CASY-MSCCN Jobs

Senior Commercial Architect Business Development Manager (Must Reside Eastern US)

Position Description

Job Summary

Why work for us?

At Saint-Gobain, our employees have pride in belonging to an organization whose culture is made up of these core values: Trust, Empowerment, & Collaboration. Our company encourages diversity and inclusion in all its forms while our productsmake the world a more beautiful, safer, and sustainable home (http://bit.ly/purpose-sgna) .

We are NOW hiring a Senior Commercial Architect Business Development Manager

What’s the job?

The Sr. Commercial Architect BDM will be an integral part of a much larger team within a global manufacturer and sales matrix organization, whose primary function is to increase incremental sales across all SGNA Commercial Businesses, through initiatives focused on internal cross-business collaboration and external development of strategic partnerships with influential decision makers of Key Accounts (Owners, Developers & End Users) and their Partners (Specifiers & Contractors). The role will be a spokesperson for leveraging & delivering Saint-Gobain value-add services and product-systems solutions to the client’s Architect (with the client being an owner/end-user Key Account); providing maximum occupant experience of tenants and employees, optimized operational efficiencies of buildings, and increased value of their client’s asset portfolio – for both properties and people. The role will also develop and diversify specification business to align with strategic growth objectives of the Commercial organization.

The role of Sr. Commercial Architect BDM will require involvement through the early phases of a commercial project’s life cycle (incl. Planning, Schematic Design, Design Development & Specifications). The role will collaborate internally with the other BDMs, the National Accounts Facades role, Building Science team, Sustainability team, SGNA Business Sales teams & Channel Marketing teams. The role will also collaborate externally with Key Account Partners (Architect, Façade Consultant) who specify on behalf of the owner/end-user Key Account.

Essential Functions:

Strategic KEY ACCOUNT Support:

• Work in tandem with other Commercial BDMs, to perform an Architectural Consultative role across key accounts, focusing on winning at every stage of the project by leveraging Building Science, R&D, Sustainability, and Technical Expertise from CertainTeed and Saint-Gobain systems, services, and programs.

• Develop an in-depth knowledge of integrated value proposition for systems approach across Commercial business units.

• Use value-driven, solutions-oriented consultative sales techniques to continuously grow market share.

• Secure strategic partnerships with select Architects which may include SBT sustainability performance criteria (Carbon, Scope 3), reviewing NDA agreements, responding to RFIs, and co-creating Specification Standards in tandem with SGNA businesses, the Architect, and the client.

• Execute growth strategies for Architect Partners based on their client’s project key drivers, and to meet defined Milestone targets, of which will lead the Architect to best-in-class solutions from Saint-Gobain that will add differentiating value to their specification for their client/Key Account.

• Work strategically within the SG organization, leveraging Channel Marketing teams: to continually create more demand for Saint-Gobain by identifying areas of shared value across SG & CT businesses and drive efficiencies where possible, and to assess customer needs to design and implement customer-oriented solutions, including the creation of targeted and personalized collateral for messaging the Saint-Gobain value to a specific Architect partner of a key account client or client segment.

Required Qualifications

Essential Functions Continued:

Strategic PARTNER ACCOUNT Development & Project Management:

KEY PARTNER (SPECIFIER/ARCHITECT):

• Develop trusted adviser relationships within a defined, select group of Key Specifiers-Architects.

• Work closely & strategically with Client’s Key Partner specifier stakeholders (Tenant, Project Architect, Façade Consultant, Facility Manager) and SGNA cross-businesses, Building Science teams & Sustainability teams to create SGNA product & systems Specifications, that are based on the Client’s Building Performance Requirements, including multi-comfort and sustainability criteria.

• Collaborate nationally and regionally with SGNA cross-business sales teams on a regular cadence, to review the Commercial Solutions project pipeline and to identify synergies between businesses and thus greater opportunity to promote the Saint-Gobain portfolio solution to key Architects that are partners on KEY ACCOUNT new construction projects.

• Collaborate locally with SGNA cross-business sales teams and create project teams, to strategize “how to win” for multiple SG and CT Businesses through the Specification phase of the project, for specific KEY ACCOUNT projects.

• Using CRM or similar project tracking, to capture and maintain all key information for the Key Partner Architect/Specifier accounts, contacts, and projects, including follow-up activities and next steps to continuously build a commercial pipeline in various phases of construction cycle. Utilize resources from existing CRM(s) across businesses to facilitate management of key Architect partner activity within Key Account projects and Saint-Gobain opportunities across BUs.

Professional Development within CRE ecosystem, Sustainability, & Product-Systems Knowledge:

• Deliver executive presentations and experiences to position Saint-Gobain as a leader in solution development and sustainability, including Scope 3 and low-Carbon criteria.

• Identify project’s regional requirements (building codes, sustainability requirements, etc.) and develop system expertise to meet these requirements across CertainTeed and Saint-Gobain products. Engage in training (internal & external) to develop strong solutions-focused knowledge to support these needs.

• Maintain and develop expertise about new technologies, competitive information and market trends.

• Gather and summarize VOC (from the Architect-Specifier perspective) for use in marketing and to develop new or differentiated product solutions and services which are not currently available in the market today or are not available yet from Saint-Gobain.

Additional Description

What do you bring?

PROBLEM SOLVING

• Keen understanding of the commercial construction market, and how Saint-Gobain can provide unique value for each of the project stakeholders: owner, developer, specifier, and contractor

• Strategic thinker with a results-oriented approach, prioritizing high impact activities (and Milestones)

• Agility to quickly react to unforeseen forces & strategically pivot during the project’s life cycle to continually meet business objectives for both the Client and the SG Businesses

• Understanding of the Consultative Selling approach and how it differs from transactional selling, while demonstrating both patience & focus to endure long project life cycles

• Ability to identify different decision makers, within different stakeholders, throughout a project’s life cycle

• Ability to influence without authority the internal SGNA project members and stakeholders. Must be able to articulate the business value and benefits across multiple Saint-Gobain organizations and to various levels within the organization

• Strong team orientation with the ability to work both independently and collaboratively. Actively listens and contributes to the group and understands that their team’s success is their own. Demonstrates accountability to team members

• Excellent organizational skills with ability to manage multiple projects with multiple streams of data from various contacts, channel partners, projects, and business units

• Must be able to function, navigate & thrive in a Matrix Organization

KNOWLEDGE

• Undergraduate degree

• 5-7 years of experience in business development, key account management or similar roles is preferred

• 5-7 years of experience in Commercial Architecture & Design, and/or Commercial Construction Sales

• Excellent communication and presentation skills

• Ability to represent Company to a wide audience from C-Suite to construction trades

• Important traits and competencies: proactive, persuasive, time management skills to meet deadlines, and customer centric commitment to service

• Experience in construction, architecture, engineering, real estate or similar with relationships to support this network

• Knowledge of construction process, documents, and project delivery methods

• Knowledge of sustainable design practices, materials, and trends

• Strong experience with Salesforce or similar CRM tools, with a high utilization of these tools and a strong attention to detail

• Ability to travel market as needed to secure and support accounts. Potentially involves 20-40% regional & national travel

• Ability to successfully navigate and thrive in a matrix organization

Company Summary

Through the responsible development of innovative and sustainable building products, CertainTeed, headquartered in Malvern, Pennsylvania, has helped shape the building products industry for more than 110 years. Founded in 1904 as General Roofing Manufacturing Company, the firm's slogan "Quality Made Certain, Satisfaction Guaranteed," inspired the name CertainTeed. Today, CertainTeed is a leading North American brand of exterior and interior building products, including roofing, siding, trim, insulation, drywall and ceilings.

A subsidiary of Saint-Gobain, one of the world’s largest and oldest building products companies, CertainTeed has more than 6,300 employees and more than 60 manufacturing facilities throughout the United States and Canada. www.certainteed.com .

Legal Statement

Saint-Gobain provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Saint-Gobain is an equal opportunity employer of individuals with disabilities and supports the hiring of veterans.

Senior Commercial Architect Business Development Manager (Must Reside Eastern US)

Location: Remote, Regular

Posting Date: 11/07/2023

Job Code: USA07355

See yourself here (https://maps.google.com/?q=CT+Corporate+CM Remote Regular)