What are the responsibilities and job description for the Architectural Specifications Manager - Southern CA (including AZ and Southern NV) position at Draper, Inc.?
Architectural Specification Manager - Southern California (including AZ and Southern NV)
Company Description
Founded in 1902, we are a Spiceland, Indiana based manufacturer of Audiovisual Equipment, Gymnasium Equipment, and Solar Control Shading Systems. We have in house design, engineering, and vertical manufacturing. We have evolved over the years, increasing our product offerings to meet our customers' needs. Draper is a family-owned company and currently led by the 5th generation of the family. Today we employ over 700 people.
Job Description
As the Architectural Specifications Manager, you will engage with the Architectural, Design, and Engineering community through established clients and developing new contacts, while also addressing incoming inquires, providing subject matter presentations, and participating in outreach events. These activities will result in establishing Basis of Design specifications for project specific and firm wide specifications.
The Architectural Specifications Manager will present, sell, and understand all Draper products that we manufacture, with a special emphasis on Solar Control Solutions and Gymnasium Equipment. With the goal of building strong relationships and providing a total solution to the architectural community.
This position must reside within the region with an expectation of greater than 60% of out office activities for daytime appointments and overnight travel.
Job Duties
- Identify key players (designers, project architects, interior designers, specifiers, electrical engineers, general contractors, building owners) in assigned geographical area and generate interest in incorporating Draper products in their projects which may be located outside of the assigned area.
- Develop specifications to list Draper as Basis of Design by educating and motivating the specifier about the benefits of the Draper experience and products.
- The ability to read construction documents to interact, communicate and influence the design & functional intent of a project as it relates to division of scope.
- Manage project interaction & pipeline in CRM to ensure efficient lead management and forecasting.
- Become a trusted resource and develop superior relationships with the specifier communities.
- Successfully manage and overcome customer objections.
- Understanding of the critical path of a construction project
- Monitor market conditions, product innovations and competitors' products, and prices providing feedback to management on market trends and developing new strategies.
- Control / manage projects from Design Develop to Project Award to purchase ensuring all parties are well informed through closing the project.
- Ability to work autonomously and travel throughout assigned region.
- Attend industry events promoting Draper brand and products.
- Consult with clients understanding their needs and writing CSI 3-part division specifications and provide product drawings for construction documents.
Qualifications
Education and Experience
- BA/BS in a related design/technical field or technical degree.
- Minimum 2 years selling experience to A&D and engineering communities.
- Previous experience creating CSI 3-Part Specifications, ARCAT Spec Wizard, Spec Link
- Understand blueprints and construction documents.
- Ability to import drawings and make notations in BlueBeam, or similar software.
- Experience working in Dodge Construct
- Proficient with Microsoft Office Suite (PowerPoint, Excel, Word)
- Experience with CRM recording and reporting.
- LEED/WELL Accreditation
- Understanding the LEED/WELL qualification process.
Knowledge, Skills, and Abilities
- Self-motivated, self-directed with a track record of successful, credible lead follow-up and sales development at multiple levels within an organization
- Exhibits a work style that is high energy, highly influential and can be an aggressive closer.
- Strong ability to solve the technical, financial, and business problems for customers and specifiers by providing high level solutions in a conceptual manner.
- Proven track record achieving measurable sales goals.
- Strong interpersonal communication, presentation, and negotiation skills
- Ability to communicate effectively at all levels of on organization both internally and externally.
- Experience managing a complex sales process.
- Ability to work within a sales team and be an individual contributor.
- Positive and energetic with excellent listening skills and strong writing skills
- Possess an entrepreneurial spirit with the highest level of integrity.
Draper is an equal opportunity employer.
Salary : $150,000 - $200,000