Join the 125-year legacy of Potter Electric Signal Co. Potter has been a part of the St. Louis community since 1898 and we are very proud of our rich history in the fire and life safety industry. Potter's mission is to be the "Symbol of Protection" for fire and life safety solutions worldwide by combining the latest technology in fire protection with the dedicated manpower for which we have been known for over one hundred years. Our vision is to provide industry leading quality solutions, products and services for the protection of life, property and the environment. With unwavering dedication to our customers, Potter looks to continue as the industry standard in both product and service with increased focus on international expansion.
Each employee at Potter takes great pride in knowing that every product we assemble, service, and sell is for the purpose of saving lives around the world. We strive to provide employment opportunities to those individuals who are performance driven, team players, take pride in their work, and are enthusiastic and passionate about their job.
Potter Global Technologies and our private equity firm, KKR, value our employees and all that they do. KKR offers a unique benefit and opportunity for all employees to participate in an ownership program of Potter Global Technologies. Being a co-owner allows each employee to play a more direct role in the business itself and reap the financial benefits of the Company’s success.
The Business Development Manager – Specifications is responsible for increasing Potter Fire Safety’s presence in Architect, Engineering and End User specifications for Fire Safety solutions in the US. This includes Potter Fire Safety’s products for fire alarm, fire sprinkler, emergency communications, security and their associated software & services in project specifications which will be a key enabler for our partners to pursue more opportunities for growth.
Essential Functions
1. Maintain ownership of Potter Fire Safety’s master specification for Consulting Engineers and End Users, including incorporating updates for new product launches throughout the year.
2. Deliver compelling sales presentations to customers, influences, and other stakeholders to drive the preference of Potter Fire Safety in both product & project specifications.
3. Ensure the Sales and Marketing teams have the most current project / product specifications and updates to utilize in their specific geographic territories.
4. Utilize available market and project data to determine where opportunities exist to increase Potter Fire Safety’s presence in project specifications.
5. Using consultative selling skills, further develop existing relationships with stakeholders to maintain the relevance of Potter’s products in existing specifications, including but not limited to updating existing specifications to include new product / service offerings.
6. Actively participate in the national, regional and local fire service industry events / associations including, but not limited to NFPA, AFAA, SFPE, NIFAD, FSSA to maintain Potter’s leadership position as a thought leader in the fire & life safety industry.
7. Provide voice of the customer (VOC) feedback to the sales, marketing and leadership teams based on knowledge gained from customer presentations, customer needs, industry trends and codes / regulations.
8. Represent company at trade association meetings/shows to promote products and services.
9. Manage core travel and entertainment budget on a weekly, monthly, and yearly schedule.
10. Perform other duties as assigned.
Required Skills/Abilities
1. Ability to act with integrity, professionalism, and confidentiality.
2. Excellent verbal, written and presentation communication skills.
3. Excellent time management skills with a proven ability to meet deadlines.
4. Strong analytical and problem-solving skills.
5. Ability to prioritize tasks and to delegate them when appropriate.
6. Strong business acumen.
7. Strong listening skills with the ability to quickly identify customer needs.
8. Ability to work remotely on the road and in a home office environment.
Required Qualifications
1. Bachelor’s degree or equivalent experience.
2. A minimum of 5 years of direct fire alarm or related industry sales or technical experience.
3. Ability to travel up to 75% of the time. Occasionally non-standard work hours are required for meetings and other industry events.
4. Able to understand and effectively communicate technical information to channel stakeholders including sales, management, installation, service, engineering staff as well as to local fire officials.
5. Strong software skills MS Office, Salesforce, and Potter developed software products.
6. Valid Driver’s License and Reliable Transportation to travel for business needs.
Geographic Territory:
Candidate must reside within the United States, preferably near a major airport hub. Territory will be the entire United States, focusing on locations with a large presence of Architects & Consulting Engineers such as New York City and other large metropolitan areas.
Work Environment/Physical Demands/Travel
This job operates in a professional business office or home office where standard office equipment is routinely used, such as computers, photocopy machines, fax machines, telephones and filing cabinets.
This position is largely a sedentary role. Must be able to lift 30 pounds at times. Must be able to access and navigate each department at the organization’s facilities.
This is a full-time position, with travel up to 75% of the time. This role will work remotely in the field and in a home office environment.
Compensation: This role is commission eligible. The listed range begins with the minimum base and up to the estimated commission.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of an employee for this job. Activities, duties and responsibilities may change at any time with or without notice.
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