Specification Sales

Job Description

Responsible for maintaining and building strategic specification partnerships, conducting trade area reviews, training Channel and partnering with distributors to identify and pursue National sales opportunities. Also be responsible for segmenting, identifying, soliciting, and generating demand from Specifiers and National End-users that will be fulfilled through the distribution channel. This position requires you to be in Metro NY or Northern NJ.

• Specification Management: develop in-depth knowledge of Specification in assigned market geography, both Current, powered by GE and competition. Understand the history, relationships, segment focus, capabilities, strengths/weaknesses, Specifiers and key end-user relationships to be able to recommend the best fit with distribution for demand generated. Provide channel guidance to minimize the potential for commercial conflicts; manage/resolve conflicts when they do occur.
• Identify key Specifier and End User segments within an assigned geography and drive market share and sales; conduct End User market assessments including current revenue and supplier, installed product base, Current share and potential revenue value; prioritize coverage of top Specifiers / End Users and build solicitation plans.
• Deliver lighting solution proposals to C-suite and other members within the End User organization that use dollarization techniques and clearly demonstrate the value proposition of the proposed solution.
• Constantly reinforce the value of the Current franchise. Build strong relationships at all levels within assigned Channel Partners and End User organizations. Maintain ownership of End User executive relationships.
• Lead planning process with key Specifiers to develop and execute on growth plans that include specific end-user targets, solicitation plans, marketing/promotional strategies and training plans. Coordinate involvement of other Current, powered by GE resources (Region Managers, District Managers, Area Managers, National Channel Managers, etc.) in the planning process and growth activities.
• Motivate Specifiers and Channel Partners sales force and gain mind share for the sales of Current. Manage and utilize trade funds to develop marketing programs that drive End User purchase of Current for growth.
• Facilitate interaction and relationship between Current assigned Channel Partners customers.
• Provide joint sales call support with Channel Partners as appropriate. Identify key contractor customers and build relationships to grow preference for Current products.
• Use Salesforce to maintain competitive specifiers information, build a pipeline of opportunities and track results of End User targets.
• Work with Current Area Managers to achieve specification of Current products on key projects to enhance GE product sell-through with End Users.
• Approximately 50% of time spent on Specification development activities; 50% on End User activities.

• BA/BS in Marketing or Business from an accredited university or college
• Minimum of 10 years' of successful specification (lighting) sales experience
• Drive for sales excellence and growth, not content with status quo
• Highly motivated, self-starter with strong account leadership and analytical skills
• Excellent presentation, technical/computer, and negotiation skills
• Outstanding verbal and written communication skills
• Ability to sell and troubleshoot technical solutions
• Comfortable with collaboration throughout Signage sales team and commercial channel team