Strategic Sales Lead – Building & Construction
I. SUMMARY OF RESPONSIBILITIES
Development and execution of profitable growth programs for the HVAC and Insulation market segments. Provide leadership and functional guidance to independent reps and manage some accounts directly. Set commercial strategy and direction regarding products, channels, pricing, and profitability. Ensure the highest levels of customer service and satisfaction. Understand, track and report on competitive activities. Ensure frequent contact with key customers and maintain a deep understanding of their business, applications and markets served. Propose new product ideas to the market manager. Support the optimization of our product offering and margin / contribution of relevant products.
II. PRINCIPAL RESPONSIBILITIES
•Develop and execute strategies and action plans pertaining to sales, pricing, distribution / channel management, product positioning and new product development for assigned business segments.
•Ensure that the Divisional sales, margin, and profit plans for the relevant products/segments are met or exceeded.
•Manage the independent reps by setting clear goals, objectives, and quotas as well as personal development plans.
•Identify regional needs and opportunities for additional rep support, qualify and contract with new agents.
•Recommend and support the development of the necessary sales programs / tools required to sell the company’s products.
•Develop close relationships with key customers and gain a profound understanding of their business. Field work / travel is expected to be 50-70%.
•Recommend and coordinate the addition of new products or elimination of existing products to the line.
•Prepare and recommend sales volume budgets, margins and strategies for the relevant products / segments as requested by management.
•Analyze sales volume, margin, customers, product quality, inventory (need / turns) and take action / recommend appropriate action plans.
•Work closely with peers, management team and all other ABI/Ideal Tape colleagues and lead with integrity, team spirit and passion.
III. QUALIFICATIONS and EDUCATION REQUIREMENTS
The preferred candidate will have a minimum of fifteen (5) years of sales (and marketing) experience.
Additional qualifications should include:
•Balanced experience in sales, marketing, and strategic planning and execution experience.
•Prior experience in national account management in a B2B environment and knowledge of value marketing.
•A command of contracting, negotiating and change management.
•Excellent planning, organizational, analytical, leadership, interpersonal, oral and written communication skills.
•Demonstrated ability to motivate and manage a diverse sales team and the ability to lead both functional and matrix organizations.
•Must be highly customer service minded.
•Comfortable with approximately 50-70% travel.
•English (the business language) is required. Spanish and/or any additional language(s) would be an attractive addition to the candidate credentials.
•Bachelor’s degree in business or related discipline is required.
•Preferred location in the Mid-Atlantic.