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Commercial Sales Manager

4 months ago

New Britain, Connecticut, United States CRH Full time

Job ID: 497996

Tilcon Connecticut Inc., a CRH company, has played a vital role in building infrastructure around our state, serving the market from 23 locations throughout Connecticut. As a leading supplier of quality crushed stone, hot mix asphalt, and ready mix concrete, Tilcon Connecticut has supported the construction of superior roads, buildings and bridges. The most respected name in the construction industry, from the quarry to the road, Tilcon Connecticut does it all

Are you looking for opportunities and benefits of a large corporation with a small company feel? Then Tilcon Connecticut Inc. and CRH is the company for you If you're up for a rewarding challenge, we invite you to take the first step and apply today

Position Overview

The commercial sales manager plays a crucial role in driving Tilcon's sales strategy and performance. This position oversees the asphalt and aggregate sales team and works with them to implement strategic initiatives that increase market performance and customer satisfaction while driving growth. The manager will also engage directly with customers to gather insights and ensure Tilcon's products and services align with customer needs and market trends.

Competencies
  • Drives Results: Can show evidence of consistently achieving results. Motivate team through challenges. Identifies and removes obstacles for the team.
  • Cultivates Innovation: Demonstrated skill in creating new and better ways for the organization to be successful.
  • Develop talent: Able to select the best talent to meet current and future business needs. Developing people to meet both their career goals and the organization's goals.
  • Collaborates: Skilled at building partnerships and working collaboratively with both internal and external customers to meet shared objectives.
  • Business Insight: Actively cultivate and apply knowledge of business and the marketplace to advance the organization's goals.
  • Courage: Stepping up to address difficult issues, saying what needs to be said.
  • Being Resilient: Demonstrates the ability to rebound from setbacks and adversity when facing difficult situations.
  • Customer Focus: Success with building strong customer relations and delivering customer-centric solutions.
  • Builds Effective Teams: Proven track record of building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

Key Responsibilities (Essential Duties and Functions)

Sales

  • Liaison between sales, production, and accounting.
  • Work with sales team to improve market intelligence.
  • Analyze sales and inventory levels to maximize average sales price (ASP) and balance inventories.
  • Provide support between sales processes and material sales (resolve issues and standardize processes).
  • Promote compliance of performance initiatives - Key Accounts, Solution Selling.
  • Identify new customer opportunities and work with the sales team on strategy to capture additional business.
  • Monthly consolidation of backlog and sales to compare to prior year (PY) and budget.
  • Coordinate commercial & monthly sales meetings.
  • Collaborate with other lines of business to identify solution selling opportunities.
  • Review and approve pricing changes per location and product.
    • Annually review product sales, customer tier changes, and mix designs/sourcing with Quality Control and operations for demand forecast setups.
    • Review and update Demand Forecast data.
    • Monthly scorecard review.
    • Review monthly market reports per asphalt plant and/or quarry with sales representative, including volume, pricing, backlog, opportunities, and profitability.
    • Customer Relationships – Along with Sales Associates, build and maintain strong relationship with key customers and maintain knowledge of customer preferences to ensure Tilcon is considered their primary supplier.
    • Assist with budget development and periodic reforecasts for both external and internal material sales.
    • Assist with Business Plan Development, assessment of goals, baselines, metrics, and evaluation of the results.
    • Assist in implementing strategic business initiatives relating to the commercial sales team.
    • Train and work with sales team (including new hires) to improve use of tools, reports, and applications in support of sales initiatives.
    • Support corporate goals of a customer centric organization through training sessions, newsletter articles, and face to face interaction with various departments who deal with customers.
    • Coordinate customer surveys, analyze results, and work with sales team on follow up.
    • Participate in best practice implementation.
  • Be active in Community Relations, Trade Associations and Government affairs.
  • Monitor and support internal Commercial controls (SOX and accounting audits)
  • Commercial Performance Liaison with Performance teams.
  • Work with credit on commercial AR issues and policies.
  • Identify areas that need improvement in processing and/or reporting and implement changes.
  • Applications and IT
    • Work with development teams on enhancements, issues and reporting in the applications that are utilized to support sales and production coordination.
    • Troubleshooting Viewpoint, Excel, and other applications
    • Manage IT permissions and access Viewpoint, Scorecard, Sales Analysis, Demand Forecast, Network
  • Adhere to any and all state and federal regulations, if applicable, as set forth by the US Department of Transportation (DOT), Occupational Safety and Health Administration (OSHA), Mine Safety and Health Administration (MSHA), or any other regulatory agency such as OFCCP, EEOC, and CHRO.
  • Other duties as may be assigned.
Qualifications
  • The successful candidate must be able to perform each essential duty satisfactorily.

Education/Experience

  • Bachelor's degree or 5-10 years of related experience and/or training; or equivalent combination of education and experience.

General Requirements

  • Interacting with salespersons, co-workers, customers, and contractors is a primary responsibility, including daily internal communication between departments to complete projects on time and on budget.
  • Ability to communicate effectively with customers and other employees.
  • Ability to apply commonsense understanding to carry out instructions furnished in written, oral, or diagram form.
  • Active Connecticut Driver's license.

Knowledge/Skill Requirements

  • Ability to perform advanced mathematical calculations and analyze data using statistics.
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  • Proficient in the use of Excel, leveraging formulas, pivot tables and other analysis as required.
Physical Requirements
  • The 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.
  • The employee must occasionally lift and/or move up to 25 pounds.
Work Environment
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this job, the employee is required to work in an office setting to on a computer using fingers and hands to make key strokes. The employee frequently is required to sit, stand, and walk.
  • The noise level in the work environment is usually quiet.

What CRH Offers You

  • Highly competitive base pay
  • Comprehensive medical, dental and disability benefits programs
  • Group retirement savings program
  • Health and wellness programs
  • A diverse and inclusive culture that values opportunity for growth, development, and internal promotion

About CRH

CRH has a long and proud heritage. We are a collection of hundreds of family businesses, regional companies and large enterprises that together form the CRH family. CRH operates in a decentralized, diversified structure that allows you to work in a small company environment while having the career opportunities of large international organization.

If you're up for a rewarding challenge, we invite you to take the first step and apply today Once you click apply now, you will be brought to our official employment application. Please complete your online profile and it will be sent to the hiring manager. Our system allows you to view and track your status 24 hours a day. Thank you for your interest

Tilcon Connecticut Inc., a CRH Company, is an Affirmative Action and Equal Opportunity Employer.

EOE/Vet/Disability--If you want to know more, please click on this link.