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

Spreading the awareness about and interest in Solar Gard solutions through pro-active contacts in France 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.

Follow up specified projects from lead-to-sale accompanying the installer who got awarded the project

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

• Engage with key decision makers involved in commercial building renovation and improvement (multi-comfort, sustainability, and safety and security)
• Focus segments are offices, public buildings, hospitality, public transport.
• Follow up public and private tenders as source for project leads and potential contacts.
• Identify and explore opportunities for architectural renovation, upgrade or improvement projects where comfort, energy, safety, security, sustainability and cost efficiency are key
• 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.
• Work with 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.
• Identify the hurdles and potential showstoppers; develop the value Solar Gard proposition and concrete solutions based on this understanding
• Provide guidance and technical support throughout the project development 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.

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 must 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 because 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

• 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

Knowledge

• Educated to a bachelor's degree level in business, marketing or sales
• Languages:

French: equivalent to native level. Very good communication skills (speaking, writing, reading)

English: Sufficient level for good communication within a professional context.

• Basic knowledge of how the renovation project market works
• Knowledge of how (commercial) buildings are operated, both from a decision perspective and from a technical perspective (energy management, comfort, sustainability…)
• Knowledge of window films: technicalities of window films
• Good basic technical understanding in themes as energy consumption aspects of buildings, thermal comfort, sustainability and related certifications.

Skills - Know How and Experience

• Specification experience within the building sector is a must, preferably within the context of renovation and improvement projects (energy, comfort, safety, sustainability)
• Know how to identify, approach and deal with the various decision makers and channel captains involved in potential renovations/upgrading projects.
• Experience with projects with architectural window films
• Basic installation skills of window films (installation skills of automotive window films are an important plus).

Motivation- Mind-set

• Crucial is being hands-on and having a mind-set of 'solution-oriented' and 'can do', and being able to work autonomously
• Ability to work autonomously and to challenge oneself constantly
• Ability to understand customer needs through research and engagement
• Ability to think tactically, to communicate clearly

• Ability to build relationships that generate opportunities

• Ability to identify customer needs and tailor proposals accordingly Ability to translate the identified opportunities and prospects into concrete business opportunities for Solar Gard

• Good communicator with an excellent command of language.
• Ability to ask and obtain the support from other company functions or colleagues to realise this

• Energy and communication skills making a persuasive motivator, negotiator and relationship builder.

Behaviours

• Creative, exploring and positive attitude

• Willingness to take on responsibility
• Autonomous
• Having and developing the sense of accountability
• Flexibility
• Perseverance and tenacity in the face of obstacles met along the way.
• Having the drive to make things happen.
• Important responsiveness to market and customer requirements
• Team player
• Being at ease in dealing with people of different levels inside and outside of the organization.

Saint-Gobain Surface Solutions is a global business powered by solid brands that provide surface solutions for a better world. Our product offer includes abrasives, adhesives, sealants, tapes, and films. Together, committed to sustainability, we shape, protect and bond surfaces providing performance solutions for our customers.

Inside SG Surface Solutions, Performance Film Solutions fournit des films pour vitres et des protections de surface pour le contrôle solaire, la confidentialité et la sécurité des vitres automobiles et architecturales, ainsi que la protection de la peinture des véhicules, ainsi que des solutions de films personnalisés pour les applications partenaires.