Sales Engineer Manager

Department: Sales

Employment Type: Full Time

Location: Atlanta, GA (Remote)

Description

We are seeking a dynamic and results-driven individual to fill our Sales Engineer Manager role. This position offers significant growth opportunities and the chance to lead a high-impact team in an evolving industry. This position is responsible for developing and strengthening our specification position at the engineer and owner level. The role involves managing a team, building a robust opportunity pipeline, ensuring document control, and managing KPIs. Additionally, the Sales Engineer Manager will oversee product training initiatives to enhance customer engagement and increase adoption of ASC solutions. This role requires strategic collaboration with Regional Sales Managers, market-specific Sales Teams, and the Construction Technology (Con. Tech) Team to drive user adoption of ASC ConnectED.

How You Will Help

Team Management:

• Build, lead, and develop a high-performing team of Sales Engineers, fostering a culture of accountability, collaboration, and growth.
• Recruit, onboard, and retain top talent to ensure strong technical expertise and alignment with sales goals.
• Conduct regular performance reviews, set individual and team goals, and provide constructive feedback.
• Ensure that the Sales Engineer team maintains a high level of product knowledge and sales acumen to meet job duties.
• Ensure that the Sales Engineer team meets all goals.

Sales & Pipeline Development:

• Develop and execute strategies to build and maintain a robust sales and specification pipeline, with clear success metrics such as specification conversion rates, adoption rates, and revenue contributions.
• Identify and pursue new business opportunities to ensure a steady flow of potential specification conversations based on market intelligence, sales leads, etc. 
• Collaborate with sales teams to align specification efforts with broader revenue goals.
• Lead organizational change initiatives that improve process, tools, and team structure to enhance overall sales engineering effectiveness

Specification Development & Document Ownership:

• Own and manage the ASC Master Specification Document and ensure its utilization in third-party software with support from the Con. Tech Team.
• Create and implement a yearly game plan to enhance specification positions for all applicable products, with a focus on Strategic products.
• Utilize a balanced approach to improve the company’s position at target accounts, including owners, engineers, reps, distributors, and contractors.
• Maintain and continuously improve the ASC Master Specification.

Product Training & Development:

• Assist in the development and execute a comprehensive training program for customers, internal teams, and distribution partners, ensuring measurable success through certification programs, knowledge assessments, and participant feedback.
• Ensure training initiatives cover technical product knowledge, installation best practices, key application benefits and sales techniques.
• Personally conduct training sessions and oversee the delivery of training by team members to ensure consistency and effectiveness.
• Utilize various training methodologies, including in-person sessions, virtual training, and hands-on demonstrations.
• Track training participation and impact through assessments, feedback, and engagement metrics.

Document Control & CRM Management:

• Ensure all sales activities, interactions, and training initiatives are thoroughly documented in CRM and team-specific locations.
• Maintain accurate and up-to-date records of specifications, product details, training materials, and competitive insights.

KPI & Performance Management:

• Establish a performance-driven culture with clear KPIs tied to specification growth, sales pipeline development, and training impact.
• Develop and monitor key performance indicators (KPIs) to measure the success of specification efforts, sales effectiveness, and training impact while utilizing the X-matric. 
• Analyze KPI data to drive improvements and report on progress to the VP of Construction Technology & End-user Engagement.

Market & Product Knowledge:

• Gain a comprehensive understanding of product features/benefits, market applications, technical language, and competitive positioning.
• Stay informed about industry trends, market developments, and competitor activities.
• Collaborate with the Con. Tech Team to drive use