Division Sales Manager
2 months ago
Job Title: Division Sales Manager - Exterior Sales
Job Summary:
The Azek Company is seeking a highly skilled and experienced Division Sales Manager to lead our Exterior Sales team. As a key member of our sales leadership team, you will be responsible for driving material conversion and sales growth in the exterior building products market.
Key Responsibilities:
- Team Leadership: Lead and develop a team of sales professionals to achieve sales targets and drive material conversion.
- Market Analysis: Conduct thorough market research to identify new business opportunities, market trends, and competitive landscape.
- Product Placement and Positioning: Collaborate with senior leadership to develop and execute product placement and positioning strategies across various channels.
- Material Conversion: Lead end-to-end material conversion by driving specification of new products and offering first board, first nail support to deliver long-term customer adoption and advocacy.
- New Customer Acquisition: Own the process and pipeline for winning long-term business relationships with new customers, including architects, specifiers, builders, remodelers, installers, and developers.
- Downstream Pipeline Development and Management: Build, maintain, and continuously convert a pipeline of robust new business targets currently using traditional material technologies.
- Channel Engagement: Drive discretionary effort from the broader sales team and distribution partners to support material conversion across existing and new business channels.
- Product Knowledge: Stay current on industry trends, new product technologies, and emerging business practices of downstream channel partners.
- Sales Forecasting & Reporting: Prepare and present accurate sales forecasts of new customer acquisition, adoption, and advocacy. Provide regular updates to cross-functional business partners on progress and performance.
- Marketing and Promotion: Work with the product and marketing teams to develop promotional materials, product literature, and trade show strategies. Represent the company at industry events and trade shows to increase material conversion pipeline.
Success Measures:
- 90-Day Success Measures:
- Onboarding and Training
- Team Engagement
- Initial Outreach and Relationship Building
- Learn CRM & other Data Tools
- Initial Material Conversion Pipeline Build
- 6-Month Success Measures:
- Customer Segmentation and Pipeline Development
- Material Conversion
- Training and Support
- Reporting and Communication
- 1-Year Success Measures:
- Team Development
- Material Conversion
- Market Penetration
- Training & Support
- Reporting and Communication
Qualifications:
- Degree in Business Administration, Sales and/or Marketing, Construction Management, Engineering, or a related field
- 7-10 years' experience in the siding industry or a related field, such as construction materials or building products
- 2-5 years leading salespeople with a proven history of executing the people process and servant leadership
- In-depth understanding of the siding market, including product types, industry standards, evolving technologies, and other changing business trends
- Technical know-how and experience handling and installing products related to the building envelope or exterior of the home
- Proven track record in driving material conversion of new technologies in existing and new channels
- Excellent communication and interpersonal skills for building long-term relationships and advocacy with new customers and cross-functional partners
- Ability to interpret data to identify and execute a local sales strategy
- Experience in leveraging CRM and other business analytic tools to accelerate material conversion and report out against progress
- Flexibility to adapt to changing market conditions and business environments
- Team player with a can-do attitude who will sweep the floor if that's what's required to win
- Willingness to travel 1-3 nights per week on average
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