PURPOSEAssumes responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the following duties personally or through subordinate sales staff.
ESSENTIAL DUTIES AND RESPONSIBILITIES- Supervises the sales force of the territory and assures that customers are serviced in all areas, exceeding expectations. Regularly assesses the strengths and weaknesses of the sales force and develops performance plans, as needed. Recruits new sales talent to meet future sales needs.
- Sets sales and gross profit goals for existing and prospective customers annually. Assigns customer accounts to sales staff. Conducts territory analyses to determine when it is practical to reassign customers and salespeople. Analyzes sales statistics to formulate policy and to assist sales representatives in meeting their goals. Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly.
- Responsible for new business development for the Company, including developing ways to increase sales volume, fostering cooperation, formulating new marketing strategies and unique service requirements. Establishes and maintains top-level contact with the management of existing and potential customers. Also, expands company's partnering relationships with suppliers.
- Reviews market analyses to determine customer needs, volume potential, price schedules, etc., and develops marketing programs as needed to accommodate goals of organization. Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals.
- Assist sales force in negotiating competitive pricing with customers and prospects. Quotes prices and prepares sales contracts. Reviews bids, pricing and sales proposals. Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for "directs", regular inventory and special order items.
- Meets regularly with customers, sales team and management to obtain feedback on customer satisfaction and quality of service.
- Formulates and recommends policies and objectives to insure the most effective operation of sales activities. Sees that approved policies and objectives are fully understood by all assigned personnel.
- Networks with experts in the industry to stay current in the latest products, services and customer needs. Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, customer incentive plans, compensation plans, etc.
- Conducts regular sales meetings and informs the sales force of new developments in products, services and policies.
- Represents company (committee participation, board membership, etc) at trade or professional association meetings or shows to promote Builders FirstSource products and services. Maintains regular attendance to such groups as Home Builders Association.
- Plans and implements customer events, such as Customer Appreciation Day or open houses.
- Coordinates liaison between sales department and other sales related units, such as trusses and millwork operations.
- Analyzes and controls expenditures of division to conform to budgetary requirements.
- Maintains contact with and services a few key accounts.
- Serves as mentor and coach for other sales personnel.
- Other duties as assigned.
SUPERVISORY RESPONSIBILITIESManages the sales staff, including hiring, training, developing, coaching, and performance management to build a first-class sales team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and solving problems.
MINIMUM REQUIREMENTSTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Bachelor's degree (B.A. or B.S.) from a four-year college or university preferred, plus 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience. 10 years + of prior experience selling to professional builders is required.
COMPETENCIESLanguage Skills Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures. Ability to write reports, business correspondence, and sales training tools. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Requires exceptional interpersonal and problem solving skills. Must exercise diplomacy with external and internal customers at all times, oftentimes resolving conflicts with a "win-win" approach. Must practice good teamwork.
Mathematical Skills Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of information and deal with several abstract and concrete variables. Must exercise good, sound judgement at all times, even under extremely difficult situations with customers.
Certificates, Licenses, Registrations None required for this position. However, certification in such programs as Covey's 7 Habits of Principle Centered Leadership, or schools for sales training is very helpful.
Other Qualifications Must have the ability to travel throughout the week. Must be knowledgeable about and follow the company's safety policies and procedures.
WORK ENVIRONMENT / PHYSICAL ACTIVITYThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.- Subject to both typical office environment and outside locations with temperature and weather variations.
- Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.
