Central Specification Sales Manager

Central Specification Sales Manager

PPG IndustriesBirstall

Join a 16 billion turnover global organisation in an exciting and influential sales role!!

You will establish, maintain, and grow PPG architectural specification share across both private and public sector projects, within the Architect and Design community.

This is an office-based role covering a national portfolio of Architect and Design practices. It will involve goals for outbound contact with practices to develop our specification presence within the UK&I. There will be occasional travel each month to F2F client meetings and specification events.

You will report to the Commercial Excellence & PRGM Manager UK and Ireland.

This is an office-based role - 5 days per week at our facility in Birstall.

This is an individual contributor position.

Key Responsibilities

• Evidence a consultative approach to selling, demonstrating relationship building and project management skills to help influence major construction and refurbishment projects.
• Develop strategic account plans for the top A&D practices, prioritising accordingly to manage the opportunity of a large pre-existing pipeline
• Create a sustainable pipeline, creating time each week to utilise our industry-leading tools to continue developing our pipeline.
• Develop specifications to meet the requirements of the project, ensuring they are as unique as possible to PPG to minimise risk of substitution.
• Identify the 'Decision-making Unit', understanding the balance of influence across the partners, working with them across the contractor chain on all PPG specifications.
• Work collaboratively to manage specified projects through the lead specification stages. Working with company partners throughout the process to maximise conversion.
• Follow PPG's preferred sales methodology, incorporating commercial excellence, selling machine principles, process and KPI's.
• Achieve weekly contact KPI's linked to outbound calls, digital CPD's, building pipeline and converting pipeline
• Provide accurate forecasting, projecting expected sales volume through each specification.
• Act as an ambassador at all company and corporate events, ensuring PPG values are upheld
• Provide weekly and monthly business updates of activity to the relevant teams.
• Act ethically and responsibly, complying with PPG policies.

Qualifications

• 3+ years' experience selling either a branded product in the construction or industrial environment.
• A firm understanding of the Architect and Design industry and the Specification marketplace.
• Strong presentation skills, able to deliver, both on a one-to-one basis and in larger groups.
• Networking and prospecting skills, with the ability to initiate successful approaches across both digital and traditional methods.

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