Builder Strategic Accounts Manager

Builder Strategic Accounts Manager  

It is the regional Strategic Account Manager’s responsibility to influence the Multi-Family, Multi-Family New Construction, Single Family, Senior Living, and Student Housing business channels to create specified contracts for Shaw that utilize the entire spectrum of Shaw Floors product offerings,.  i.e. Carpet, resilient, hardwood, laminate, tile and stone, turf, procur  and commercial. 

Responsibilities: 

• Develop specified programs for end users that require use of Shaw products to capture market share and  increase overall division profitability while meeting customer/end user needs for projects with scope between $300K and $1M annually with multi year terms.     Create and negotiate contracts that dictate program sales terms.   

• Identify and penetrate the influencers in the MF and SF business channels including but not limited to apartment management companies, multi family developers and owners, architects and design firms doing interior design work for apartment jobs, general contractors building apartment projects, single family builders, and flooring dealers operating in this channel 

• Build relationships with key decision makers and use consultative sales skills to identify customer needs and develop appropriate customer solutions/strategy.   Make detailed sales presentations to key decision makers that demonstrate the Shaw advantages while demonstrating ROI to the end user. 

• Manage and maintain specified relationships for nationwide contracts up to $50M.    Ensure customer compliance of the agreed program to deliver the value add for user and capture the full contract value through purchase of Shaw products as specified 

• Work with inventory and category management on submitting sales forecasts to help manage and service future business 

• Effectively develop and use cold calling techniques to gain meetings with key influencers 

• Prepare and negotiate supplier agreements within the parameters of the HF and PS programs with respect to volume incentives, rebate programs, product selections, etc. 

• Act as the intermediary between Shaw flooring dealers, TMs and RVPs and key decision makers within Builder/MF community to create lasting and profitable business arrangements for all 

• Work closely with TM’s and RVP’s to ensure we are providing the information to implement the specifications and manage the bid processes.  Effectively communicate lead and project information. 

• Be proficient in presenting both verbally and electronically all of the Home Foundations and Property Solutions products.  Demonstrating knowledge of our presentation tools, marketing tools, warranty details, sample types, and other Shaw features and benefits. 

• Demonstrate the ability to develop leads via use of salesforce.com, bid clerk, hanley wood, dodge reports, etc. 

Competencies: 

• Innovate 

• Build Customer Satisfaction 

• Initiate Actions 

• Deliver Compelling Communication (orally and written) 

• Build Trusting Relationships 

Requirements: 

• Four year degree preferred 

• 2+ years related sales experience 

• Designer background a plus 

• Previous builder/multi family experience preferred 

• Experience with strategic-Consultative Selling Technique 

• Experience creating and delivering presentations