Institutional Sales Manager

Armstrong International – Intelligent Solutions in Steam, Air and Hot Water; Dallas (TX); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health/Prescription Coverage

FSA or HSA

Dental

Vision

Life Insurance

Company-match 401(k) Plan

Vacation/Sick/Paid Holidays

Job summary

Armstrong International – Intelligent Solutions in Steam, Air and Hot Water seeks an Institutional Sales Manager to drive specifications and end-user relationships across the institutional market, including food, beverage, and pharma sectors.

The role collaborates with independent reps, distributors, and Armstrong factory personnel to advance projects from specification to purchase, with emphasis on steam, hot water, and HVAC systems. Requires a bachelor’s degree and 5 years’ sales experience.

Qualifications

• Bachelor’s degree preferred / 5 years’ experience preferred.
• Experience dealing with consulting engineers, mechanical contractors and/or commercial end users.
• Mechanical aptitude and familiarity with HVAC/hydronic/steam systems.
• Strong written and verbal communication skills.
• Proficient in Microsoft Office and CRM tools.
• Experience with Salesforce and institutional sales channels.
• Experience using construction intelligence services to identify and track projects.
• Minimum 5 years of successful sales in relevant markets.

Responsibilities

• Drive specifications and develop relationships at the Consulting Engineer level focused on plumbing, HVAC and mechanical groups.
• Provide technical support for the design of steam and hot water utility systems.
• Identify, develop and maintain key end user accounts.
• Utilize services to identify and secure projects from specification to purchase order.
• Manage the selling relationship between Armstrong factory and the sales channel.
• Maintain Salesforce CRM from project identification through project completion.
• Provide customer training and technical support for installation and startup.
• Travel within assigned territory and promote team collaboration with reps.

Skills

Sales experience

Industrial sales

HVAC/steam systems

Communications

Microsoft Office

Salesforce

Account management

Team collaboration

Engineering liaison

Project management

Education

Bachelor's degree or equivalent

Tools

Salesforce

Microsoft Office

Job description

Vacancy NameInstitutional Sales Manager Vacancy NoVN848 Employment TypeFull-Time Shift Duration (if temporary) Location CountryUnited States Location StateTexas Location CityDallas DescriptionThe Institutional Sales Manager spearheads industrial product sales by working closely with independent Armstrong sales representatives, distributors in the territory, and Armstrong factory personnel. The responsibilities and focus of this position include but are not limited to, working with consulting engineers to get Armstrong products specified for new construction and engineered projects, performing thermal assessments at end-user sites to help improve their efficiency in steam, air, and hot water systems, support current key end-user relationships and develop new end-user sales with institutional customers and mechanical contractors serving the target markets. The Institutional Sector includes, but is not limited to, Food, Beverage, and Pharmaceuticals. Key ResponsibilitiesDrive specifications and develop relationships at the Consulting Engineer level primarily focused on the plumbing, HVAC and mechanical groups

• Provide technical support for the design of steam and hot water utility systems
• Identify, develop and maintain key end user accounts
• Utilize construction intelligence services to identify and secure projects from specification to purchase order
• Manage the selling relationship between Armstrong factory and the sales channel
• Provide market intelligence on the Institutional Market
• Create profiles on key competitive product offerings
• Maintain Armstrong’s Salesforce CRM from project identification through completion
• Support preparation of project submittal documentation
• Provide installation, startup and service technical support
• Maintain an ASPE presence along with any other relevant regional engineering association
• Provide customer/client technical training
• Identify, recommend and/or create localized marketing programs, tools and strategies
• Willingness to learn or train in the position.
• Must have the physical and mental stamina to stand, walk, lift, and adjust to the noise and lighting of the manufacturing environment.
• Other duties as assigned and not limited to just the above. Key Requirements
• Bachelor’s degree preferred / 5 years’ experience preferred
• Experience dealing with consulting engineers, mechanical contractors and/or commercial end users
• Mechanical aptitude
• Technical knowledge of HVAC, hydronic and/or steam systems and applications
• Good written and verbal communication skills
• Proficient in Microsoft Office
• Experience with Salesforce
• Background in institutional sales channel
• Experience using construction intelligence services to identify and track projects
• 5 years minimum of successful sales experience
• Ability to communicate effectively with all stakeholders: field reps, rep sales managers, Armstrong people and customers.
• Ability to drive and follow-up on multiple projects and tasks, some not directly actioned by the candidate.
• Ability to promote a "team approach" with rep salespeople. Education LevelBachelor's Degree or equivalent Experience Level5 years Benefits
• Health/Prescription Coverage
• FSA or HSA
• Dental
• Vision
• Life Insurance
• Company-match 401(k) Plan
• Vacation/Sick/Paid Holidays
• All benefits start on date of hire Physical Requirements
• Prolonged periods sitting at a desk and working on a computer.
• Must be able to communicate using a phone or other teleconference devise
• Occasional periods of standing and walking in a factory setting.
• Must be able to lift up to 25 pounds at times.
• Manual dexterity to evaluate, install, and modify equipment.
• Will require frequent travel within assigned territory or area.