Strategic Projects Executive

The Strategic Projects Executive is Kattsafe's most experienced solutions seller and owns Strategic Projects deals from qualified handoff through close. The role takes strategic projects that meet the Strategic Projects criteria, leads the consultative design-and-present process with owners, engineers and general contractors, builds the proposal and pitch, negotiates, closes, and hands over cleanly to the Projects & Services team for delivery. Think of it as a senior Inside Sales Representative: deep technical and mechanical knowledge of Kattsafe products, plus the commercial skill to win complex, high-value projects with many stakeholders. The Strategic Projects Executive is the client's main contact from proposal through delivery.

Reports To

Strategic Projects Sales Manager

Qualifications & Skills

•    Minimum 5 years in a sales engineering or technical solution sales role in construction, building products or engineered systems, with a record of closing large projects; Bachelor's degree in Engineering, Construction Management or Business preferred

•    Expert mechanical aptitude; reads and interprets CAD drawings, blueprints and specifications

•    Working knowledge of OSHA fall protection and access requirements and standard construction methods

•    Proven negotiation and closing skills on multi-stakeholder deals with long sales cycles

•    Confident presenting to executives, engineers, project managers and safety leaders

•    Trained in a structured sales methodology (Lushin/Sandler or equivalent); experienced running a Whale Hunting style process

•    Proficiency in Microsoft Office Suite, HubSpot, Infor and Kattsafe configurator tools

•    Self-motivated, goal-oriented, and comfortable working in a fast-paced, target-driven environment

•    Willingness to travel nationally for site walks and client meetings

Performance Objectives 

• Core KPI: Strategic Projects $ Closed Won

• Win rate on Strategic Projects deals (%)

• Forecast accuracy (%)

• Pipeline discipline: a calendared next step on 100% of deals and a current Whale scorecard on every pursuit

• Sales cookbook: meetings per week (#)

Core Roles & Responsibilities

•   Own Strategic Projects deals from qualified handoff to close

•   Design and present solutions using configurators, custom drawings and pitch decks

•   Run the Whale Hunting process: Discovery, Proposal, Closing, Delivery & Nurture

•   Negotiate and close; lead the handover to Projects & Services

•   Input and update all deal communication and next steps in HubSpot

Responsibilities

• Accept qualified handoffs from the Strategic Projects BDE, Project Sales and Territory Sales Reps and confirm scope, decision makers, budget and timeline in discovery

• Lead site walks and technical risk assessments for every pursuit

• Work with Customer Service (estimating) and design support on takeoffs and drawings; own the final proposal

• Price to the application; Strategic Projects pricing may not follow the customer's standard discount structure

• Present proposals and final offers face-to-face; no emailed proposals on Whales

• Bring in subject matter experts (engineering, Projects & Services, Kattsafe Australia) and senior leadership at the right stage

• Maintain the key decision maker map and Whale scorecard for each pursuit

• On award, run the kickoff and handover to the Projects & Services PM, stay engaged through delivery and secure design criteria, follow-on phases and referrals

• Mentor Inside Sales Representatives on complex pursuits

• Other duties as assigned

Compensation & Benefits

-       Generous base salary along with quarterly bonus potential

-       401K company contribution up to 4%

-       Excellent healthcare options provided, including packages at no cost to the employee

-       Lunch provided onsite Tuesday, Wednesday and Friday

-       Onsite gym and shower available at our HQ to employees outside work hours

-       Company Paid Holidays: Good Friday, Day after Thanksgiving, and the days between Christmas Day & New Year's Day (in addition to Federal Paid Holidays)

Working Conditions:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear, use hands to finger, and handle controls. Standing, stooping, and walking could be requirements of the position. Specific vision abilities required by this job include close vision and the ability to adjust focus.

Kattsafe is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.