DescriptionPurposeProvide leadership for the sales teams, in support of all market channels serviced by the Roseburg Commercial organization. As the National Sales Manager, this individual will be responsible for meeting sales goals, understanding and driving assigned products profitability, maximizing customer relationships, and collaborating with operations, planning, logistics, and the business development teams to meet business objectives. The position will also support the strategic sales planning and execution of all assigned new product development and lead product launch execution. The goal is to ensure the sales team meets its commitments to the clients and the organization. The measurement of success will be the volume and profitability of the assigned segment.
Key ResponsibilitiesSales Organization Management- Day-to-day leadership of the outside sales team, ensuring achievement of the business plans in volume, return, and profitability
- Leadership in the development and implementation of pricing strategies that align with business segment strategy
- Ownership of strategic planning and execution for new products and a support role with the new product development team
- Lead the commercialization of new product launches for assigned segment
- Develop and maintain strong, high level relationships with key customers
- Ownership of the development of sales plans and customer account plans for assigned product sales
- Work seamlessly with the inside sales teams, and work cross functionally with sales managers/directors of the other commercial businesses
- Provide reporting of sales results that supports cross-functional communication across the businesses
- Oversee the training and education of the entire sales team on all products sold through each market channels
- Perform administrative functions, including but not limited to; reviews, budget development and maintenance, expense management, compensation, hiring, etc
- Oversee talent management, including the performance assessment process, professional development and succession planning for direct reports. Provide or assist in adequate coaching, training, retention, and motivation of direct reports
- Conduct quarterly, annual, or interim reviews and evaluations on a formal and ad hoc basis
- Motivate and set task direction for fellow team members without direct hierarchical control
- Communicate the company strategy and direction effectively across the team, both within Roseburg and across client organizations
- Create and maintain a Customer Centric culture in all business activities. Coordinate usage of agendas & performance figures for appropriate level client sales meetings & business reviews. Ensure high value of time & asset management and preparation
- Understand, fully embrace, and model Roseburg's core values; "Safe to the Core"; "Sawdust in the Veins" (have a passion for the business and our clients), work from a "Handshake Integrity" and be "Driven to Win"
Business Management- Working with the Business Management teams, assist in the development, but primarily the execution of sales/marketing strategies, new products and programs for the business of the company, ensuring a fit to the plants' capabilities, and meeting market or specific client needs
- With all aspects of this role, the Sales Manager must work with and communicate with the management team to make sure all strategies and policies (pricing, products, marketing, etc.) are in-line with the overall company and business strategies and plans
- Support the collaboration between sale and operations through cross functional meetings and communication
Segment Profitability- Understand the drivers of profitability for the businesses.
- Adjust sales strategies to meet financial commitments.
- Execute against opportunities to improve business profitability
- Collaborate with Credit/AR for approvals of clients and establishing credit limits
Collaboration with Sales, Operations & Logistics Leadership Teams- Sales & operations planning - collaborate in the sales planning process, in conjunction with operations, resulting in achievement of annual plans and periodic forecast and plan reviews
- Contributes to estimates and forecasts for the assigned segment
- Work with the Marketing and Sales Directors to grow brand awareness of our products, to include advertising, literature, sample programs, architectural specifications support, etc.
- Influence and help build the relationship between the customer, inside & field sales teams, mill personnel, and sales management
- Collaborate with the Sales Directors and Managers to develop and execute sales, client service, performance tactics and strategies to promote sales growth and improve profitability expectations
- Maintain an awareness of day-to-day client relationships regarding ordering, shipments, claims and other transactional issues
- Other duties as assigned
Required Qualifications- Minimum ten (10) years of experience in building products sales and/or sales leadership
- Bachelor's Degree in Business Administration, Sales & Marketing, or related major
- Established successful leadership of a business and/or team, with a demonstrated ability to lead and motivate
- Demonstrated ability to develop, execute against sales plans and deliver results=
- Ability to facilitate and lead group meetings under required as an addition to verbal and interpersonal skills
- Demonstrated ability to collaborate, align with other functional groups, the capacity to challenge the status quo, and implement change in an organization
- Proven experience in leading outside sales teams, developing successful sales strategies and team structure and customer account planning
- Developing pricing strategies across business segments and products
- Positive demeanor and the ability to lead and/or function within a team
- Critical thinking, numerical analysis, an understanding of business finances with the ability to apply knowledge to ensure business profitability performance
- Ability and willingness to travel overnight approximately 50% of the time, scaled as needed
- Ability to work in various computer platforms (primarily Microsoft Office applications, with an emphasis on Excel)
- Ability to multi-task and function in a changing, fast-paced environment
- Excellent professional, written, verbal communication and interpersonal skills
- Understand and exhibit a sense of urgency
- Strong self-motivation and organizational skills
Preferred Qualifications- Evidence of involvement in the development and execution of strategic plans
- Good understanding of the strengths, limitations, and weaknesses of key competitors within the industry
- Proven ability to work cross-functionally and lead without authority
- A comprehensive understanding of the Roseburg product portfolio as well as our value over the competition
- Demonstrated ability to develop, execute against sales plans, and deliver results
- Ability to facilitate and lead group meetings.
- Capacity to develop, analyze, interpret, and utilize data from business intelligence resources, aiding in the decision-making process
- Experience with and demonstrated use of best practices in a functional role (i.e., sales and operations excellence)
- Evidence of ability to manage talent in an organization, including development and execution of talent strategies around performance management, people development, incentives and succession planning
- Advanced leadership and sales training
