designers, estimators and project leadership.
• Day travel is required within Texas. Some overnight travel may be required.
• Requires a valid driver license and clean MVR.

Gate Precast is an Equal Opportunity Employer and Drug-Free Workplace

Qualified candidates send resumes to Vanessa Ramirez, vramirez@gateprecast.com

The salesperson is responsible for sales of all building product lines, including: Easi-Set, Easi-Span, and other Easi-Set building product lines including precast floor panels.

The primary objective for this position is to develop and sell buildings to new clients that have not purchased from Smith-Midland in the past.

Skills required:

Excellent listening, verbal and written communications skills

• Needs to be organized, detail-oriented, must have the ability to follow through, and motivate and lead people
• Willingness to accept responsibility with an interest in improving processes
• Support company’s objectives and goals.

Specific Duties and Responsibilities:

Develop a short, medium and long-term plan for increasing building sales to new clients and execute the described plans.

• Identify likely blanket sales vehicles (e.g., GSA, Forest Service, state contracts, COG, County Governments, etc.) which can be put into place
• Put these vehicles into place and identify how to track sales made under these vehicles
• Develop/execute a plan to increase sales made under the above identified blanket sales vehicles.
• Quote buildings and maintain quality control of quotes using standard SMC pricing and procedures
• Obtain quotations from outside vendors/subcontractors for pricing required for SMC proposals
• Close orders for buildings using standard SMC procedures
• Spend 4 days per week on the road promoting and selling buildings
• Customer sales calls must begin by 8:00 a.m. at their office and end no earlier than 4:00 p.m. at their office
• Position will require overnight hotel stays
• Sales territory includes Virginia, Washington, DC, Maryland, Delaware and West Virginia
• Utilize technology to stay productive while on the road
• Keep building database current and up-to-date
• Ensure that all building contacts made are included on the master SMC contacts database
• Utilize tracking/quoting/CRM software as provided by the company
• Write-up/quality check job orders and obtain signed purchase order/contract from client with terms and conditions favorable to SMC.  Negotiate any unfavorable terms with final approval by Utility Products Sales Manager or Vice President of Sales
• Review purchase order/contract and all attachments to ensure protection of SMC before submitting to Vice President of Sales for execution
• Perform site checks as required prior to pricing a building to determine access, installation, crane size, and other issues that need to be addressed in the SMC proposal
• Set-up and attend tradeshows as required
• Any other duties as directed by Vice President of Sales

Communication: 

In the performance of these duties, the salesperson will report to the Vice President of Sales & Marketing and communicate with sales, engineering and scheduling staff.

Measurable Objectives:

• Increase in building sales to new clients
• Blanket purchase orders in place and being utilized
• Profitable sales
• Increasing number of sales calls per week, number of presentations per week, and number of quotes per week
• Competitors pricing, marketing information acquired

Qualified candidates contact Estelle McClinton, ecclinton@smithmidland.com

Cultivates customers and quotes to attain precast work that meets company goals of volume, profit, and type by performing the following duties.

Special Skills/Abilities Needed:

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Nature & Scope-Principal Areas of Responsibilities: Other duties may be assigned.

• Proactively pursues precast work including plank, panel, wet cast, and parking decks.
• Attains drawings and specifications or hand sketches for takeoff and estimating of project for quoting purposes.
• Perform takeoff and quoting on projects as needed.
• Review drawings and specifications to understand scope, risk, schedule, etc.
• Become involved in design build projects for precast.
• Write out quotes with appropriate clarifications and qualifications regarding schedule, scopes, and specifics resulting in a quoted amount. Be able to demonstrate knowledge of estimating and quoting of precast to maximize profitability within the context of Kerkstra Precast's cost structure.
• Research and creatively search for value added options/conversions for precast.
• Schedule appropriate people to attend post-bid / pre-award interviews.
• Follow-up with customer for additional help or clarification and get bid results.
• Actively establish and cultivate customers via social and business interaction.
• Manage the sample procurement and submittal process.
• Participate in sales group as a team member contributing to tactical and strategic initiatives.
• Conduct tours of Kerkstra Precast facility.
• Complete weekly activity/schedule appointments on outlook calendar.
• Schedule and conduct power point presentation A/E/C.  Attend/promote box lunches. 
• Assist marketing with Architectural products.
• Attend pre-bid, post bid and design meetings.
• Effectively communicate project scope with other departments.
• Participate in trade shows, PCI Central, outings, etc.
• Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules.
• Prepares reports of business transactions and keeps expense accounts.
• Must adhere to all Kerkstra Precast and MiOSHA safety rules.
• Must work within the attendance policy guidelines.

Educational Requirements:

Associate's degree (A. A.) or equivalent from two-year college or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience.

Essential Functions:

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.

While performing the duties of this job, the employee is regularly required to sit.  The employee frequently is required to use hands to finger, handle, or feel.  The employee is occasionally required to stand, walk, and reach with hands and arms.  The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, depth perception, and ability to adjust focus.

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.

The noise level in the work environment is usually quiet.

If you or someone you know is interested in this position, please apply on our website at https://applynow.kerkstra.com/careers/Careers.aspx?req=2020-SALES-0001&type=JOBDESCR

Any questions or concerns regarding the position can be sent to ahelder@kerkstra.com