Join our dynamic Business Development team!
We are looking for a talented and driven Sales Manager who will lead the sales, growth and continued advancement of the DowelLam brand. Reporting directly to the Manager of Business Development & Preconstruction, you will lead all sales, marketing and estimating activities for the product.
Who We Are
StructureCraft is a unique, vertically integrated design-build company of 150+ structural engineering, manufacturing and construction professionals that specializes in mass timber structures.
Since our beginning in 1998, we have pioneered award-winning solutions to help create carefully detailed building and bridge structures in which people the world over love to work and play.
We are rooted in our mission of “making beautiful structures possible,” which harnesses both traditional principles and paradigm-shifting innovation to bring the inherent properties of materials to their highest use. As a firm of master engineers and timber construction experts with offices in Canada, US, and Italy, we partner with world-renowned developers, owners and architects as the Engineer-of-Record to create structures that are elegant in their own right, and also serve the greater good of a community.
In 2017, as part of our drive for continued innovation, StructureCraft introduced a new mass timber product to North America – DLT (Dowel Laminated Timber). This product, fabricated in-house, offers a unique and versatile option to other mass timber products such as CLT, GLT and NLT. Key advantages include its all-wood composition (no glue), structural & cost efficiency, and the Acoustic DLT product which integrates acoustic attenuation within the structural panel.
Over the past 7 years, we have delivered over 3 million sqft of DLT panels in projects across North America, including for significant owners such as Microsoft, Princeton University, Johns Hopkins University, Hines, Howard Hughes and many others.
As DLT grows in popularity and StructureCraft continues to offer turnkey design-build services, there is a need to create clarity of services/products in the market. As such, we are establishing a separate brand called DowelLam through which all DLT products will be marketed and sold.
Our head office and shop (where DLT is fabricated) is located in Abbotsford, BC, part of the beautiful Fraser Valley and just an hour east of Vancouver (close to the growing Abbotsford airport). Our US office is located in Seattle, WA and European office in Trento, Italy.
Your Role
General:
- Manage and lead day-to-day sales & estimating efforts with internal staff.
- Create and manage the DowelLam sales/marketing strategy & budget.
- Manage DowelLam estimating Personnel including performance reviews and follow-up, teambuilding events, etc;
- Communicate with internal team members and senior management on strategy and progress.
- Push forward DowelLam’s presence in the industry, becoming a champion for DowelLam.
- Establish a marketing plan, including sector analysis, identifying target audiences, and creating a customized go-to-market strategy for each sector
- Gather and analyze customer feedback, market trends, and conduct market analysis to enable successful strategies. Analytics reporting across all platforms to extract key insights for future marketing campaigns.
- Manage key relationships with industry partners
- Develop and manage marketing/sales KPIs
- Manage all aspects of DowelLam BD/Sales/Marketing budget including forecasting.
BD/Sales/Estimating:
- Manage the DowelLam “sales pipeline” of incoming leads and corresponding tasks, including input into CRM system;
- Coordinate DowelLam department resourcing and tasks;
- Oversee & perform detailed review and sign-off of all sales estimates & budgets.
- Oversee & perform detailed review of all quotations, scope letters, RFP/RFQ responses, prequalifications that are sent externally.
- Manage DowelLam revenue/backlog projections, manufacturing projections, resourcing projections;
- Manage key DowelLam supplier relationships & procurement strategies;
- Establish & manage DowelLam Sales/Estimating processes & protocols;
- Manage negotiations and review of DowelLam contracts/POs/scope;
- Handover your successful proposals to Project Management, including scope, estimate, schedule
Marketing/Branding:
- Work with the Marketing Department to manage a variety of communication channels/projects including traditional, digital, social, PR, email and client communication.
- Develop and provide DowelLam content to the Marketing Department for the website, social media, and marketing materials including product design guides, project tearsheets, resumes, RFP/proposal development, etc.
- Manage DowelLam media assets including project photos and footage (liaise with Marketing team).
- Curate, manage and coordinate content across social media efforts to ensure consistency across all channels including project video, photography, and insights.
- Develop and manage educational and webinar programs for architects and industry colleagues that showcase DowelLam’s products.
- Ensure that the DowelLam brand guidelines are followed both internally and externally when it pertains to proposals, forms, guides, templates, social media, website, magazines, ads, conference presence, etc.
- Liaise across company departments to manage branding and marketing related activities.
Tradeshows/Events:
- Manage tradeshow/events including booth development, set-up, etc
Skills & Experience
- At least 5 years of related sales experience in a BD, Estimating, Sales or Engineering role
- Knowledge and experience in the construction or manufacturing industry. Experience in or knowledge of the mass timber market an asset.
- Post-Secondary education in Engineering, Business, Marketing or equivalent an asset. Understanding of engineering fundamentals is an asset
- Proven experience working in a B2B Professional Service environment establishing best practices in sales funnel / CRM systems
- Experience developing and executing marketing communication strategies and brand development plans.
- Proven ability to build new relationships and foster existing relationships within and outside of your organization at a senior level.
Technical & Soft Skills:
- Naturally communicative and engaging.
- Detailed personality with an eye for accuracy, data organization, ability to multi-task, service-oriented.
- Proficient in MS Office suite
- Experience setting up, using and optimizing CRM systems, estimating systems
- Ability to proactively think beyond the day-to-day tactics and effect change within an organization.
- Exceptional written and verbal communication skills with great attention to detail and ability to write engaging technical narrative.