Specialist, Sales Representative

Function of the Position:

The function of this position is to provide telephonic sales support and help set the direction for the future sales within the AIA. This is one of two sales positions in the department. The incumbent will report to the Manager, Sales and both sales positions will manage half of the US with equal balance among territories. The sales 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. The Sales Representative will utilize 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:

• Generate new business (80%) and grow current customer base (20%).

• Prospect, develop and close new business, renegotiate, up-sell and cross-sell to achieve 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.

• Work with manager to 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 a minimum of three to five years of telephonic sales experience consistently exceeding quotas. Knowledge of the Building and Design Industry desired. Knowledge of AIA Contract Documents a plus.

Supervisory Requirement:

None

To apply, please contact Human Resources via:

Email: aiajobs@aia.org

Fax: 202-626-7476