Summary

Reporting to the Director of Architectural Sales, the Regional Account Executive will be responsible for exceeding sales targets, reducing controllable returns and allowances, improving the company close ratio, and working to maintain contribution margins. In addition, prospecting and business development activities will be a daily focus in order to gain more market share. Using a consultative approach, the Regional Account Executive will educate customers on the benefits of choosing Wagner with ease and confidence. Making sure to generate sufficient monthly quoting activity to support sales target.

Residing within their designated geographic sales territory, the Regional Account Executive will be the face of Wagner to our customers. The main responsibilities will be to gain specification with the architectural and design community, build and maintain relationships with our customer base, and gather information, which will lead to the successful negotiation of projects, all while performing services to resolve customer problems and answer customer questions.

Essential Functions & Responsibilities

This list of functions and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

1. Perform field promotional work to sell and secure new business, to include key accounts and/or develop sales and secure business in targeted or established territories.
2. Consistently maintain an average of 5 customer field visits per day (20 per week)
3. Maintain Outlook calendars to be up-to-date with all appointments
4. Outlook calendars to be shared with Sales Directors and the Inside Sales Reps
5. Minimum 2 scheduled field visit appointments a day
6. Minimum 1 week out with some scheduled for 2nd week
7. Enter concise notes into Epicor for each customer contact
8. Establish, sustain, and grow a customer base that is in–keeping with the company’s marketing and product objectives. 
9. Develop sales with new industries or with customers where full market potential or product line acceptance has not been established. 
10. Cultivate high level professional contact with existing and potential major customers to maximize business opportunities and ensure sensitivity and response to changing customer and market needs.
11. Demonstrate products and assist prospective accounts to select those that best suit their needs. Familiarize established accounts with new products (services) and developments.
12. Active involvement and customer contact to assist with any customer service issue, following the company policy relating to service and integrity. 
13. Work and assist with preparations for relevant trade shows. 
14. Prepare and conduct formal presentations to customers on proposed products. Prepare samples as needed.
15. Work with various teams to prepare price quotations, terms of sales, delivery dates, etc., and prepare orders subject to the approval of the company.
16. Keep the company informed on competitive markets, promotional programs, sales techniques, pricing, and ground intelligence.
17. Plan and forecast short, medium, and long-term sales orders and associated activities within market sectors, recommending market penetration or exit, according to profitability standards.
18. Provide up-to-date market information, competitive intelligence to be shared with management and other team members to drive our short and long-term strategic planning outcomes. 
19. Prepare and submit periodic reports on activities, sales volume, sales forecasts, expenses, etc.
20. Exhibit resilience, independence and self-motivation to deliver sales growth across the targeted markets segments.
21. Investigate and expedite product claims and complaints in accordance with marketing policies and assist to resolve problems and recommend corrective action.
22. Ensure that various sales teams and production functions understand and respond effectively to customer demands relevant to contract requirements.
23. Travel up to 25% is required.
24. Perform other job duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

1. Bachelor’s Degree or equivalent work experience
2. A minimum of six or more years of sales experience, preferably in metal fabrication, railing, architectural metal, or architectural products.

Job Knowledge, Skills and Abilities

1. Ability to interpret and carry out instructions furnished in written, oral, or diagram form.
2. Ability to apply mathematical concepts as is used in metal fabrication and quoting.
3. Ability to communicate effectively with customers, vendors and other employees of the organization, which requires computer literacy, ability to understand architectural plans, specifications and contract terms, quoting, margin protection, and contract negotiations.
4. Ability to effectively present information and respond to questions from groups of leaders, customers, and other employees of the organization.
5. Ability to read, analyze, and interpret, technical procedures and terminology. 
6. Ability to define problems, collect data, establish facts, and draw valid conclusions of customer requirements.
7. Ability to interpret an extensive variety of technical instructions and deal with several abstract and concrete variables.
8. Excellent oral and written communications skills and interactive abilities including working knowledge of Microsoft applications and web navigation.
9. Ability to work independently, prioritize work and travel as required.
10. Ability to read and understand blueprints and related construction documents.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close vision, distant vision, peripheral vision, and ability to adjust focus.