Solomon Colors, Inc., a growing employee owned and family run business, is seeking an enthusiastic and professional full time Product Manager for its fiber product line. The ideal candidate will have a minimum of five years of progressive and proven business development experience in addition to a familiarity with technical sales, construction specifications and an understanding of business analytics. Candidates with an engineering background, including active or former licensed professional engineers, are preferred. This position is based in Springfield, Illinois and will require approximately 20% travel to support the activities of the department including building proposals with the sales team, preparing technical presentations and marketing pitches for customers, as well as representing the company and products in the marketplace.
Additional responsibilities for this position include:
Product planning including coordination of business forecasts to achieve corporate directives
Collection of tactical marketing input regarding the product application area from various sources including Sales and external references
Develops marketing position for the products and defines Sales support materials
Defines product positioning, packaging, and pricing strategy
Directs the advertising and marketing budget for the product which includes print, on-line, direct mail, and other electronic productions
Participates with the Sales organization in customer interaction and sales efforts, acting as a product application specialist
Monitors the industry environmental and quality reporting requirements for the products
Ensures quality procedures and supply chain assurance is in place for the products
Directs trade show participation related to the products
Solomon Colors, Inc. offers and generous and wide ranging benefits package, which includes, health, dental, vision, 401(k), and ESOP benefits.
Job Type: Full-time Salary: $85,000.00 to $100,000.00 /year
Join an enthusiastic sales team with a growing employee owned company! We are seeking a professional territory sales representative with knowledge of the concrete industry, specifically ready mix, decorative concrete and concrete manufacturing. The successful candidate will have 2-5 years of sales experience and a willingness to travel extensively to promote the company's products. Employees enjoy a full range of generous benefits, including health, vision, dental, life, 401(k) and ESOP plans.
The Territory Sales Representative has the following responsibilities:
Shall establish a consistent and on-going program of sales calls, presentations and other promotions towards developing sales of SOLOMON COLORS/BRICKFORM/UF500 to Distributors, Ready-mix Producers, Pre-cast Concrete Manufactures, Manufactured Concrete Products and any other architectural concrete products users. Use reasonable best efforts to develop the market and the reputation of SOL/BF with emphasis on specialty concrete contractors and architects.
To promote SOL/BF through development and servicing of the architectural community, including AIA Architects, Landscape Architects, Engineers and Designers.
Responsibilities & Activities:
Strive to build, maintain, and create strong customer relationships
Make weekly visits to existing customers via in store and/or through email and phone calls. Research and Target NEW accounts in the area where you will be visiting existing customers
"CPR" … Convert – Penetrate - Retain
Generate new sales within existing customers
Educating them on SOL/BF Products – Systems Selling Approach, Contractor Outreach, Demo’s
Work with sales team, managers, marketing, and team members from other departments dedicated to the same customers to ensure the highest quality of support is being provided and all sales needs met
Trade Shows, Equipment Tech’s, Account Managers, Accounting, Color Lab, etc.
Plan and Present reports on account progress, goals, and quarterly initiatives to share with manager
Be able to share key information with your manager on your Target Accounts (For example: submitted proposal for 2 Color Systems) and Existing Account’s organic growth (for example: now stocking our stains & sealers)
Meet all customers’ needs and deliverables according to proposed timelines
If you promise a customer something….be sure to follow up and provide it.
Goals & Objectives:
Set-up and cultivate at least one BF Distributor in each major city. In some cases, 2-3 distributors per larger city to keep contractor base supported
Work with new/existing BF Distributors to grow their sales through Product Knowledge Training "PK’s", technical support, ride-a longs visiting contractors and Branch Events
Working with Director of Technical Services Team on coordinating demo’s for your distributors
Assist in setting up the distributors showroom with Brickform "Point of Purchase Displays"
Make sure BF literature is current and on display in the literature racks provided
Use the “Contractor Pull-through method” to help grow your distributors sales
Deco Products are an extremely technical product line. The sooner you can become knowledgeable in them the more valuable you are to the distributor & contractor
Visit with contractors to discuss BF Products and in certain cases provide them with sample materials to be used on their next project. DAY1, Cemcoat, CH/RA, pail of sealer, etc. "Help them be successful"
Understand your competition’s strength’s & weaknesses. Look for the crack in door with a new target account either through a strength we possess (technical knowledge) or a product that they must have
Ready Mix Suppliers:
Develop a relationship with all Ready-Mix Supplier’s as the “Go To Guy” for their integral color needs
Conduct Power Point Presentations on Solomon Colors educating their sales team on the features & benefits of powder, Liquid and Granular Integral Color
Utilize the lab for color matches and chip samples for color match approval
Provide them with Solomon Color Charts and any necessary info for them to hand out to their customers this can include the plastic RM chip kits
Once a color has been selected, educate them on the importance of proper mixing of color, slump, place and finish
Develop a sense of confidence in their Sales Team with integral color that it’s a great Value-Added Product, or they will avoid pushing/promoting it
Promote the use of 908 Carbon Black for creating deep black color that is very hard and expensive to do with iron oxide (920 black)
Educate them on Solomon’s Automated Coloring Systems and help them determine if they are fit for one or more systems
Promote the use of UF500 and the features and benefits over polypropylene fibers specifically when it comes to architectural colored concrete
"Safety" is a big buzz in the RM Industry, with our UF500 Automated Fiber Dispensing System it keeps the driver in the truck and off the ladder. Accurate amount of fiber is dosed into the truck
Promote Solomon’s full product portfolio to producers of the following manufactured concrete products:
Wet cast / precast architectural slabs / pavers
Architectural block (ground face / split face / etc.)
Interlocking concrete pavers
Precast furniture and hardscaping accessories
Precast concrete light poles, palisades and precast concrete copings
Any additional product that is a "manufactured concrete product" that is NOT a site cast product
Product portfolios offerings primarily include but are not limited to:
Pigments (Liquid, granular and powder)
Stains & Sealers
Specialty admixtures that Solomon offers
The selling process for these type accounts should be measured as follows:
Introduction - Call / visit to establish an accurate and current account profile. Commercially minded items are to include products used, amount consumed annually, price paid, current vendor, status of current vendor relationship at this location, procurement team and process, and identify key decision makers. On the technical one should understand the products and equipment the firm uses to product their products. Any challenges they are facing or production related issues they are experiencing. Understand their barriers and thresholds to begin purchasing Solomon’s products. Understand the history of the account and the incumbent vendor’s relationship here.
Create a selling strategy – Marry up Solomon’s products to the firm’s production needs and goals. This should include a benefit statement demonstrating how Solomon products with fit it, replace or bring benefit to their products. This is best accomplished by gathering samples of the current products including samples of the actual products they manufacturer (i.e. samples of their artificial stone products) Gather the products we intend to replace. For example, a pigment should include the current vendor’s product name, lot number and pack sizes. Pictures are always a plus of the actual product. Obtain a sample of the product in the amount required for laboratory testing, placed in an appropriate container, label and send into the Solomon lab together with the company’s mix design, materials and any information unique to their manufacturing process. The lab will analysis those products, make recommendations and then attempt to replicate their product providing a sample for the customers review. Once completed we proceed to the next step of industrial testing.
Industrial testing – We need to qualify our products by testing them in the customer’s plant using his production processes. Once at this stage contact your region manager for further guidance.
Presentation of results – Meet with customer to review the results of the industrial trails. If acceptable proceed to presentation of commercial offering. If not acceptable understand the bottleneck and try to resolve and repeat industrial testing.
Presentation of commercial offering. In short close the sale.