A& D Representative - (US-NY-New York - 10292)

Minimum Education: Bachelors
Job Type: Full Time
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Influence the design specification/selection of HMI product for targeted A&D firms and assigned project opportunities.

Essential Functions

° Primary link between the regional sales team and assigned A&D firms, partnering with the sales team and dealers, appropriately deploying A&D and selling resources and driving specifications within assigned A&D firms ° Local expert on the A&D community, accountable to build strategic relationships with key firms/players in those firms ° Manages the necessary coordination to the design takeoff, product application, and conversion activities within A&D firms ° Focuses appropriate resources from HM Marketing and Customer Care on the design community ° Collaborates the sales strategies for the business plans of key A&D firms within the region-develops a process for measuring performance against the plan-directs implementation of pilot programs supporting A&D strategies ° Influences the criteria that A&D firms use for the selection of product to be specified-responds to technical questions concerning product application ° Participates as needed in client visits to enhance the customer experience ° Provides design training on new products for specific project opportunities and target accounts ° Conducts all sales activities and processes within the parameters of the HM Sellutions process, utilizing corporate tools/resources provided ° Maintains iSPOT (Opportunity Management system) information so the A&D Sales Director can accurately communicate monthly forecasts of expected sales volume, by account, by product line ° Manages within assigned expense budget ° Performs additional responsibilities as requested

Minimum Requirements

° Bachelor's degree in design, architecture, business administration, marketing or related field-equivalent level of experience considered-Master's degree in design or architecture preferred ° Minimum 3 years of successful selling experience in the field of design and/or architecture or minimum 3-5 years' experience in a support role to the A&D community ° Some knowledge of HM products, services and culture, as well as the ability to distinguish HM products/services from the competition ° Advanced selling skills, e.g. account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts (closing) ° Ability to qualify prospects through effective networking/relationship-building with key A&D influencers ° Must have strong organizational and problem solving skills as well as the ability to collaborate and negotiate ° Must be an assertive, self-starter with the self-confidence and ability to represent HM in a professional manner ° Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., 'political savvy') and able to build long term relationships with customers/partners (particularly at senior decision-making levels within an organization) ° Excellent verbal, written and interpersonal communication ability with strong emphasis on listening ° Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented (i.e., holding oneself accountable for results) ° Demonstrated high level of integrity and business ethics ° Must be financially literate and possess business acumen ° Ability to effectively use office automation/communication software/tools used in the HM office environment ° Must be able to perform all essential job functions with/without accommodation ° Willingness to travel