Sales Representative, Distributor

Sales Representative, Distributor

Location: Albuquerque, NM/El Paso, NM

ASSA ABLOY is a global leader in door opening solutions dedicated to providing a safe, secure, and accessible building environment. Every day, we help billions of people move through a safer, more open world with ease. If you’ve ever walked through an automatic door, stayed in a hotel, or gone through passport control, you’ve probably used one of our products or services. ASSA ABLOY’s offerings include products and services related to locks, doors, gates, and entrance automation such as controlling access and confirming identities with keys, cards, tags, mobile and biometric identity verification systems, mechanical and digital locks, cylinders, security doors and automated entrances.

Are you as passionate as we are in servicing our customers in the healthcare, school, university, military, and commercial building setting?  We provide unsurpassed security and life-safety solutions and the essential support services (LEED consultation, code compliance, access control system integration, product research and selection, specification writing services, technical support, etc.) to ensure well-functioning doorway systems in the commercial building industry.  If so, we have an exciting opportunity on our ASSA ABLOY sales team that is meant for you.

What you will be doing:

We are looking for a sales professional capable of relationship-building, relationship management, and technical solutions-selling who can negotiate and close profitable sales revenue for the product lines represented by Door Security Solutions. As a Distributor Sales Representative, you will manage contract hardware, glass doors, and aluminum storefront channel partners. You will also be responsible for engaging targeted end users to maintain our existing relationships, or develop new relationships, while creating demand for the product solutions and brands you will be representing.

Key areas you will contribute to the role include: 

Sales and Promotion Responsibility – Distribution:

• Develop and maintain relationships in all areas of a distributor’s organization.
• Actively solicit, follow-up, and negotiate quoted opportunities.
• Manage distributor buying programs.
• Actively promote distributor programs to secure discretionary sales revenue.
• Work closely with distributors to ensure they quote and support ASSA ABLOY project specifications.
• Conduct regularly scheduled and formal distributor business review meetings.
• Plan, coordinate, and conduct distributor product/solution training sessions.
• Coordinate the resolution of product and field service issues.
• Manage brand shelf space at distributor accounts.
• Develop and maintain a short and long-term sales plan to manage the assigned territory.
• Utilize the Salesforce CRM to log client and opportunity activities on a daily/weekly basis.
• Coordinate sales activities with team members including the Architectural, End User, and Digital Sales teams, along with various Business Development representatives as opportunities require.
• Collaborate with team members and channel partners to facilitate sales.

Sales and Promotion Responsibility – End User New Construction and Aftermarket:

• Developt and manage relationships with key end user decision makers and influencers including locksmiths, facility managers, IT Networking managers, and executives across multiple vertical markets in the assigned territory.
• Develop and maintain a short and long-term sales plan to manage the assigned territory.
• Identify and classify the sales potential of each client. Identify and classify construction leads via Salesforce Pipeline, local affiliations, and media for sales promotion activity and opportunity management.
• Engage end user clients and grow relationships deep and wide through the organization, to best understand needs and current situations.
• Identify clients’ needs, deeply understand their situation, and present/promote ASSA ABLOY solutions as necessary to assist end user clients with security, life safety, fire safety, and access control challenges they face.
• Create and/or manage existing Account and Project Opportunities in Salesforce CRM, and work directly with end-user clients to influence the plans and specifications so they include ASSA ABLOY brands and solutions in both new construction and aftermarket opportunities.
• Utilize the Salesforce CRM to log client and opportunity activities on a daily/weekly basis.
• Coordinate activities with team members including the Architectural, Distribution, and Digital Sales teams, along with various Business Development representatives as opportunities require.
• Collaborate with team members and channel partners to facilitate sales.

Target Vertical Markets

• Healthcare – Responsible for all healthcare facilities and systems located and headquartered in the assigned territory, except for Banner Health.
• University – Responsible for all college and university education campus facilities.
• Government – Responsibilities include all Federal, State, City, Native American, and Municipal organizations and facilities. Excludes Military Bases.

What we are looking for:

• You have an entrepreneurial spirit and are excited about selling a full range of door opening solutions.
• You are detail-oriented, organized, and known for follow-up habits.
• You are a self-motivated, organized individual who takes pride in attention to details and accuracy in their work.
• You're a multi-tasker who can manage time and projects proficiently.
• You’re a strong communicator, active listener, and negotiator.
• You can work independently but believe in teamwork.
• You can read and understand construction documents including floor plans, door schedules, and Division 8 construction specifications, along with End User facility standards.
• You have construction industry-related technical and sales aptitude.
• Ability to travel (up to 10%) and meet to the requirements of customers.
• Ability to perform responsibilities both in a home office environment or while traveling.
• You can lift/carry up to 50 lbs. of sample and display material for sale presentations.

Education and/or experience:

• Your background includes a College/University degree (preference for specialization in related curricula such as: architectural design/engineering, construction science/management, or similar), or have work experience commensurate with, minimum high school/GED diploma.
• Minimum 2 – 3 years of sales experience, with building material or construction-related experience preferred.
• Proficiency in Microsoft Office tools.
• Utilization and maintenance of CRM tools for sales and activity reporting.
• Working knowledge of industry-related software is a plus.

What you can look forward to:

• ASSA ABLOY product and solution approval, via architectural plans and specifications, for use on new construction projects.
• Position ASSA ABLOY products and solutions for use in aftermarket facility upgrades to key systems, life-safety and fire-safety doors and hardware, access control, and general upgrades to doors and hardware due to wear and tear on the facility.
• Create and/or develop end user standards that include ASSA ABLOY brand products and solutions and document them.
• Through end user client relationships, land specification writing opportunities (for handoff to the Architectural Sales Team) to assist design team with new construction projects design development by gaining assignment to physically write the Door Hardware specifications for a project opportunity.

ASSA ABLOY offers a competitive compensation and benefits package, including discretionary bonus, a 401(k) plan, education assistance, company car, and an environment that reflects our commitment to our employees. The wage range for this role considers a broad scope of factors that are considered when making compensation decisions.   Pay within each range is based on a variety of factors including, but not limited to, to primary work job-related knowledge, skills, experience, training, licensure and certifications, business requirements, geographic location and other business and organizational needs. This salary range is a reasonable estimate for this position at the time of posting. ASSA ABLOY conducts regular review of compensation ranges and therefore reserves the right to alter this range at any given time.

Working for ASSA ABLOY means that you will be part of a dynamic environment, developing innovative solutions to improve our customers' lives. As the global leader in door opening solutions, we are using the latest technologies to open doors to events, hospitals, education, homes, hotels, airports and businesses. Joining ASSA ABLOY means being part of a fast-moving company with many opportunities.

“Let’s open the doors to the future – together!”

ASSA ABLOY is an Equal Opportunity Employer/Minorities/Females/Disabled/Veteran

We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access. 

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.