Specification and Architectural Project Sales Manager France (H/F)

Promote the Saint-Gobain Solar Gard solutions with decision makers, prescribers and influencers in the segment “renovation & upgrading & corrective works” for commercial buildings, focussing on the need for improved (thermal) comfort, safety, energy saving, surface protection and sustainability.

Identify and create leads for projects where the Solar Gard brand is prescribed.
Identify, develop architectural projects in France for Solar Gard solar and safety window film solutions. Follow up these projects lead-to-sale accompanying the installer who got awarded the project.

Work with, respectively leverage, contacts of the Saint-Gobain Solutions team in France.

Furthermore, accompany direct customers (distributor and/or professional installers) and indirect customers during the decision and possibly execution phase with technical support as well as on-site support.

Besides the projects also identify, develop and accompany new potential partners together with the responsible market manager.

Your missions will be as follows :

• Visit key decision makers active with the renovation/ upgrading/ improving/ problem solving of commercial buildings to present and promote Solar Gard solutions focusing on the particular added value of Solar Gard window film solutions in terms of multi-comfort, sustainability, and safety and security.


• Focus segments are offices, public buildings, hospitality, public transport.


• Identify and explore opportunities for architectural renovation, upgrade or improvement projects where comfort, energy, safety, security, sustainability and cost efficiency are key


• Focusing on the key accounts and projects where Saint-Gobain (glass) already has presence and commercial activities as well as on historical projects of Saint-Gobain Glass or projects that were lost in the past.


• Follow up public and private tenders as source for project leads and potential contacts.


• Identify for each of the identified prospects and/or project leads the concrete needs and opportunities; understand the requirements and opportunities in terms of product, performance, delivery and price.


• Identify the hurdles and potential show stoppers; develop the value Solar Gard proposition and concrete solutions based on this understanding


• Lead the commercial development of the identified account and/or project. Accompany the involved parties throughout the project process.


• Develop the necessary relationships with channel partner(s) involved.


• Adopt a strong orientation towards innovation with a high emphasis on customer focus and business development.


• Using Salesforce (CRM) as single tool to report and track progress and results.

Communications and Working Relationships

• Working effectively with a diverse range of contacts, from corporate executives, business owners and managers, distributors and industrial partners as well as a range of influencers and decision makers within projects and potentially installers. This requires a down-to-earth approach to people and issues.


• Formulating and communicating clearly the identified business and product needs into technical, commercial and supply requirements towards which Solar Gard has to work.


• Collaborate with various internal teams and individuals:
  
  
  
  • Other EMEA market managers
  
  
  • EMEA central services (order handling, shipping, marketing, support)
  
  
  • Saint-Gobain businesses in France
  
  
  
  


• Various external teams and individuals that the job holder will have contact with:
  
  
  
  • Various functions at candidate channel partners
  
  
  • Customers (direct or indirect) of the prospect channel partners
  
  
  • Specifiers, architects, project managers, facility managers
  
  
  • Saint-Gobain customers (other Saint-Gobain businesses)
  
  
  
  

Dimensions and Decision Making

• Selection of targets in line with commercial strategy


• Development of (additional) tools required for making the mission successful


• Direct responsibility for key projects won as a result of the specification work


• Communication with installers potentially involved in the realisation of projects


• Communication campaigns in support of the specification and Project sales mission (in co-ordination with the responsible market manager and the marcom support)


• Decision Levels: co-responsible for pricing (together with responsible market manager), marketing budget as per company’s budget and guidelines

Key Result Areas

• Realizing architectural projects:
  
  
  
  • number of relevant customer contacts/ visits
  
  
  • number and value of project leads/opportunities,
  
  
  • number and value of projects specified
  
  
  
  


• Manage the channel partners and project network


• Ensuring knowledge of market, competitor activity