Market Development Manager
3 weeks ago
Market Development Manager - Framing
The AZEK Company
Location: Remote based in the Midwest or Western United States.
The AZEK Company is a $1 Billion and growing industry-leading manufacturer of beautiful, low-maintenance, and environmentally sustainable building products, with a focus on decking and outdoor living. Consistently recognized as the market leader in innovation, quality and aesthetics, products across AZEK's portfolio are made from up to 100% recycled material and primarily replace wood on the outside of homes, providing a long-lasting, eco-friendly and stylish solution to consumers. We are committed to accelerating the use of recycled material in the manufacturing of our innovative products, keeping millions of pounds of waste out of landfills each year, and revolutionizing the industry to create a more sustainable future. In June 2020, we completed a highly successful IPO.
We are committed to providing a diverse, equitable and inclusive workplace where diversity of all kinds is sought out, valued, respected and appreciated. We are building and promoting a culture where everyone feels empowered to bring their full, authentic selves to work. It fuels our innovation, drives operational excellence and is a source of our competitive differentiation, while connecting us closer to our customers and the communities we serve.
Position Summary:
The Market Development Manager - Framing is responsible for awareness and demand generation, education and training, generating positive first-time user experience, and ultimately creating downstream demand for AZEK's Framing products among all segments of installers (decking contractors, remodelers, builders, multi-family developers, and others) and specifiers (designers and architects). The Market Development Manager is self-motivated, energetic, confident, outgoing sales professional with a strong mechanical aptitude, 5+ years of documented successful building materials sales experience (either inside or outside), college educated, and a good driving record. This role will require overnight travel supporting educational and promotional events, visiting jobsites, and identifying, cultivating, and converting new business.
Essential Functions:
- Create and manage a list of target builders, target multi-family/commercial developers, remodelers, contractors/installers.
- Be the Framing Expert in the market, understanding all aspects of our product, including but not limited to installation requirements and best practices, code compliance, competitive products, and pricing.
- Provide in-field training before and during the first project of all end users, and as appropriate. Also provide training to distributors, dealers, and the AZEK Sales team as required.
- Generate, track and coordinate opportunities (leads) with the appropriate local dealers and their sales representatives.
- Meet with end users to generate awareness and understanding of AZEK's Framing products and convert them to ongoing customers.
- Secure projects/sales.
- Answer end user's questions about products, prices, availability, applications, and terms.
- Respond to end user's needs on a timely basis.
- Create and maintain an aggressive schedule of end user calls and events, and coordinate with local dealer yards, dealer sales representatives, and AZEK Sales Team. Schedule periodic installer events at dealer yards.
- Keep AZEK's local Regional Sales Manager informed of demand generation activities with dealers and installers.
- Complete expense reports, sales reports, and other paperwork.
Tangibles:
- Making connections with people, motivating and inspiring them to achieve results.
- The work involves driving toward results by enrolling the commitment and buy-in of others.
- Knowledge and skill in how to successfully influence and persuade others by understanding how their individual needs and motivations link to goals is essential.
- Initiating projects and processes beyond established organization practices will often require training and developing others and enlisting their support by using a "selling" rather "telling" communication style.
- In general, the core of this position requires a motivated and motivating team builder and organization developer.
Candidate Requirements:
Experience
- 5 plus years relevant outside sales experience selling and working with builders, contractors, lumber yards, etc. is required.
- Experience in the building industry, or work experience as a contractor required.
Education
- Bachelor's Degree required in a sales, marketing, business or engineering discipline.
Computer Skills
- Applies skill in Microsoft Office suite (Outlook, Word, Excel, PowerPoint), CRM input, and sales tracking software as appropriate. Use of computer to enter data, create reports, correspondence, presentations, etc.
Certificates & Licenses
- Valid Driver's License
Core Competencies:
- Must be energetic, self-starter with good verbal and written communication skills.
- Must be dependable and professional and a motivated self-starter.
- Bilingual (Spanish-English) capable candidates would be considered a plus.
- Ability to travel up to 75% of the time in common forms of transportation (plane, car, train, etc.)
Success Measures:
Ninety (90) days:
- Completed all onboarding training, AZEK U, HR, Tableau, SalesForce, Concur and any other applicable training.
- Emersed in all available Framing training and collateral, updating where necessary, and prepared to present (internal test run-through)
- 4-6 Ride alongs with Framing Champions
Six (6) Months:
- Lead 4+ Contractor-focused aluminum framing events in various markets
- 6+ ride alongs with Framing Champions & ASMs
- 8+ Framing job site visits
One (1) year:
- Lead 4+ Contractor-focused aluminum framing events in various markets
- 8+ Framing job site visits
- 10 Installers with $100k+ in framing purchases, with submitted invoices
- $3MM+ in Framing Sell Through
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