Sales Manager

3 weeks ago

Springfield, United States Roseburg Forest Products Full time
Description

Founded in 1936, Roseburg Forest Products is a privately owned company and one of North America's leading producers of particleboard, medium density fiberboard and thermally fused laminates. Roseburg also manufactures softwood and hardwood plywood, lumber, LVL and I-joists. The company owns and sustainably manages more than 600,000 acres of timberland in Oregon, North Carolina and Virginia, as well as an export wood chip terminal facility in Coos Bay, Ore. Roseburg products are shipped throughout North America and the Pacific Rim. To learn more about the company please visit www.Roseburg.com.

Purpose

Provide sales and personnel leadership of the plywood sales teams, in support of all market channels serviced by the Roseburg Commercial organization. As the sales manager, this individual will be responsible for meeting sales goals, understanding and driving hardwood, and softwood plywood profitability, maintaining client relationships, and collaborating with operations, planning, logistics, and the business development teams to meet business objectives. The goal is to ensure the sales team meets its commitments to the clients and the organization. The measurement of success will be the profitability of the hardwood, and softwood plywood segments. This position also requires the individual and the team to cascade the One Roseburg culture, to include sales ownership of the entire Roseburg product portfolio.

Key Roles & Responsibilities

Sales Organization Management
  • Day-to-day leadership of the plywood inside sales teams, ensuring achievement of the business plans in volume, return, and profitability.
  • Perform administrative functions, including but not limited to; reviews, budget development and maintenance, expense management, compensation, hiring, etc.
  • Oversee the training and education of the entire sales team on all products sold to the OEM, Industrial, Wholesale, and Retail Distribution market channels.
  • Oversee talent management, including the performance assessment process, professional development and succession planning for direct reports. Provide or assist in adequate coaching, training, retention, and motivation of direct reports.
  • Conduct quarterly, annual, or interim reviews and evaluations on a formal and ad hoc basis.
  • Motivate and set task direction for fellow team members without direct hierarchical control.
  • Implement pricing strategies that align with business segment strategy.
  • Lead the development of and manage the annual SG&A budget for the inside sales team.
  • Communicate the company strategy and direction effectively across the team, both within Roseburg and across client organizations.
  • Develop and maintain strong, high level, relationships with key clients of a particular plant or product group.
  • Establish and implement best practices in sales effectiveness, sharing information across the sales organization.
  • Create and maintain a Client Centric culture in all business activities. Coordinate usage of agendas & performance figures for appropriate level client sales meetings & business reviews. Ensure high value of time & asset management and preparation.
  • Understand, fully embrace, and model Roseburg's core values; "Safe to the Core"; "Sawdust in the Veins" (have a passion for the business and our clients), work from a "Handshake Integrity" and be "Driven to Win".
Business Management
  • Working with the Business Management teams, assist in the development, but primarily the execution of sales/marketing strategies, new products and programs for the business of the company, ensuring a fit to the plants' capabilities, and meeting market or specific client needs.
  • With all aspects of this role, the Sales Manager must work with and communicate with the management team to make sure all strategies and policies (pricing, products, marketing, etc.) are in-line with the overall company and business strategies and plans.
  • Serve as business manager for select facilities, working directly with the respective plant managers and division and plant controllers, sharing P&L responsibility for specific plants.
  • Oversee inventory levels at select facilities, coordinating with operations, planning, supply chain, and sales to ensure optimum inventory levels of finished goods are in alignment with sales and operational plans. Communicate with manufacturing facilities and sales to ensure timely movement of ready orders and overstock items. Take a proactive approach to gathering and soliciting information to all sales groups to ensure expedited actions are being taken to move inventory.
Segment Profitability
  • Understand the drivers of profitability for the businesses.
  • Adjust sales strategies to meet financial commitments.
  • Execute against opportunities to improve business profitability.
  • Collaborate with Credit/AR for approvals of clients and establishing credit limits.
  • Manage working capital including accounts receivable and inventory to achieve annual performance expectations.
  • Oversee discipline regarding strategic, remote and plant warehouse inventory, ensuring strict adherence to prescribed guidelines surrounding these locations
Collaboration with Sales, Operations & Logistics Leadership Teams
  • Sales & operations planning - collaborate in the sales planning process, in conjunction with operations, resulting in achievement of annual plans and periodic forecast and plan reviews.
  • Contributes to estimates and forecasts for the softwood plywood segments.
  • Work with the Marketing and Sales Directors to grow brand awareness of our products, to include advertising, literature, sample programs, architectural specifications support, etc.
  • Influence and help build the relationship between the client, inside & field sales teams, mill personnel, and sales management.
  • Collaborate with the Sales Directors and Managers to develop and execute sales, client service, performance tactics and strategies to promote sales growth and improve profitability expectations.
  • Ensure sales team has excellent information about client requirements. Work with operations and logistics to establish clear quality metrics to improve the organization's ability to meet client's quality expectations.
  • Oversee the process for responding to client complaints and claims, ensuring that timely resolution is in alignment with our Client Centric culture. Work with operations and logistics to ensure that claims are responded to with a sense of urgency and that root causes are identified, addressed, implemented, and communicated back to the client as needed.
  • Maintain an awareness of day-to-day client relationships regarding ordering, shipments, claims and other transactional issues.
Required Qualifications
  • Minimum ten (10) years of experience in building products sales and/or sales leadership.
  • Bachelor's Degree in Business Administration or Sales & Marketing
  • Established successful leadership of a business and/or team, with a demonstrated ability to lead and motivate
  • Demonstrated ability to collaborate, align with other functional groups, the capacity to challenge the status quo, and implement change in an organization
  • Positive demeanor and the ability to lead and/or function within a team
  • Critical thinking, numerical analysis, an understanding of business finances with the ability to apply knowledge to ensure business profitability performance
  • Ability and willingness to travel overnight approximately 50% of the time, scaled as needed
  • Ability to work in various computer platforms (primarily Microsoft Office applications, with an emphasis on Excel)
  • Ability to multi-task and function in a changing, fast-paced environment
  • Excellent professional, written, verbal communication and interpersonal skills
  • Understand and exhibit a sense of urgency
  • Strong self-motivation and organizational skills.


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