Account Executive, Architectural Solutions – McLean, VA

Officeworks Inc.; McLean (VA); On-site; USD 90,000 - 130,000; Full time

Job summary

Officeworks Inc. in McLean, Virginia is seeking an Account Executive, Architectural Solutions to generate leads, qualify prospects and close sales of architectural products and services across multiple market segments.

You will perform needs analysis, deliver persuasive presentations, prepare detailed quotes, coordinate with design and project management teams, and manage client relationships from initial contact through project completion, with travel up to 25%.

Qualifications

• Bachelor’s degree in architecture, engineering, design or similar field is required.
• Experience in architectural/construction sales is preferred.
• Strong product and technical knowledge including building codes and pricing.

Responsibilities

• Generates leads and qualifies prospects to meet monthly/quarterly/yearly sales targets.
• Delivers persuasive presentations to clients on products and services—in person, written, or electronic.
• Develops quotes and coordinates with designers, customer service and project managers to present proposals.
• Works with service teams to develop contracts for complex services or major projects.
• Stays involved through sale implementation to ensure timely orders and project progress.
• Maintains regular communication with customers and provides status reports.

Skills

Lead generation

Sales

Account management

Negotiation

Presentations

Travel (25%)

Education

Bachelor’s degree in architecture, engineering, design or similar field

Job description

The Account Executive, Architectural Solutions generates leads, qualifies potential customers and convinces clients to buy architectural solutions. This position is responsible for sales volume, margin percent and new business goals on a monthly, quarterly and yearly basis.

Duties and Responsibilities

Lead Generation

• Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA, etc.)
• Researches for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
• Cold calls potential clients in person or by telephone, or combination
• Participates in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership

Selling

• Qualifies leads into potential customers; does thorough needs analysis to understand client’s requirements for furniture products and services
• Makes persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means
• Develops detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and presents these to the customer in a timely manner
• Works with service departments to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management)
• Provides accounting department with timely information for any necessary credit checks

Sale Implementation

• Is responsible for setting up the sale so that it can be efficiently managed and administered by the dealership, and the dealership operations and business personnel
• Accepts responsibility for the accuracy of specifications when entering orders themselves, and reviews specifications for obvious errors when done by others (design, for instance); provides complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system
• Ensures a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required
• Stays involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved, and that both customer and dealership are satisfied

Customer/Account Interfaces

• Is available, responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
• Provides frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction
• Conducts a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors
• Ensures the customer gets frequent and regular reports on order status, project progress and overall customer activity status
• Assists accounting in resolving any late receivables or customer credit issues

Goals and Performance

• Meets monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager
• Provides timely reports on sales forecasts and new leads as required
• Participation in industry trade events and other marketing initiatives.

Education And Experience

• Bachelor’s degree in architecture, engineering, design or similar field
• Architectural/construction industries sales experience
• Strong understanding of construction, real estate, and job site conditions
• Strong product and technical knowledge, including applicable building codes, pricing, price estimating, electricity and cabling, etc.
• Comfortable participating in the construction process and interacting with a GeneraContractor and Architect
• Must be highly motivated, personable, self-starter who is able to manage multiple projects simultaneously and successfully, many with tight deadlines
• Ability to travel at least 25% of the time to customer events and host events in house
• The employee will endeavor to maintain our integrity by embracing high ethical standards and adhering to company policies.

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.