Sales IMPACT Training Program

11 - 15 years experience  • 

Salary depends on experience
Posted on 04/19/18
Nashville, TN
11 - 15 years experience
Salary depends on experience
Posted on 04/19/18

Job Purpose

To generate downstream market demand and brand name recognition for siding, decking & value added OSB products by calling on builders, multi-family (townhouse/condo’s) developers, and architects for the sole purpose of pulling sales through the distributionnetwork. This position works closely with Channel & Market Development Managers, but reports to the General Sales Manager.

Key Responsibilities

  • Develop prospective target list of volume builders (50+ homes a year), multi-family developers, and large contractors for their assigned area using newspapers, business directories, and permit services. This prospective target list should be structure in a database format using our Account/Opportunity Profile Sheet and reviewed with our GSM, MDM & CM.
  • Visit sub-divisions, take pictures of homes, and prepare presentation for business calls with builders, contractor, or developers.
  • Make sales product presentations to these prospective targets at either their office or job site for the sole purpose of generating a pull through flow of orders for our distributionnetwork.
  • Maintain knowledge of company products by reviewing new product literature, case studies, and builders.
  • Provide product installation training seminars for contractors & develop a thorough understanding installation cost.
  • Interface with the CM’s & MDM’s and our distributionnetwork to advise them of ours sales activity and progress. In addition, provide strong follow through on the field sales initiatives.
  • Submit a monthly Field Sales Report on our sales accomplishments and up coming sales opportunities to the GSM.
  • Prepare for and represent the company at industry trade shows.
  • Maintain Channel database of builder calls and profiles.
  • Entertain customers and prospects.
  • Perform all duties in accordance with safety rules and regulations.
  • Provides input into annual operating budget and adheres to annual operating budget.
  • May occasionally be assigned special projects.
  • Perform other duties as necessary.

Qualifications

Knowledge, Skills and Abilities:

  • Proven /demonstrated ability to provide strong leadership and clarity to personnel and organizations both internally and externally.
  • Understanding of specification process to leverage sales outcomes at bid/award stages. Prior major project involvement and product development research in the architectural community.
  • Technical competence in Building Systems-building envelope, IPD, construction processes and other prioritized initiatives/platforms at the corporate level.
  • Ability to coordinate and support cross functional teams to satisfy project selling, tracking, specification and contract negotiations. Understanding of customer dynamics in the Architectural & Owner communities.
  • Ability to give professional presentations at an advanced level (issue/need/trends oriented and technically specific)
  • Human resource management. Training in recruiting and developing middle management personnel.
  • Strong ability to manage many projects and product focuses at one time with effectiveness to execute on time and on budget.
  • Strong mathematical skills, experience developing forecasts, budgets, business cases and value propositions.
  • Knowledge of local and national building practices where LP products provide a solution.
  • Strong consulting skills and relationship building skills.
  • Strong sales and negotiation skills.
  • Ability to navigate through business and market changes and adjust plans accordingly.
  • Must be able to develop business plans and put forth a vision that complies with the organization, but charters the waters for sales growth.
  • Must have strong resolve to make difficult decisions that are good for the organization.
  • Ability to work in teams and rally internal support on key initiatives.
  • Excellent oral and written communication skills
  • Strong time management and organizational skills
  • Ability to present effectively at the VP and Executive Level of national accounts.
  • Proficient in MS Office to include; Word, Excel, PowerPoint. Strong spreadsheet skills.
  • Effective problem resolution skills.
  • Demonstrated experience with Salesforce (CRM).

Education:

  • Bachelor’s degree in Business, Marketing or related field. Masters’ degree is preferred.
  • Registered Architect (RA) or Advanced degrees within CSI (CCPR, CCCA, CCS) highly desirable.

Experience:

  • 10 + years in specification sales or sales related management with a track record of successful sales attainment and performance in roles of increased responsibility.
  • 5 years of demonstrated people management with a track record of success
  • Or any equivalent combination of experience and training that demonstrates the ability to perform the key responsibilities of this position.

Work Environment

  • Frequently travels (75%) to builders, contractors, architect sites for customer presentations and sales calls.
  • Works in an office setting, sitting at a desk or computer terminal.
  • Must be able to speak and hear clearly.
  • Must be able to see clearly at close range, arm’s length, and at a distance.
  • Occasionally required to lift objects weighing 100lbs.
  • Frequently required to lift objects weighing 50 lbs. or less.
  • Occasionally is exposed to extremetemperatures, dust, noise, and chemicals.

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