TECHNICAL SALES REPRESENTATIVE

Our company culture is built upon YKK’s philosophy called the CYCLE OF GOODNESS™. We believe that providing value and being fair to our customers and our employees is what makes us a successful company in return. Guided by our core values and fundamental behaviors, we strive to foster a caring company, committed employees and challenging work that benefits our employees, customers, and communities. We offer competitive compensation packages, training and advancement opportunities. Erie Architectural Products provides employees with a comprehensive benefits package designed to provide the security they need to enjoy life at home and at work. By providing a high level of benefit coverage at a reasonable cost to the employee, we hope to foster a long and productive employment relationship.

Purpose of Position:

The primary responsibility of this role is to build, maintain, and expand client relationships within an assigned territory, positioning Erie Architectural Products as the preferred curtain wall vendor. This individual will work closely with Sales, Estimating, and leadership teams to provide critical project information, support bid strategy, and establish themselves as a subject matter expert in the curtain wall industry.

Essential Functions and Key Responsibilities:

Relationship Management

• Build relationships with key decision makers and owners of our customer base.
• Build relationships with our customers’ key partners (owners, architects, consultants, contractors) and position yourself to sell Erie.
• Support our customers in selling Erie (the company and products) to our customers key partners.
• Find, research, qualify and develop potential customers for Erie in assigned territory. Make recommendations to Sales Team regarding new customers
• Maintain and develop customer database in assigned territory to justify classification. Review on a semi-annual basis.
• Help with account receivable when notified by Finance Team of an issue.
• Take responsibility for customer issues when assigned.
• Complete and maintain CRM profiling of all our customers in assigned territories.

Project Sales Management

• Prequalify project opportunities to ensure they fit with the strategic vision of the company and meet our overall sales goal.
• Provide winning strategies for project opportunities in assigned territories.
• Participate in and support the inside sales effort. Including, but not limited to, takeoffs, scope qualifications, system selections, marketing literature, prequalification, substitution requests, schedules, value engineering, design assist activities, etc.
• Provide fact-based market intelligence regarding why we won and lost jobs to the Sales Team.
• Individuals must have the ability to sell value above price.
• Coordinate resource requirements including technical support, territory management supports, etc. through National Sales Manager.
• Extensive interaction with existing US-based sales team in target markets.

Territory Management

• Develop a full understanding of market and competitive dynamics including knowing participants, how jobs are won and lost, etc. in assigned territory. Capture this in the territory plan.
• Own and refine assigned territory plans and provide recommendations on how to further develop the territory to Sales Team on a semi-annual basis.
• Take leadership in achieving the annual sales goals of assigned territories.
• Support achieving the annual sales goals of other territories.
• Submit trip reports for all account visits.

Design Assist

• On award projects that the Technical Sales Rep has secured, provide oversight and support in the initial Design Assist phase of the Project.
• Ensure that the Design Assist Process is followed correctly: Project Set Up, Kick Off Meetings, Check Ins, Submittals etc. are conducted rigorously, fully and on time.
• Once Projects have been secured, work with the Design Manager to lead the design portion of the Project Kick-Off meeting with EAP's Delivery Team.
• Ensure that all aspects of the Design Proposal, including pricing, have been fully explained to the Delivery Team and are understood.
• Ensure that the handover between Sales/Estimating and the Project Team is conducted correctly and comprehensively, including the Outstanding Items List.
• Take part in Design Assist Calls for Projects, facilitate the development of these details to sign off by the Client's Design Team.
• If needed intervene in the Design Assist calls to ensure that the Meetings run well and are productive.
• Ensure that items are in the Outstanding Items List and addressed rapidly in the Design Assist meetings to ensure that these are closed out successfully.
• Review Project Progress with the Project Manager on a Monthly Basis, with key focus on Project Schedule Management and material ordering and delivery milestones being hot on time – escalate internally and with the Customer if needed.
• Generally, support the EAP Project Delivery Team wherever needed.

Professional Standards:

• Goal oriented and self-motivated with a strong desire to succeed
• Detail oriented with excellent communication skills (written, verbal, and presentation) balanced with equally strong listening, and relationship-building skills
• Displays confidence while interacting with customers at all levels of the organization
• Exhibits strong integrity and possesses a high standard of accountability; honest, fair, and ethical in all internal and external business dealings

Knowledge, Qualifications, and Skill Requirements:

• Displays experience with MS Office (Excel, Word, and Outlook) and CRM tools
• Must have valid driver’s license and reliable transportation
• Must maintain valid travel documentation for travel to Canada
• Good understanding of building construction. Knowledge related to curtain wall, storefront, entrances, and window products preferred.
• Effective communication skills at all levels, both written and verbal.
• Effective skills in analytical thinking and problem solving.
• Ability to perform multiple tasks and ability to effectively manage conflict.

Education and Experience:

• Minimum of 3 years of estimating/sales experience within glazing industry.
• Bachelor’s degree in architecture, construction management, business, or a related field.
• Experience in architecture aluminum industry including curtain wall with an understanding of building envelope science technology preferred but not required.

Supervisory Responsibilities:

• No direct supervisory responsibilities.
• Provide directions to architectural designers and architectural technologists on projects, as needed.
• Potential to lead teams and oversee the work of others.

Working Conditions:

• Position is based in Michigan and operates as a remote (work-from-home) role.
• Exposed to normal office and manufacturing work environment.
• Exposed to fast-paced office with frequent changing of priorities and assignments.
• Regular travel within the assigned territory is required approximately 30% travel per month to support customer visits, project opportunities, business development activities, tradeshow support and relationship management.

Physical Demands:

• Regularly required to move about the facility.
• Regular computer usage.

Personal Attire:

• Standard business attire required in office.
• Business professional attire required while visiting customers, architects and consultants or attending trade shows.

Personal Protective Equipment:

• Safety glasses, hearing protection and safety shoes are mandatory when in production area.
• High visible vest is mandatory when in the shipping and receiving yard.
• Above PPE and hard hats are mandatory when on job sites and Mock-Ups.

Recruiter Contact:

Jennifer Damphouse

jennifer.damphouse@erieap.com

YKK AP America Inc. is an Equal Opportunity Employer committed to an inclusive workforce. YKK AP America Inc. will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants. YKK AP America Inc. participates in the E-Verify program as required by law. Learn more about the E-Verify program (Opens in a new window).

YKK AP America Inc. is committed to working with and providing reasonable accommodations to job applicants with physical or mental disabilities. Applicants with a disability who require a reasonable accommodation for any part of the application or hiring process can follow the process outlined below when applying for a position: Provide your name and contact information to YKK AP America Inc.'s Accommodations team at accommodationrequest@ykkap.com. Your request will be responded to as soon as possible. Reasonable accommodations will be determined on a case-by-case basis in compliance with federal and state law. Employment with YKK AP America Inc. is conditioned upon successfully completing a criminal background check and a negative drug test consistent with state and federal law.

For candidates applying for positions in the state of California

YKK AP America Inc. will consider qualified applicants with a criminal history pursuant to the California Fair Chance Act, San Diego County Fair Chance Ordinance, San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and any other state of federal law as required. You do not need to disclose your criminal history or participate in a criminal background check until a conditional job offer is made to you. After making a conditional offer and running a criminal background check, if YKK AP America Inc. is concerned about conviction that is directly related to the job, you will be given the chance to explain the circumstances surrounding the conviction, provide mitigating evidence, or challenge the accuracy of the background report.

Notice on Recruitment Fraud

At YKK AP America Inc., we do not ask for personal financial information during telephone, in-person or video interviews nor do we charge job seekers fees as part of the recruitment process. YKK AP America Inc.'s recruiting correspondence will be sent by a recruiting representative with @ykkap.com email address and not @gmail.com, @yahoo.com, @hotmail.com or any other email domain service.

If you have concerns related to this issue, consider the following actions: 1) Place a freeze on your credit reports: https://www.consumer.ftc.gov/articles/0497-credit-freeze-faqs; 2) file a complaint with the U.S. Federal Trade Commission: https://www.ftccomplaintassistant.gov/; and/or 3) file a report with your local law enforcement agency immediately.