PURPOSEGo-to leader for the outside sales team. Coaches the activities of the outside sales team to optimize revenue and margin within the market and assist the Market Manager to ensure efficient, effective sales operations and exceptional customer relations. Continually works with and leads internal and external stakeholders to exceed sales goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES- Maintain and grow existing customer base across all business categories through effective team selling.
- Develop, coordinate and execute sales strategies with Market Manager, OSR's and Market Sales team.
- Sales strategies and actions plans to include remove barriers, penetrate new product categories and development of customer segments.
- Utilize full scope sales and account management skills to partner with cross-function work teams within Builders FirstSource achieving timely resolution of performance road blocks and mastering required metric.
- Strategic review and negotiations with vendors, suppliers and manufacturers.
- Effectively communicate with diverse levels of customers, vendors and associates.
- Establish, assess, develop and manage a performance driven sales team.
- Implement and align sales team strategies with market specific profit/ sales goals and strategies.
- Actively coach OSR's in full scope sales management, sales development tactics and marketing plan execution.
- Engage in regular one on one portfolio and development reviews with sales team members to ensure sales growth and effective performance management.
- Ensure company and market-wide standards and expectations of prospecting call, customer appointment setting, sales presentations, proposals and customer follow-through are met by each OSR assigned in the market.
- Regularly provides market intelligence and feedback; including team and individual performance, pricing, competition and segment market developments to Market Leadership.
- Secure and develop associate talent pool to ensure successful retention and promotional standards.
- Develop high functioning partnership with MM, LM's, DSM's, Divisional VP's as well as all purchasing and vendors.
- Facilitate strong communication through regular market-wide sales meetings and participation in Market-level Manager Meetings.
- Open communication with all levels regarding market challenges, solutions and business impacts.
- Provide input and assistance in the development and implementation of overall market planning.
- Manage expense budget to ensure successful compliance for market-wide budget demands.
SUPERVISORY RESPONSIBILITIESManages assigned sales staff, including hiring, training, developing, coaching, and performance management to build a first-class sales team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and solving problems.
MINIMUM REQUIREMENTSTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Bachelors in business management, marketing or related field.
- 5 years sales experience in designated builder segment and building materials supply.
COMPETENCIES- Working knowledge of accounting principles and local building codes and compliance requirements.
- Tech-savvy with a strong emphasis on MS Office.
- Demonstrated management experience.
- Working knowledge of sales forecasting and analysis.
- Strong sales and marketing skills.
WORK ENVIRONMENT / PHYSICAL ACTIVITYThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.- Subject to both typical office environment and outside locations with temperature and weather variations.
- Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.
