Regional Sales Manager
2 weeks ago
Job SummaryThis position is responsible for providing effective sales, broad promotion, and total market development of Huber ZIP System™, AdvanTech ® and other Huber residential products within an assigned geographic area to construction professionals throughout designated distribution channels. Employees must be able to communicate our products' value proposition to single and multi-family customers in defined territory through dealer and distributor interaction.Job DescriptionPrincipal Duties & Responsibilities Time and Territory Management:Quantify and prioritize transactional customer segment by channel. (Buying group, distributor, and retail direct).Identify channel key influencers and indirect customers / contacts (builders, specifiers, architects, framers, code officials, other construction professionals) and develop long-lasting relationships with each to create an effective territory plan.Provide initial input and recommendations for adding or deleting to existing customer base or channels.Maximize sales productivity by optimizing time / travel requirements with customer needs.Effectively educate and sell builders and customers on the value our products bring to their homes and customers. Develop and utilize tools to identify profile, track and follow up on sales opportunities.Work with marketing and the technical group to identify trends, stay abreast of building code changes and develop ideas for new or improved products.Establish multi-level corporate relationships with key accounts in operations, purchasing, warranty and engineering departments.Work with Director of the Western Region and Business Development Manager to identify and target strategic builders.Identify key GC's, Architects, and specifying entities in multi-family and light commercial markets.Develop sales and specifications of Huber products with key regional general contractor and architectural accounts through sales calls, product presentations and product trials.Leverage relationships to capitalize on regional opportunities working in concert with distribution partners and other regional sales managers.Identify and call on key architects and engineers servicing target markets. Win the specification through product presentations, AIA learning credit sessions and technical support.Ability to work with framers, contractors, and architects on active jobsites.Account Management:Utilize the Annual Business Plan (ABP) process to identify top accounts, evaluate opportunities, and record execution plan.Partner with each top account capturing their critical decision maker(s), communication structure within the organization, and the commercial process to sell Huber specialty products.Develop and execute comprehensive sales programs while targeting specific objectives with each account to achieve monthly, quarterly, and annual metrics of revenue, volume, and mix.Create, develop, and maintain an active builder strategy for the region.Resolve as quickly as possible issues regarding customers, product or service and recommends timely corrective action to avoid future incidents. Report possible claims and or questionable materialReporting:Maintain updated 8-week call plan and Account Management Plan for assigned territoryProvide assigned region economic reports of housing information, panel prices, competitive information, and unique market conditions / trends on the monthly Price Report (scorecard)Participate in ongoing activities including conference calls, marketing efforts, inventory levels, new products, and customer feedbackMonitor customer financial stability, channel purchasing trends, and personnel changesConduct quarterly reviews with top accountsPrepare, monitor, and maintain annual promotional budget for the assigned region with quarterly updates.Administrative Duties:Complete timely monthly reports for travel expenses and auto mileageMaintain auto properly and follow safe driver proceduresComplete and review PIP objectives and progressTravel throughout the assigned territory, as necessary, to visit key clients Requirements & Preferred Competencies Minimum bachelor's degree in a related field from an accredited institution.Knowledge of residential and light commercial building practices and applications.Demonstrated record of success selling to architects of single and multi-family and/or light commercial structures.Good verbal and written communication skills.Strong organizational and follow up skills.Strong negotiation and influencing skills.Motivated self-starter with problem solving ability.Excellent interpersonal skills with an acute ability to develop strong relationships with customers.Willingness to travel overnight within territory for multiple nights at a time, if needed.Proficiency in Microsoft Office Suite programs and good analytical, software and computer skills.
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