Technical Sales Manager for the Johnstone’s Stormshield PPG AC UK Render and EWI (External Wall Insulation) business is a key regional position responsible for establishing, maintaining and expanding business unit relationships through various channels. This role will require the individual to have regular contact with Social Housing asset management teams, Design Engineers, Retrofit Designers, Architects and Contractors at all levels. Adopting a consultative approach to selling on many occasions which requires exceptional networking, relationship building and project management skills to help influence major construction and refurbishment projects. Establishing EWI and Render designer opportunities, working with the project team to suitably design, specify and supply relevant systems / product. Working closely with PPG’s Central Technical Department to provide technical documentation on a bespoke project basis to clients and contractors. To work in collaboration with the PPG Trade Direct Territory Managers, A&D (Architect and Design) Development Managers, as well as other key departments within the business unit in order to leverage collaborative growth. Key job parameters consist of sales (Both Direct through contractor relations and/ or through Technical/ Specification services), protecting business design interests, driving growth and ensuring increased market share whilst executing an exceptional customer experience.
Geographical region includes: East, South, South West of England and London
Key Responsibilities
* Survey, design and specify bespoke technical EWI & Render documentation / specification in line with business / industry standard requirements for key clients and contractors.
* Working in collaboration with the broader national team and regional managers to follow through any issued technical documentation, ensuring the system/material specified is sold through an approved application contractor.
* Identify and develop a strong network of A&D practises, New Build designers, Retrofit designers and design engineers to work with the A&D development managers on opportunities relating to Render & EWI.
* Identify key social housing decarbonisation and retrofit refurbishment opportunities. Work closely with relevant asset management team, Eco manager and design/ delivery teams.
* Maintain and support the Johnstone’s Stormshield PPG National network of approved installers. Delivering EWI approved applicator training to suitable contractors and individuals prior to the supply of any full EWI systems.
* Train, support and upskill, where required our PPG employees within the trade business to share basic technical understanding, best practice and product/ system training.
* Working within a set pricing structure and supporting the broader trade business with material / system calculations in order to secure sales.
* Adopt a consultative sales approach to uncover and secure new project leads into the pipeline and identify the key drivers and considerations behind the projects.
* Develop strong specifications to meet the needs & requirements of the project (Golden Thread Specs), ensuring they are as unique as possible to PPG to minimise risk of substitution (through innovation, colour and support).
* Work collaboratively to manage specified projects successfully through the lead specification stages to the sales opportunity pipeline conversion.
* Establish sales objectives by forecasting and developing annual and monthly sales quotas for your region; projecting expected sales volume and demonstrating a healthy future pipeline of opportunities.
* Maintain customer records and interactions as appropriate and in accordance with company guidelines using SAPClientlink in conjunction with additional digital platforms in order to achieve set budgets and enhance performance. Creating and linking together Opportunities with regional territory managers, then keeping a safe and accessible folder in SAPClientlink for any technical documentation.
* To ensure any customer complaints are resolved in a timely and satisfactory manner – Working alongside the regional territory managers and also supported by the national complaints team.
* Complete onsite Technical Monitoring on Render / EWI projects to monitor for quality control and ensure high levels of skilled application in accordance with project technical specification, PPG EWI application guidelines, industry standards and other relevant practices such as *PAS.
* Ensure that all administrative tasks, including reporting and recording, are completed and submitted within timescales and to required standard in order to allow management to review.
* Represent PPG as the company’s expert in the market at conferences, hospitality events, award evenings and events with a presence that clearly communicates our interest, understanding and credibility.
* Act in an ethical and responsible manner and comply with the PPG policies at all times.
Knowledge, Skills and Experience
* Sound product knowledge and a firm understanding of the construction industry, including contractual relationships and knowledge of legislation.
* Strong presentation skills, able to deliver, both on a one to one basis and in large group presentations.
* Solid Interpersonal skills, uses active listening and discovery skills to understand the 'real' issues/needs and build chemistry.
* Strong networking and prospecting skills, Initiates successful approaches across both digital & traditional methods and undertakes comprehensive background research to personalise and strengthen the approach.
* Exceptional project management and organizational skills; Proactively analyses the lead pipeline to ensure there is a funnel stage balance; Can recognize key priorities and focus efforts where it will give the best return to enable target achievement. Proactively updates key stakeholders and ensures records are maintained to a high level of detail and accuracy.
* Ability to think creatively and innovatively to create demand that differentiates us from competitors. Shares market insights and identifies issues that will impact customers to create a sense of urgency and credibility.
* Ability to prepare reports/ presentations and able to analyze and disseminate information in a clear and concise manner under pressure and to deadlines.
* Able to work under own initiative and manage time efficiently so that commitments and changing priorities are consistently adhered to.
* Agile sales approach; able to navigate ambiguity and complex decision making units, remaining resilient in the face of adversity.
* Role requires travel within/ without the territory and overnight stays where necessary.
* Must possess a valid Full Driver’s License.
* Educated to degree standard or qualified through appropriate levels of experience.
Internal and External Relationships
* Multi-faceted role with responsibilities that will require support of wider business functions.
* Develop strong, multiple touch point and ongoing selling relationships with all key customers.
* Meetings with, and presentations to, customers and internal audiences at all levels and as required.
* Strong partnership with the wider internal commercial teams.
Additional Features
* Ability to communicate at all levels, a competent negotiator and a strong team player.
* PC literate and numerate with high levels of attention to detail.
* Excellent written, oral and customer presentation skills.
* Full driving license and willingness to travel within the UK.
* Maintain agreed procedures and standards regarding Company vehicles, equipment and property, Health & Safety and other statutory requirements.
* There may be occasions when working outside of normal hours will be required, including weekend work; corporate entertainment, Association Meetings, Awards Events, Trade Exhibitions, etc.
ABOUT US:
Here at PPG we make it happen, and we seek candidates of the highest integrity and professionalism who share our values, with the commitment and drive to strive today to do better than yesterday – everyday.
PPG: WE PROTECT AND BEAUTIFY THE WORLD
Through leadership in innovation, sustainability and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance more surfaces in more ways than does any other company. To learn more, visit www.ppg.com and follow @ PPG on Twitter.
PPG provides equal opportunity to all candidates and employees.
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