Job Summary:This position is responsible for achieving sales goals and driving profitable growth by positioning Insulfoam as the supplier of choice in the commercial and residential construction markets. Manages a regional sales team of company and independent sales representatives, develops sales strategies, and achieves sales, market segment and product specific growth goals and margin objectives.
Duties and Responsibilities:- Lead an 8-to-10-person regional sales team responsible for up to $70M in annual sales.
- Set and execute regional sales strategies, including product launches and region-specific/product-specific sales focus. Lead direct sales personnel toward achievement of sales goals.
- Manages and directs the sales effort of the regional sales team, manufacturer representatives, and distributors to ensure their efforts achieve the annual operating plan.
- Establish effective relationships and collaborations (internally and with external partners/customers).
- Support company strategic initiatives including system selling approaches, new product developments, marketing programs, and Carlisle operating system activities.
- Coach and develop a professional and successful sales team with emphasis on value selling and pipeline management skills.
- Continuously analyze data from external market segments, competitive materials, and internal reports to refine the sales plan and develop countermeasures to achieve results.
- Prepare monthly, quarterly, and annual sales forecasts and determine competitive and profitable pricing across all lines.
- Account management of certain higher profile/strategic customers/relationships
- Represents the company in professional & industry organizations.
Required Skills/Abilities/Knowledge:- Knowledge of the commercial construction market and its business practices.
- Must be able to present to architects, consultants, building owners, contractors, distributors and sales reps and internal support team; both in lecture and interactive formats. Strong knowledge of product line.
- Must have the ability to motivate others, inspiring them to achieve their full potential.
- Ability to communicate effectively with people in various positions.
- Organizational and time management skills.
- Collaborative interpersonal skills.
- Must have the proper licensing and physical ability to safely operate a motor vehicle.
Competencies:- Teamwork
- Builds trust with others by encouraging open dialogue and collaboration. Seeks diverse perspectives to create stronger solutions.
- Managing Change
- Able to keep on track despite difficulties or barriers that may be encountered. Addresses conflict to find common ground solutions.
- Continuous Improvement
- Retains a mindset of always striving to make things better. Applies continuous improvement tools and processes to every aspect of the role.
- Customer Focus
- Listens to understand the needs of customers (internal and external). Builds trusting relationships and seeks innovative solutions for all customers. Always has the customer's needs top of mind.
- Continuous Learning
- Understands individual strengths and opportunity areas and seeks development opportunities to leverage strengths and lean into opportunity areas. Open to both giving and receiving feedback.
- Drive for Results
- Always has a sense of urgency to solve problems with actions. Seeks to align goals with attainment of organizational strategy. Has a sense of ownership and personal accountability for actions taken.
- Strategic Thinking
- Thinks three to five years ahead or beyond; challenges assumptions and conventional wisdom.
- Leading People
- Influences others and empowers team to execute efficiently.
- Developing People
- Invests time in finding, mentoring and coaching talent.
Education and Experience: - Bachelor's degree in business or related technical field
- A minimum of ten years of experience working in the construction products industry.
- Equivalency: Minimum five years of experience working in the construction products industry AND a minimum of two years of experience in sales management
Equipment Used:- Standard office equipment.
Working Conditions: - Office environment
- Monday - Friday, business hours.
Travel Requirement:- Travel for this position is estimated at up to 80%. Must be able to travel by motor vehicle or airplane in order to visit customers and sales reps as needed.
Personal Protective Equipment (PPE) Used: - Personal Protective Equipment is not regularly required for this position.
As an employee of Carlisle, you will enjoy the following benefits:
- Day 1 coverage for medical, dental and vision insurance
- Life and Accidental Death & Dismemberment insurance
- Leave and disability income protection
- Employee Assistance Program (EAP)
- Health Advocate and insurance concierge services
- Paid Time Off - paid sick days, paid vacation days and 11 paid holidays annually
- 401(k) retirement savings plan with company match
- Employee Stock Purchase Plan
- Flexible Spending Accounts for medical, dependent, & commuter expenses
- Educational Assistance Program (tuition reimbursement) for employees
