Guardian

Key Account Leader

US-CA-San Francisco
REF.
2017-1430
Category
Customer Service/Support

Overview

Guardian Industries, a global company headquartered in Auburn Hills, Michigan, employs around 17,000 people and operates facilities throughout North America, Europe, South America, Africa, the Middle East and Asia. Guardian’s diverse group of companies are involved in the manufacture of high-performance float, coated and fabricated glass products; the manufacture of high-quality chrome-plated and painted plastic components for the automotive and commercial truck industries; and the distribution of specialty building products. Guardian’s vision is to create value for customers and society through constant innovation using fewer resources. Guardian is a wholly owned subsidiary of Koch Industries, Inc. Visit guardian.com.

Responsibilities

Guardian is seeking a Key Account Leader on the west coast to proactively target, develop, and build a network of major architects, glaziers, and large land developers to drive sales growth of Guardian glass.  This is a “Big Game Hunter” role and requires significant experience selling complex “monumental” building projects (typically 100K sq ft and larger). 

 

In this role, the Key Account Leader will cultivate broad and deep relationships with key influencers and decision makers within large architecture and glazing firms to ensure that Guardian’s products are not only specified in the planning process of a large project but preserved through the end purchase.  The successful individual in this role Thinks Big and takes on Big Challenges.  They thrive on molding ambiguity into meaningful action, bring energy and team oriented enthusiasm to their job, and is a natural leader who enjoys in bringing clarity, focus, and action into their work.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

 

  • Target top 10 glaziers /architects in major markets, and focus on the big projects within those firms. 
  • Identification and cultivate large, strategic developers/ owners and national chains.  These developer/owners would typically lead monumental projects such as stadiums, high rise buildings, and large commercial or retail spaces.
  • Connect fabricators, glaziers, architects, and owners together to fully penetrate the sales cycle
  • Work collaboratively with other Guardian sales team members working on smaller / local projects. 
  • Effectively present Guardian's product line and technology to various organizational levels and expertise.
  • Track projects utilizing CRM system (SalesLogix) from the design process through to ultimate completion, ensuring our products are purchased.
  • Heavy travel (60-70%) throughout region to meet with clients and prospects, conduct learning seminars, attending industry tradeshows and networking events
  • Occasional global travel (5-10%) to coordinate jobs within large international architecture firms
  • Location:  Must live in a west coast city where the major projects are located… San Francisco, Los Angeles, Seattle, Portland and within close range of a major international airport.  No Phoenix or Denver.

 

 

 

 

EDUCATION AND/OR EXPERIENCE

A bachelor's degree in business, marketing, engineering or an architectural or design field and 7-10+ years proven success in commercial construction and/or building materials sales.

 

 

KNOWLEDGE, SKILLS AND ABILITIES

  • Experience in an influential sales role including all aspect of the sales cycle; prospecting of new clients, networking within industries, selling to specification and multiple steps sales processes.
  • Demonstrated knowledge and success within the specifying process from inception to completion and how to affect the multiple-step sales process to drive revenue.
  • Proven proactive and persistent approach to lead generation and account management throughout the lifecycle of account acquisition, sales processes, and over all relationship maintenance.
  • A strong and influential presenter in front of large groups. Ability to present at all levels of an organization in various communication modes.
  • A strong strategic thinker/planner who is capable of analyzing and continually improving a multi-step and multi-strategy sales model.
  • Demonstrated ability to identify and understand market, client and stakeholder needs in order to develop or better position the company resources to meet those needs.
  • Strong knowledge of Microsoft Office applications as well as familiarity with organizing and managing a CRM.

 

Internal Guardian candidates are especially encouraged to apply.  Before applying via the Guardian website, please obtain permission from your direct supervisor. 

What do we have to offer?

  • A culture that places top priority on integrity and compliance
  • Encouragement to challenge the status quo and share knowledge
  • Responsibilities and rewards based on contributions
  • Competitive compensation and a wide variety of benefits including health/dental/life insurance, prescription coverage, STD and optional LTD, paid vacation and holidays, and a 401 (k) with a $1 for $1 match up to 7%.

 

For more information about Guardian Industries LLC., visit us at www.guardian.com.

 

Guardian Industries LLC. is an Equal Opportunity Employer

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