Architectural & Design Business Development Specialist

Sales Dallas, Texas


Description

Position at Wilsonart

 

Company Overview

Headquartered in Austin, Texas, Wilsonart is a world leading manufacturer and distributor of engineered surfaces with approximately $1.4b in annual revenue and a global workforce of more than 4,500. Wilsonart surfaces are used in the office, education, healthcare, residential, hospitality and retail markets. Wilsonart, operating under the Wilsonart®, Resopal®, Polyrey®, Arborite®, Laminart®, Bushboard™, Mermaid™, Shore®, Ralph Wilson®, KML®, NewLeaf®, Wetwall®, Durcon® and Technistone® brands, manufactures and distributes High Pressure Laminate, Quartz, Solid Surface, Coordinated TFL and Edgebanding and other engineered surface options. Wilsonart does business in more than 100 countries with manufacturing operations in North America, United Kingdom, France, Germany and Czech Republic.

Positioned for Future Growth

An extensive global manufacturing footprint, state-of-the-art process technologies, and scalable Global distribution capabilities provide a meaningful competitive advantage with excellent brand recognition and a reputation for product innovation and superior service which allow for strong and stable margin performance and robust cash flow conversion.  We have a strong company culture and extremely talented employee base as well as a dedicated and invested core Executive Leadership Team.

Our History

For more than 60 years, Wilsonart has honored our founders' promise to provide our customers with industry-leading products and service.  In November 2012, Wilsonart became a new, independent company when Clayton, Dubilier & Rice ("CD&R") and Illinois Tool Works Inc. (NYSE:ITW) completed a transaction for the sale of ITW's Decorative Surfaces business unit. CD&R acquired a majority stake in the new freestanding business and ITW retained an ongoing ownership stake. 

Founded in 1978, Clayton, Dubilier & Rice is a private equity firm with an investment strategy predicated on producing financial returns through building stronger, more profitable businesses. The Firm’s partners and advisors include a combination of skilled investment decision-makers and seasoned corporate leaders from major global enterprises. Since inception, CD&R has managed the investment of more than $18 billion in 56 businesses with an aggregate transaction value of approximately $90 billion. The Firm has offices in New York and London. For more information, please visit http://www.cdr-inc.com/

Illinois Tool Works or ITW (NYSE: ITW) is a Fortune 200 company that produces engineered fasteners and components, equipment and consumable systems, and specialty products. It employs more than 50,000 people, and is based in Glenview, Illinois, with operations in 57 countries. 

Our Mission and Values 

Wilsonart is driven by a mission to create surfaces people love, with service you can count on, delivered by people who care. Wilsonart is driven by providing beautiful, hard-working, on-trend and high performing engineered surfaces for whatever you need to cover. For decades, our companies worldwide have given designers and builders the right tools for the job, no matter how specialized. Today, we bring you a portfolio of solutions, both decorative and functional, that spans retail, hospitality, healthcare, education, office and institutional applications. 

Service You Can Count On.

Wilsonart is dedicated to getting our customers what they want, when and how they want it. From a North American fleet of trucks, to strategically located distribution centers around the world, we can service the globe with our expanding range of products and services.

People Who Care.

Over 4,500 people strong, Wilsonart is made up of dedicated people who care about doing the right thing, every day. Whether it’s making a flawless sheet of high pressure laminate, volunteering at a community house raising or sourcing sustainable materials, Wilsonart people care deeply about what they do, who they do it for, and how they do it.



JOB SUMMARY

 

 

The Architectural & Design Business Development Specialist is responsible for developing and securing new product specifications for Wilsonart, primarily within the commercial design community which includes architects, designers, general contractors, end users and facility managers.  Selling activities include extensive product education explaining not only features, benefits and applications for Wilsonart products, but how each product can satisfy application needs of specifiers on particular projects.  The ability to build and maintain relationships within the specification community is critical.  This role will be responsible for virtually developing an electronic customer base and creating value for Wilsonart Engineered Surfaces. This individual will also actively participate in the planning and execution of company marketing activities providing vital input based on his/her interactions with people.

 

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

 

·        Identify, develop and own a $20M Construction Expected Surface Pipeline- develop, qualify and track opportunities through sale

·        Demonstrate the value of Wilsonart products to A&D customers with professional communication thru consistent electronic contact with these constituencies

·        Manage Medium to Small Architect/Design accounts while creating demand for all Wilsonart products and increasing our specification share/position on commercial construction opportunities across N. America

·        Identify new business and/or develop existing business potential through electronic communications

·        Convert new customers through prospecting while cross-selling and up-selling

·        Ensure materials are positioned in applications and aid in design selection

·        Develop, foster and build strong relationships across the A&D community to strengthen and build the brand

·        Identify all decision makers within accounts and execute the selling process

·        Conduct online product knowledge sessions with customers for all Wilsonart products (invite product managers and tech reps to assist as warranted)

·        Deliver pre-scripted sales campaigns to target customers

·        Manage and actively participate in project tracking collaboration

·        Collaborate with sales representatives, regional/metro managers and distribution personnel to maximize results and keep everyone informed

·        Connect specifiers with reliable fabricators / installers for opportunity needs

·        Link the A&D customer to fabricators where appropriate, with a view to ensuring immutable specifications

·        Provide feedback to internal customers regarding the surfacing needs of the design community

·        Encourage placement of Wilsonart merchandising, fulfillment need for samples and literature to be completed remotely

·        Active participation in industry related associations to strengthen client relationships

·        Embrace the Customer Relationship Management (CRM) tool and use it effectively to create demand for Wilsonart Engineered Surfaces

·        Collaborate with appropriate team members and management to determine necessary strategic sales approaches

 

 

 

KNOWLEDGE, SKILLS, AND ABILITIES

 

 

·        Must be proficient in digitally communication and tools

·        Ability to communicate well in digital/virtual environment as well as oral and written formats with all levels of our organization and our customers

·        Knowledge of the complete product line, its applications and performance

·        Experience with marketing, sales and specification principles

·        Knowledge of the construction industry and the progression of project stages

·        Ability to make professional presentations

·        Ability to sell products and concepts

·        Ability to manage multiple priorities

·        Ability to travel as necessary

·        Knowledge of safety standards applicable to the work area and other pertinent rules/regulations governing work standards

 

 

MINIMUM REQUIREMENTS

 

 

Bachelor’s degree in Marketing/Design/Business Administration or a closely related field.  One additional year of experience may substitute for one year of required education with a maximum substitution of four years.

 

EXPERIENCE:

1-3 years selling experience, preferably in the commercial and residential design communities

 

 

WORKING CONDITIONS

 

 

PHYSICAL REQUIREMENTS: Sitting in the same location of standing/walking; required to stoop, climb or lift light material (10-20lbs) or equipment.

 

Wilsonart is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances.