Structural Data Center Sales & Product Manager (Remote) Job

As a member of the WAVE Sales and Marketing team, this role will entail developing and executing the Americas vertical growth strategy for structural grids used in data centers and containment. The Structural Data Center Sales & Product Manager will play a crucial part in promoting services and products by leveraging technical know-how, organizational skills, and customer insights to influence purchasing decisions, thereby driving revenue. Additionally, the role involves contributing to marketing activities and planning, and the technical advancement of products and services. This position supervises a sales team and oversees the Americas market.

Primary managerial duties encompass recruiting, training, developing, and coaching staff, alongside managing their performance and acknowledging exceptional sales achievements to boost profitable sales by establishing and nurturing relationships with new and current clients, which includes distributors, architects, and designers. Expertise in solution selling is crucial for achieving success.

The Structural Data Center Sales & Product Manager reports directly to the VP of Sales & Marketing

What's in it for you!

Opportunity for growth and development

Opportunity to work with a collaborative team

What You'll Do

• Market Knowledge: Conduct research in the data center and containment market to gain understanding of segmentation, customers, market size, competitors, etc. Monitor national and global regulatory and legislative policies to identify trends and market opportunities.
• Industry leadership: Determine long term annual revenue/growth goals for the market segments. Own industry operational plan (pipeline, leads and revenue).
• Drive Innovation: Set Americas strategies for new product development and establish multi-generation product plans for ceiling integration. Create, develop, and improve processes to identify current product/solution gaps, new spaces, customer segments, business models, cross-partner (Armstrong/Worthington) offerings.
• Develop annual strategic Growth Playbook: Recommend strategic direction based on market intelligence (VOC) and industry trends.   Identify new channels to market by identifying independent manufacturer reps in key regions of the country.
• Alignment: Leverage market insights and voice-of-the- customer to develop new products and innovation adjacencies that strengthen and enhance our core business.
• Market incubation: Create growth opportunities focusing on system-based solutions and build a pipeline that delivers consistent double-digit year-over-year growth.
• Identifies and forges relationships with complimentary product manufacturers to develop solutions responsive to customer need and industry trends which generate revenue for WAVE.
• Position WAVE (Armstrong/Worthington) as a trusted partner and integrated ceiling and data center solutions provider.
• Develop and improve sales training and customer facing material to support demand generation and sale revenue for our data center integrated solutions. 
• Be the external expert for WAVE in the market to customers, trade organizations and industry analysts.
• Accountability for pricing guidelines and metro pricing levels with Armstrong field management.
• Managing, developing and participation in the training programs for installation specialists, field sales reps and customers as requested/needed by Armstrong
• Travel with WAVE Sales Organization installation specialists and Armstrong field reps to train and coach on the issues involved in converting customers and selling into more spaces.
• Manage competitive analysis, update and keep WAVE/Armstrong management informed of key developments

Measures of Effectiveness

• Sales of all WAVE products with a focus on integrated structural data center solutions.
• Growth of integrated data center structural ceiling solutions or sales territories/markets.
• Expense Management

What will make you successful

• Strong project management, communication, presentation and facilitation skills to drive creative design solutions with a cross-functional business team
• Commercial savvy and strategic thinking
• Must have a proven track record of developing and executing on a strategy
• Proven track record to convert a vision to a sustained growth platform.
• Proficiency in Microsoft office applications and Salesforce, or other CRM systems.

Qualifications

• Bachelor’s degree in Business, Engineering/Marketing/or a related field of study.
• 5 –10 years of (B to B) sales/marketing experience in the construction industry and 3 years of management experience in sales and or marketing in the data center industry.

Organizational Alignment

• Reports to VP of Sales and Marketing
• Direct Reports – Sales Team
• Business Partner to WAVE Operations, Engineering, NPD and Enterprise Development, AWI – Sales and NPD