Manager, Sales
Date Posted: June 25, 2009
Function of the Position:
The function of this position is to deliver sales targets for the newly formed AIA sales department. This is a hands-on manager position in that the incumbent will be responsible for, but not limited to the following: working independently; managing one Sales Representative; sell telephonically, at customer sites ;tradeshows; and help set the direction for the future of Sales within the AIA. The Manager, Sales and the Sales Representative will each handle half of the US with equal balance among territories. The positions are based on site at AIA National in Washington, DC. The AIA delivers a wide portfolio of offerings including AIA Contract Documents, Job Board, Corporate Promotion and Sponsorship to the Design and Construction Industry. Both the Manager, Sales and the Sales Representative will use their expertise in the AIA portfolio to present and build credibility with Principals, Partners and senior level decision makers, assess customer needs and promote relevant offerings.
Job Duties:
• Deliver professionalism in sales approach, methodologies in order to deliver new accounts and up-sell existing core customer base.
• Manage and coach one Sales Representative direct report to achieve sales targets
• Generate new business (80%) and grow current customer base (20%).
• Prospect, develop and close new business, renegotiate, up-sell and cross-sell to achieve own sales quota.
• Understand customer/prospect needs and determine which of the AIA offerings meet those needs.
• Develop, manage and execute against account plans across multiple product lines.
• Conduct customer appointments and perform demos telephonically and, occasionally, in person.
• Develop sales proposals and negotiate for close.
• Identify, engage and coordinate appropriate marketing, business development and technical support resources to assist in sale/customer retention.
• Ensure 100% customer satisfaction in post sales activities by following orders throughout the process.
• Develop and manage a pipeline of activity moving prospects from lead qualification to close.
• Submit monthly reports to executive management: forecasts, sales activity, large client sales and opportunities
• Diagnose and pinpoint sales success and sales improvement factors to share with team and develop appropriate action plans.
• Provide input on market opportunities and unmet customer needs to help AIA Management Team develop ideas for new lines of business or product improvements.
Frequent Contacts:
- AIA Contract Documents customers
- AIA Contract Documents tech support
- AIA Contract Documents Operations team
- Managing Director of AIA Membership
- Managing Director of AIA Corporate Relations and Business Development
- Members
- Customers and prospects
Knowledge/Skills/Abilities and Training and Experience:
Proficient in cold calling with a demonstrated entrepreneurial attitude. Successful selling of software or online products, legal products a plus. Results oriented, self motivated individual with excellent interpersonal, communication, negotiation, presentation and customer care skills. Ability to sell to multiple decision makers within an organization and sell to a diverse set of target markets including Architecture, Contracting and Law Firms as well as Building Product Manufacturers. Self-motivated to succeed and achieve goals and the ability to build long-term durable relationships. Proficient with MS Office (Word, Excel, Outlook)
BS or BA degree with J.D. a plus, with a minimum of three to five years of sales experience , including telephonic, consistently exceeding quotas, and a minimum of two years sales management experience required. Knowledge of the Building and Design Industry desired. Knowledge of AIA Contract Documents a plus. Travel is required.
Supervisory Requirement:
Supervise one Specialist, Sales Representative
To apply, please contact Human Resources via:
Email: aiajobs@aia.org
Fax: 202-626-7476