Reports to:Assigned AISC Director of Market Development
For nearly 100 years, the American Institute of Steel Construction has been the leading advocate and trusted resource for American structural steel. These business development representatives build and retain strong relationships in the design and construction community by being visibly present in target cities, while leveraging the resources and expertise of AISC to deliver better project outcomes. The primary responsibility of this role is to educate the design and construction community about the benefits of structural steel with the goal of influencing them to select structural steel framing systems for the projects over which they can exercise influence.
AISC's Structural Steel Specialists live and work in target cities around the country building relationships and meeting with key decision makers about the benefits of fabricated structural steel for their buildings. They spend at least 10 days a month calling on architects, structural engineers, owners/developers and contractors to help them deliver better project outcomes with steel.
Essential Duties and Responsibilities:
Support the increased use of domestically fabricated structural steel through:
Develop personal relationships with 50 key decision makers in the target city
A minimum of ten full days per month are to be spent in the target city (out of the office) engaging decision makers
Relationship development may occur through personal visits, presentations at local offices, professional events, steel industry events, trade shows and social networking
Personal contacts are to be maintained on a minimum of a quarterly basis
Communicating the structural steel value proposition to decision makers throughout the region while communicating and reinforcing the typical fabricator business model
Maintain cooperative relationships with AISC full member fabricators in the region while communicating and educating them on leveraging the resources of the Steel Solutions Center, the value of early fabricator involvement and the value proposition for structural steel framing systems
Through relationships with key decision makers influence the decision maker to seriously consider the use of a structural steel framing system on a project through either:
Submitting the project to the AISC Steel Solutions Center for the development of a conceptual solution, engaging an AISC full member fabricator to provide cost and schedule information, delivering the conceptual solution to the decision maker in concert with the fabricator and handing off the follow up to the fabricator, or
Handing off the project to an AISC full member fabricator(s) willing to move the sale forward prior to the development of the conceptual solution
Host an annual event for decision makers in the target city in conjunction with SteelDay
Promote and support the IDEAS2 Award program for projects in the target city area
Document all communications and involvement with decision makers, internal and external clients, and industry partners utilizing Customer Relationship Management (CRM) software
Author an annual target city marketing plan consistent with the overall AISC marketing plan which identifies key markets, contacts and goals within the assigned metropolitan area.
Develop the necessary expertise to be a subject matter expert in an approved specialty area. These specialty areas may be centered on a project type, competing material, technical area of concern, a market consideration or a class of decision maker.
Train and support other AISC staff members with respect to the specialty area
Develop and maintain information, presentations and publications related to the specialty area
Represent the structural steel industry at one to two national or regional meetings focused on the specialty area
Have a working knowledge regarding other AISC activities such as continuing education, university representation, committee involvement, membership recruitment and certification, but invests their efforts on market development activities
Attend at least one meeting per year of each fabricator association in your market area.
Participate in AISC functions such as NASCC, SteelDay, National Industry Trade Shows, and staff conferences
A minimum of three years experience in building design, construction or fabrication. A technical background (a degree in civil/structural engineering, construction management or architecture), construction industry sales/marketing experience, or structural steel fabrication experience is preferred. Fantastic verbal and written communication skills are critical to your success. You'll also need to be comfortable working with clients and public speaking. In addition excellent computer skills (Word, PowerPoint, Excel, Google Docs/Drive, CRM), creativity, writing expertise, appreciation of the unique role of each individual on the design-construction team, drive, organization skills and sales aptitude are a necessity.
About American Institute of Steel Construction
The American Institute of Steel Construction (AISC), headquartered in Chicago, is a non-partisan, not-for-profit technical institute and trade association established in 1921 to serve the structural steel design community and construction industry in the United States. AISC’s mission is to make structural steel the material of choice by being the leader in structural-steel-related technical and market-building activities.