Job Description

About Our Company - Prospiant represents the agriculture technology business portfolio of Gibraltar Industries, Inc. (NASDAQ: ROCK), and is the leading U.S.-based provider of turnkey controlled environment agriculture (CEA) solutions for growing fruits, vegetables, and flowers. The company has expertise in custom-designed, manufactured, and installed greenhouses for research, education, and retail garden centers.

Prospiant embodies long-term stability with the unmatched financial strength and end-to-end expertise of our heritage brands; gained during more than 150 years of combined business success. Our customers rely on our expertise to succeed in these markets:

• Produce — growers of fruits and vegetables located closer to grocery retailers and restaurants they supply
• Commercial — growers of flowers and plants as well as greenhouses for educational, research and institutional organizations and retail businesses

We are trusted AgTech experts partnering to grow a prosperous and sustainable world. Our success in the produce, commercial, and cannabis markets couldn't be possible without our employees' commitment to our core values - Make It Better, Make It Right, Make It Together, and Make An Impact.

• Make It Better - Challenges our way of thinking every day to exceed the needs of our customers and improve our business and workplace. Raises the bar and sets new standards.
• Make It Right - Cares about doing the right thing for fellow employees, customers, and our communities. Holds high standards of ethics and safety and includes others. Does not look the other way when something is amiss.
• Make It Together - Works collaboratively with others, across the organization, and with our customers. Fosters a culture that is inclusive of different perspectives and experiences.
• Make An Impact - Approaches work and life with an intent to drive change and make a difference for our customers, investors, and community.

Gibraltar is a leading manufacturer and supplier of products and services for North American AgTech, renewable energy, residential, and infrastructure markets. By building solutions that make life better for people and the planet, Gibraltar advances the art and science of engineering, science, and technology to shape the future of comfortable living, sustainable power, and productive growing.

Guided by an inclusive, values-driven culture that celebrates and rewards different perspectives, we work together to create lasting positive impact on everyone our business touches. To learn more about what makes us #GibraltarProud, visit our website: www.gibraltar1.com

Responsible for the revenue generation in districts, sales offices, and key accounts within a wide geographic area. Ensures high post-sales satisfaction by facilitating positive long-term relationships and creating high potential for repeat business with customers. Responsible for setting account and territory plans on an annual, quarterly, and/or monthly basis. Generally develops business with key or named accounts and may lead dedicated account teams. Maintains and enhances Prospiant position with potential and existing Customers.

Geographic area includes: WA, OR, CA, AK, HI, NV, AZ

Primary Responsibilities:

• Develops new and maintains existing accounts. Contact prospects and explains features and merits of products or services offered, utilizing persuasive sales techniques.
• Meets revenue targets given on a monthly, quarterly, or annual basis. Develops territory plans to achieve budget.
• Report on Sales Activity, forecasting, and marketplace conditions.
• Develops contacts and relationships with potential and existing customers and keeps records and continuously monitors these contacts and relationships to develop a favorable position for Prospiant
• Communicates directly with new and existing customers or clients to explain features and merits of products or services offered both verbally and with good written communication.
• Maximizes value to the company by securing orders at the highest margin possible.
• Communicate with Department heads and Sales Support to ensure timely delivery of products and services.
• Develop a clear understanding of the Prospiant product and services offering. Understand the needs of the Customer to provide assistance in the best application of products or services.
• Answers all questions concerning a product or service, with appropriate referrals where required.
• Acts as liaison between sales and other departments internally. Experienced in customer service with the ability and knowledge to communicate internally and externally.
• Investigates product/service warranty claims with the ability to determine if products have material defects or fabrication errors or misuse by the customer. Negotiate and resolve issues to ensure compliance within organization policies.
• Analyzes and interprets records of present and past sales, trends and costs, estimated and realized revenue, administrative commitments, and obligations incurred for management.
• Solicits pre-bid and post-bid competitive feedback. Leverages solicited information to strategize and position Prospiant to secure orders.
• Coordinate company technical engineering support and services to ascertain customers' needs.
• Required to attend and evaluate regional/territory and national trade shows.
• Assists with setting pricing for the product in the territory. Monitors competitive pricing in the territory.
• May assist with coaching and mentoring Entry-Level and Intermediate Sales Representatives.
• Present the Prospiant value proposition to customers. Ensure the key decision makers know the value and how it compares to the competition.
• Prepares post-fabrication cost analysis, especially for those projects that have been identified as going over estimate, by recapitulating material, labor, equipment, subcontractor and overhead costs incurred in the fabrication of items.

Position Qualifications:

• 5+ years in sales
• 5+ years in account management
• Marketing experience preferred
• Residency in one of the states within the territory required (WA, OR, CA, AK, HI, NV, AZ)
• Travel 50% of the time, including ability to travel internationally
• Bachelor’s Degree in Marketing, Business Administration, or related field preferred but not required
• Strong Business Closing and Negotiation Skills
• Strong Influencing Skills

Why Prospiant?

• Complete Benefits Package: Medical, Dental, Vision, Life Insurance, STD/LTD, 401(k) with company match
• Opportunities for career development and advancement
• Dynamic workplace
• Paid volunteer time off
• Education assistance
• Referral bonus
• Annual bonus opportunity
• Opportunity to get involved with employee resource groups and engagement events

Gibraltar is an Equal Opportunity Employer; and considers applicants for all positions without regard to race, color, religion, creed, gender, gender identity, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status. In addition, Gibraltar will provide reasonable accommodations for qualified individuals with disabilities.