BuildingPoint Pacific has a need for an Account Representative - Construction Robotics Technology who will be based at our San Leandro, CA location.

SUMMARY

The Account Representative – Construction Robotics Technology manages and actively generates BuildingPoint Pacific sales opportunities of the Hewlett Packard (HP) SitePrint product portfolio in the assigned territory, focusing on customer success as the Construction Robotics segment product portfolio continues to evolve. Using Solution Sales tactics, this position is responsible for selling both hardware and services to customers and partners, actively seeking to grow the business by working with established Key Accounts as well as expanding the new customer base in the region to generate new and incremental business. The core objective of this position is to meet BuildingPoint Pacific’s annual combined Hardware sales target by selling Construction Robotic solutions such as the HP SitePrint and integrations with Trimble Robotic Total Stations.

ESSENTIAL JOB FUNCTIONS

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

• Meet sales quota in the assigned territory by increasing sales to existing accounts and successfully penetrating new accounts.

• Work closely with customers and prospects in territory to increase their knowledge, skills, and focus on Hewlett Packard and Trimble construction robotic solutions.

• Cross-sell large portfolio of products to existing customers who currently have a small number of Trimble solutions.

• Assist in generating new customers revenue through qualifying, presenting and assisting in the closing of Trimble GC/CM Field Solution sales.

• Plan and forecast the quarterly activity, marketing, and sales figures, being careful to make resource requests well in advance of events.

• Work closely with the BuildingPoint Pacific sales team to communicate our message to the market and communicate market feedback to our team.

• Prepare and present effective sales proposals to customers and prospects.

• Communicate with Buildingpoint Pacific sales management during the sales process, enlisting help as needed.

• Liaise with other members of the BuildingPoint Pacific sales team and technical support to solve client problems.

• Work with customers and meet customer executives who have a stake in the construction process to ensure they have a thorough understanding of our Solution and its benefits.

• Methodically handle customer objections, problem solving and obtaining a thorough understanding of the customers’ needs until the sale is consummated.

• Maintain strong customer relations and satisfaction, proactively and diligently working to ensure customer problems are resolved quickly.

• Use SalesForce CRM system for managing prospects and customers.

• Help identify metrics from initial projects such as return on investment (ROI) and cost savings from Constructability studies;  schedule analyses that assist the Partner and/or customer in winning approval of funds for additional implementation.

• Monitor activity through BuildingPoint Pacific’s sales team to ensure customers are being well treated and professionally managed.

• Display a continuous dedication to improving individual and team results. 

• Collaborate both virtually and in-person with the BuildingPoint Pacific team and other departments in the company.

• Effectively and professionally represent BuildingPoint Pacific and Peterson, actively supporting the Company as a whole.

• Attend trade shows and training when requested.

• Work collaboratively in a team environment with a spirit of cooperation.  

• Respectfully take direction from supervisor/ manager.

• Display excellent communication skills including presentation, persuasion, and negotiation skills required in working with customers and coworkers, including the ability to communicate effectively and remain calm and courteous under pressure. 

• Maintain regular, punctual, and predictable attendance.

• Travel up to 75% of the time (60% within territory and 15% outside of territory) to meet with existing customers, develop news sales opportunities, and attend trade shows;  operate a company or personal vehicle as needed.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily, safely and in alignment with Peterson’s core values. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must display an understanding of HP SitePrint portfolio and integrations with Trimble Robotics Total Stations and other Trimble products such as 3D Scanning, Trimble AR/MR, and GNSS.

• Must display strong communication skills, self-motivation, strong independent work ethic, and proven ability to take direction and work independently to achieve market goals.

EDUCATION and/or EXPERIENCE

Bachelor's Degree from a fully accredited college in Construction Management, Engineering, or other closely related field; and a minimum of five (5) years of technology Sales experience, with a proven track record of selling large deals and working with partners to maximize revenue; or an equivalent combination of education and work experience.

• Large project or contractor experience is preferred.

• Must possess working knowledge of design-thru construction process and basic familiarity with industry processes such as Building Information Modeling (BIM) and products such as Autodesk Revit, AutoCAD, Trimble Realworks and Navisworks.

CERTIFICATES, LICENSES, REGISTRATIONS

Maintain a valid driver’s license with a satisfactory driving record.

The pay for this position is: $50,000.00. We also offer a total compensation package in addition to base salary.  In addition to the base pay, this position also participates in a commission plan.