Job Description
Job Summary
Responsible for overall Ready Mix concrete sales functions in the NOVA Dulles and West markets. This includes generating Ready Mix concrete sales to existing and prospective customers, accounts receivable management and assisting customers with technical advice. This position is also responsible for developing marketing and pricing strategies, preparing sales forecasts and developing new business opportunities through marketing leads and cold calling.
What You'll Do:
Champion the Vulcan Way of Selling. Implement and enforce all sales operational programs and policies in accordance with Vulcan's internal sales strategies. Ensure servicing a customer base through sales, service, and collection of receivables in order to improve profits on the production and sales of Ready-Mix Concrete.
Grow and Develop the Business. Prospect and cultivate new sales leads to ensure maximum market penetration through constant review and evaluation of changing customer and market needs, making every effort to develop all new markets and customers. Exercise independent judgment and decision-making in providing quotes and pricing to customers within the scope of defined authority.
Develop Strategy. Work with the sales team to drive revenue and market share by developing and implementing a strategic market plan for your assigned area. Prepare a variety of status reports, including trends in a territory, upcoming events, closings, follow-up, special developments, and concerns or feedback captured through field activity.
Develop and Maintain Business Relationships. Grow and maintain all assigned accounts relative to sales volume, market share, product distribution, space allocation, and customer service objectives. Learn how to resolve customer issues relating to materials or trucking to ensure customer satisfaction and delivery of high-quality products.
Meet or Exceed Revenue Targets. Work with the sales team to develop a territory budget, create projections, analyze trends, and manage within parameters to ensure targeted profitability, projecting sales and analyzing trends to assist in the budget process.
Represent the Company. Represent the company with major contractors, as well as federal, state, and local government agencies and industry associations involved in regulating, specifying, or purchasing construction materials.
Other duties as assigned.
Essential Functions
• Contact customers and acts as a liaison for customer's needs and the appropriate plant to aid in production scheduling. Coordinates the customer's requests for price quotes
• Establishes cost estimates or recommendations of products and services for clients
• Provides technical services to clients relating to the use of products
• Works with customers to resolve problems and works with plant personnel to ensure adequate supplies of products are available
• Partners with operations management to establish strong relationships within the community
• Reviews financial statements for plants in specified market concentrating on impact of price, product mix, and volume as related to profitability
• Establishes goals in conjunction with department, product line, and division strategic plans
• Researches market conditions and formulates action plans to sustain competitive edge in industry
• Represents the company with major contractors and officials of international, federal, state, and local government agencies
• Complies with all safety, health, environmental and company policies, procedures and requirements
• Performs other tasks as assigned by supervisor
Critical Competencies
• Builds Networks - Develop and maintain strong relationships that support personal, team, and organizational success.
• Communication - Ability to clearly and effectively convey information, ideas, and messages to others in both written and verbal formats; can express one's thoughts clearly but also demonstrate active listening, understands the needs of the audience, and adapts the message to ensure it is understood.
• Negotiation Skills - Effectively communicates, persuades, and reaches agreements with others while balancing the needs and interests of all parties involved; understands both their own position and the perspective of the other party, and finds common ground to create mutually beneficial solutions.
• Industry Knowledge - Understands the construction industry, including trends, technologies, and customer needs.
• Time Management - Ability to plan, prioritize, and effectively utilize time to complete tasks, meet deadlines, and achieve goals efficiently; balancing multiple responsibilities, managing distractions, and ensuring that time is used productively.
• Customer Service - Understands, anticipates, and meets customer needs while ensuring a positive experience and building long-term relationships.
Responsibilities
Education
• Bachelor's degree in business, marketing, business, or related field/equivalent training preferred.
Experience
• Two (2) years of sales experience preferably in the construction industry
Knowledge, Skills, and Abilities
• Frequent daytime travel required
• Strong understanding of the construction industry
• Excellent communication skills, both written and verbal
• Possess negotiation skills, coaching skills, communication skills, and active listening skills
• Highly computer literate and uses sales databases tracking programs
• Ability to read and interpret reports, manuals, legal documents, technical specifications, write business letters, reports, make presentations
• Strong working knowledge of all types of company products as well as their functionality
• Proven track record of success in generating sales
• Ability to work independently and as part of a team
• Highly knowledgeable of Antitrust Laws
• The ideal candidate will have a proven track record in sales, a strong understanding of the construction industry, and excellent communication and negotiation skills
Other Requirements
• Develop and maintain relationships with construction companies, contractors, and other businesses in the construction industry
• Generate leads and qualify prospects
• Develop and deliver sales presentations
• Manage customer accounts and ensure customer satisfaction
• Track sales performance and identify opportunities for growth
• Stay up-to-date on the latest construction industry trends and technologies
• Maintain a valid driver's license for Company travel.
Salary Range. The base salary range for this role is between $92,172 - $129,012 annual salary. This range is not inclusive of our discretionary bonus or equity package. When determining a candidate's compensation, we consider a number of factors, including skillset, experience, job scope, and current market data.
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