Sales Manager, Building Products Market | The American Institute of Architects

American Institute of Architects
Washington, DC
May 15, 2018
May 29, 2018
Full Time
The function of the Sales Manager position in the Corporate Partnerships department, reporting to the Managing Director, Corporate Partnerships, is to lead sales and account management for all building product manufacturer-focused marketing services, including partnerships, advertising, digital services, and audience engagement opportunities. Additionally, the Sales Manager are eligible to sell other AIA products as needed, including knowledge community engagements, continuing education provider subscriptions (CES), and research products. Job Duties: Advise and provide leadership to assigned customers in understanding AIA, its capabilities in serving clients, especially building product manufacturers, and the architect market. Serve as an advisor to the customer on AIA and the architect market. Generate an understanding of customer goals in the architect market and build consensus with customer contacts on strategies for working together. Build relationships with a customers marketing, sales, and executive leadership contacts in order to extend AIA's reach within the building products market. Coordinate internal stakeholders in building a strategy that will a) support the customers goals; b) support the work AIA does on behalf of architects; and c) build value for the members of AIA. Develop proposals that are supported by internal stakeholders with an approved pricing strategy, and deliver them to customers for consideration. Develop and manage sales pipeline, including creation of a personal business plan, developing prospect lists, utilizing available technologies to identify contacts, communications, proposal development and follow-up. Manage the flow of invoices to customers and the completion of the payment process, including coordination with the Accounting and Finance team on inter-departmental allocations. Provide excellent customer service to partners, including provision of available AIA reports and resources; regular updates on the fulfillment of contracted services; and presentation of new opportunities that arise over time. Work with the Managing Director, Corporate Partnerships and the Corporate Partnerships team to develop the value proposition, marketing collateral and promotional calendar for lead generation. Manage and maintain product inventory and slotting of commitments (advertising, sponsorships, engagement opportunities, etc.) in coordination with the Corporate Partnership team. Represent the AIA at industry trade shows, educating manufacturers about the value of partnering with AIA to grow their businesses. Work with the Corporate Partnership team and the Brand and Engagement Division of AIA to execute on a successful AIA Conference, particularly in support of the AIA Partner Summit and any services delivered on behalf of AIA Partners during the Conference. Work with AIA Executive Leadership and General Counsel team on terms for agreements. Manage assigned accounts by ensuring partners fulfillment is completed as contracted. Collaborate and manage contractual services assigned to other AIA departments. Support the AIA Manufacturers Council through recruitment of member-companies and engagement in its agenda. Other duties as assigned. Frequent Contacts: Managing Director, Corporate Partnerships AIA Conference Sales and Management Teams Digital Transformation Team AIA Brand & Creative Department Managers, Directors, and Managing Directors of Internal Stakeholder Teams External Corporate Marketing and Sales Managers, Directors, and Vice Presidents Sales & Business Development: Intuitive communication skills and the confidence to educate and persuade new customers to partner with AIA through our product and service offerings in new and creative ways that benefit their business. Business Acumen & Customer Engagement: Intellectual curiosity to understand the why? behind our products and services & why companies need them, why they address certain business problems and issues, and why customers should buy them. Ability to get customers excited about the unique benefits AIA offers as a way to improve business operations. Industry knowledge: Demonstrated understanding of both the A/E/C industry and association management. Critical Thinking and Analytical Skill: Quickly build up a deep knowledge of AIA programs and services, including research reports such as The Architects Journey to Specification. Visibility: Commitment to attending industry trade shows, participating in industry workgroups, and personal networking and building strong relationships within AIA (staff and leadership). Communicates effectively in a variety of settings: one-on-one, small and large groups. Internal collaboration:Ability to collaborate in the creation and execution of strategic and tactical sales efforts to drive pipeline and market awareness. Ability to work closely with other AIA Corporate Partnership & Advertising employees as well as other departments by providing feedback on market demands, as well as competitive direction. Communication:Strong skills in listening and understanding others perspectives, adjusting his/her response accordingly. Timely, open and honest in sharing information with supervisor and colleagues. Technical requirements: Intermediate proficiency with all Microsoft Office products Knowledge in use of Salesforce or a comparable CRM system in managing accounts and sales Ability to use DocuSign, LinkedIn and Hoover's a plus. Understanding of digital marketing concepts. Education: Bachelor's Degree and a minimum of 4-5 years of sales and/or business development experience. Supervisory Requirement: NoneInternal Number: AIASMBPM042618

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