Job Description
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Establish sales strategy and supporting business plan that is focused on growth and profitability for assigned Region.
Develop a business plan that includes goals, objectives and strategies that ensure attainment of sales goals and margins to meet profit goals.
Ensure business plan is aligned with the objectives and goals of the Division's strategic plan.
Continually review and modify short and long-term plans as needed based on changing business/market conditions, staffing, etc.
Coordinate action plans to penetrate new markets and existing territories
Control discounting to maintain profitability.
Develop, maintain, and control sales budget with a focus on profitability.
Be accessible and provide leadership and guidance to sales representatives in the development/growth of their business.
Conduct one-on-one reviews with sales representatives to gain an understanding of what training and development needs may exist and to provide feedback and coaching to each individual as to how to improve their sales activity and performance.
Continually focus on ways to support sales reps with meeting their Compensation objectives (Comp 2.0, 3.0, etc.) throughout the region and ensure reps are utilizing Smart Sheet to track their activities, proposals, etc. and goals are clearly understood.
Conduct regular contact days with sales representatives to ensure that they meet or exceed all activity standards for prospecting, appointments, demonstrations/presentations, proposals and closing. Provide assistance in the preparation of proposals and presentations or where needed.
Conduct regular sales meetings that focus on Regional sales objectives and pertinent business information, goals, and strategies.
Ensure Trainers are providing necessary guidance to their assigned Sales Associate on the basics of the business, such as how to spend time, set up home office, account selection, calling and selling techniques, establishing and maintaining relationships, (customer/contractor/internal) etc.
Ensure that all new sales representatives attend all Company sponsored training sessions and are applying what they have learned.
Understand obstacles facing sales representatives and demonstrate effective problem solving and follow-up to ensure that all issues are handled quickly and effectively.
Encourage and support the regular use of the company-selected system for collecting sales data.
Promote, support, and ensure that the Company's commitment to safety and sustainability is carried throughout the Region.
Through continual learning, stay abreast of industry changes and product knowledge. Have awareness of competition and trends that could impact the business and make planning adjustments as necessary.
Maintain organization of assigned Region including home office, equipment, sales aids, accounts, sales rep and customer information.
Conduct activities in accordance with all Company policies and procedures. Ensure direct reports do the same.
Active communication with Sales Force and DSM.
Stay in contact and report any information that is of value to the DSM (i.e., competitive pricing, products, trends, new concepts, referrals).
Supports the DSM to ensure pull through of Tremco Roofing and Building Maintenance Division's sales strategy and plans.
Works with DSM to assess sales performance and market trends for Roofing market and to determine appropriate adjustments to meet or exceed objectives.
Ensure that the Roofing Division's Policies are communicated and implemented.
Provide timely feedback to management regarding the sales activity/performance of representatives and on sales forecasts and budgets.
Provide end of month reports that clearly communicate results.
Participate in any planning, update/status meetings at the request of the DSM.
EDUCATION
Bachelor's degree from four-year college or university; or one- or two-year's related experience and/or training; or equivalent combination of education and experience.
EXPERIENCE
3+ years successful outside sales experience, preferably industrial sales. 5+ years experience in field sales management. Ability to lead, manage and develop local field sales representatives through coaching and mentoring. Management experience should include recruiting, interviewing, training and developing a productive sales team. Financial management (to include analyzing market data and developing sales plans), and organizational skills required. Thorough understanding and experience building long-term customer relationships, prospecting, account development, problem solving and ability to deliver service, solutions, and project a can-do attitude. Knowledge of construction, building and facility maintenance a plus. Should have experience with word processing or spreadsheet software, Internet software, and contact management systems.
OTHER SKILLS AND ABILITIES:
To perform the job successfully, an individual should demonstrate the following competencies:
Visionary leadership
*Displays passion and optimism; Inspires respect and trust; Mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.
Change Management
*Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
Delegation
*Gives authority to work independently; Sets expectations and monitors delegated activities; Provides recognition for results.
Managing People
*Includes staff in planning, decision-making, facilitating and process improvement; Takes responsibility for subordinates' activities; Makes self available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products and services; continually works to improve supervisory skills.
Build relationships and deliver exceptional customer service
*Exhibits professionalism at all times.
*Manage difficult or emotional customer or employee situations; Respond promptly to customer and employee needs; Solicit customer feedback to improve service; Respond to requests for service and assistance from customers and/or employees.
*Must be able to build a collaborative working environment within his/her Region and Tremco Corporately.
Interpersonal and communication skills
*Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills.
Analytical skills
*Problem Solving - Identify and resolve customer/employee problems in a timely manner; Gather and analyze information skillfully; Develop alternative solutions.
*Strategic Thinking - Analyze market and competition; Identify external threats and opportunities; Adapt strategy to changing conditions.
*Judgment - Display willingness to make decisions; Exhibit sound and accurate judgment; Support and explain reasoning for decisions; Include appropriate people in decision-making process; Make timely decisions.
Business skills and practices
*Technical Skills - Pursue training and development opportunities; Strive to continuously build knowledge and skills.
*Business Acumen - Understand business implications of decisions; Display orientation to profitability; Demonstrate knowledge of market and competition; Align work with strategic goals.
*Ethics - Keep commitments; Inspire the trust of others; Work with integrity and ethically; Uphold organizational values.
*Planning/Organizing - Prioritize and plan work activities; Use time efficiently; Set goals and objectives; Develop realistic action plans.
*Safety and Security - Observe safety and security procedures; Report potentially unsafe conditions.
Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, protected veteran status or disability.
