Category Sales Representative, Lumber Building Materials

3 months ago

Capitol Heights, United States Grabber Construction Products Inc Full time
Job DescriptionJob Description

Vision

Leader in contractor productivity products and customer service excellence, while building careers and communities.

Mission

To significantly contribute to the success of our business partners.

Values

Family, Dependability, Inclusion, Curiosity, Humility

Your Role

The Lumber Building Materials (LBM) Category Sales Manager plays a critical role in the success of our business by managing their geographic business internally for Grabber while developing relationships with LBM customers and participating in the influence of the buying/merchandising decisions of our national LBM customers. Must coordinate and develop clear communication of the Grabber LBM strategy and coordinate cross functional activities to serve the LBM customers. Responsible for increasing/improving our lumberyard customer accounts, sales, product and gross margins and product offering. The Sales Manager, LBM category is an individual contributor role. A sales rep should be growth-oriented to achieve new volume by building and enhancing strong relationships with regional and national LBM customers. Area of coverage (New England, NY, NJ, PA, MD and VA) Pay is base ($55-75k) plus commission.


Duties and Responsibilities

  • Driving new, profitable sales volume within the Lumber Building Materials (LBM) market
  • Participate in the design, development and roll-out of an LBM market growth plan
  • Communicate with all customer stakeholders (Executive, GM, Branch Mgr., Salespeople)
  • Manage price levels and customer program agreements
  • Conduct new store set-ups, providing continuing education and product knowledge classes
  • Collaborate on new product development efforts
  • Build and maintain strong relationships with regional and national lumberyard customer partners, and penetrate their key leadership areas such as sales, sales management, and supply chain.
  • Design and implement a strategic sales plan that expands the assigned territorial customer base and ensures a strong local presence.
  • Maintain quality service by establishing and enforcing organization standards
  • Regularly communicate with Regional Operations Managers, Accounts Receivable, and Customer Service on order fulfillment needs, inventory questions, new account setup, etc.
  • Communicate with the Regional Sales Managers in their geography on pricing across the channels to avoid pricing conflicts
  • Travel with Grabber managers and individual sales personnel to educate and train, gain better understanding of our products and customer approach, and identify our lumberyard customers’ needs and wants.
  • Work with the Regional Sales Manager to Forecast/budget quarterly and annual revenue and gross margin targets for existing and prospect customers.
  • Build programs for the customer to maximize volume, net margin, and the product experience by leveraging Grabber’s product offering.
  • Resolve all relevant issues with suppliers (e.g. sales force, customers, billing, deductions)
  • Identify product trends within the lumberyard channel and collaborate with the marketing, innovation, and product development teams on new initiatives.
  • Educate and train the sales team on all the various tools, programs, and benefits of our Grabber products and services needed to penetrate the lumberyard market segment.
  • Present to small and large groups and share the features and benefits of Grabber’s lumberyard offering and supply chain services. Industry and Trade Show participation.
  • Training and participation in work groups.
  • 5-10 nights per month travel for off-site meetings and industry events.
  • Various projects as required.
  • Performs other related duties as assigned.

Minimum Job Qualifications

  • Bachelor’s degree required, business, finance, supply chain or marketing emphasis
  • 3+ years of proven industry knowledge and selling into the Lumber Building Materials (LBM) market
  • 2+ years of category / program sales management experience
  • History of construction products sales achievement and building a territory/business is preferred
  • Overnight travel required (40%) with ability to travel without restriction by all modes of transportation, including car, plane, or train to attend meetings and training as needed.

Knowledge, Skills, and Abilities

  • Recognized computer skills including extensive use and understanding of Excel, Word, and PowerPoint.
  • Demonstrated aptitude for superior selling, negotiating, financial and analytical skills, as well as business writing skills.
  • Excellent written, verbal, and interpersonal skills; knowledge of related industry

Work Conditions

  • Long periods of time driving.
  • Time sitting at a desk and working on a computer
  • Jobsites, warehouses, and offices
  • Inside and outside, standing for long periods of time
  • Directly with customers
  • Lifting capabilities 40lbs
  • Remote

Safety Responsibility

This position assumes responsibility for the workplace safety of self and co-workers, and for the safety conditions of the work location, exercises and promotes safe behaviors and shows unyielding support of programs, rules, and policies regarding safety.

Company Benefits

  • Monthly car allowance
  • Vacation and Sick time (starts accruing upon hire)
  • Medical, Dental, and Vision Insurance (1st of Month following 30 days)
  • Health Savings Account (HSA)
  • HSA match up to $2,000
  • Incentive Program
  • 401(k) Eligibility (after 30 days)
  • 401(k) Company Match (after 1 yr of service)
  • Annual Profit Sharing (after 1 yr of service)
  • Paid Holidays (8 designated, 3 Floating)
  • Life and Disability Insurance (1st of Month following 90 days)
  • Employee Assistance Program
  • Education Reimbursement
  • Referral Program (up to $500)

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