Director - Sales

Morrell Masonry Supply, Inc.  •  Houston, TX
$80k - $90k
Posted on 10/08/17 by Samantha Taylor
Morrell Masonry Supply, Inc.
Houston, TX
Building Materials
$80k - $90k
Posted on 10/08/17 Samantha Taylor

The Vice President of Salesreports to the CFO/COO of the company and is a member of the Senior Leadership team. This position in tandem with the Director - Customer Service and Director - Operations are the top executives responsible for the day to day branch operations and ensuring a high level of customer satisfaction. Functionally, this individual is responsible for directing all sales and business development activities including market competitiveness analysis, pricing, commission plans, product portfolio return on investment, annual sales planning, and interim salesforecasting. The Director - Sales will drive the company’s efforts of growing the overall customer base, gross profitability, creating a culture of proactive success, and ongoing goal achievement. All branch Sales Managers will report directly to this individual.

Detailed Responsibilities include the following:

 

  • Managing customer expectations and contributing to a high level of customer satisfaction.
  • Maintaining key customer relationships.
  • Directing the company’s Sales Team’s efforts to deliver profitable growth.
  • Hire and develop sales staff.
  • Define and oversee sales staff compensation and incentive programs consistent with financial goals and executive approval.
  • Manage sales operations and resources.
  • Developing and implementing strategies for expanding the company’s customer base.
  • Develop plans and strategy for developing new business.
  • Set the company’s annual sales goals and any other forward looking projections as required.
  • Drive the tactics needed for achieving the company’s sales goals.
  • Monitor customer, market, and competitor activity and provide feedback to the company’s leadership team as to where the company is positioned.
  • Managing the overall sales process.
  • Manage the company’s Sales Funnel approach (salesforce.com) across the company.
  • Make sure leads are maintained and continue to flow through the system (Jobs bid to Jobs GC awarded, etc.)
  • Set appropriate metrics for monitoring the sales funnel approach.
  • Salesforce/Lead Administration:
  • Review Lead Sources weekly.
  • Pull valuable leads and add them into Salesforce for all branch markets.
  • Continuously monitor the sales leads for proper input of bidder’s lists, plan procurement, and distribution of plans to customers.
  • Ensure that all leads/customers are being called upon.
  • Distribute leads to the salespersons at the various branches.
  • Assigning open opportunities that can be exploited and converted into viable customers.
  • Turn leads into Plans which are provided to customers and monitored to identify if they become opportunities.
  • Manage P-21 sales rep. assignments:
  • Customers need to be assigned to the sales reps that developed the account and are maintaining a continuous relationships with them.
  • Continuously challenge salesmen to maintain relationships with their customers and stress cross-selling opportunities.
  • Maintenance of assigning salespeople to customers in the system.
  • Developing and managing pricing policies and models including the discount program
  • Manage Pricing within P-21.
  • Pricing-maintenance of all item pricing in the system.
  • Pricing libraries and contracts need to be maintained in P21 to facilitate the billing functionality in the system (P21). 
  • Margins need to be an effect of a conscious decision consistent with financial goals.
  • Maintain Inventoryportfolio through constant monitoring of market demand, sales efforts and quality-based pricing. 
  • Train all sales personnel to properly use the P-21 sales module. Access should be defined by position with Pricing Libraries and Contract Pricing limited to manager’s approval.
  • Managing inventory based on Turn & Earn Ratio (TER) management in conjunction with the Inventory Management team.
  • Continuously review inventory items with low turn-over rates.
  •  Inventory with TER’s below acceptable hurdles need to be identified and priced “to move”.
  • Continuously monitor margins and the “mark-up pricing” of all items.
  • Setting the agenda and leading the weekly sales meetings.
  • Evaluate each salesperson and each branch’s sales performance for the week.
  • Meeting consists of strategizing and planning for each lead or customer.
  • Also, special topics are discussed like special pricing, clearance items, upcoming changes to pricing or products, and competitive information.
  • Specific Sales Duties:
  • Visitation of jobsites or customer’s office for color problems, pricing issues, material defects, etc.
  • Problem solving and advising Sales Managers/Salespeople on pricing, strategy, etc.
  • Managing customer entertainment, hunting, business meals as required.
  • Developing and managing the Sales Department Annual Operating budget.
  • Providing detailed annual and monthly salesforecasting
  • Managing the sales department vehicles.
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