Commercial Sales Manager

2 weeks ago

Newington, Connecticut, United States Tilcon Connecticut Inc Full time
Job Summary

Tilcon Connecticut Inc. is seeking a highly skilled Commercial Sales Manager to drive strategic growth and lead the asphalt and aggregate sales team. This is a critical role that requires a strong understanding of the construction industry and the ability to develop and implement sales strategies that meet customer needs and drive business results.

Key Responsibilities
  • Liaise between sales, production, and accounting teams to ensure seamless communication and coordination.
  • Work with the sales team to improve market intelligence and develop targeted sales strategies.
  • Analyze sales and inventory levels to maximize average sales price (ASP) and balance inventories.
  • Provide support between sales processes and material sales to resolve issues and standardize processes.
  • Promote compliance of performance initiatives, including Key Accounts and Solution Selling.
  • Identify new customer opportunities and work with the sales team to develop strategies to capture additional business.
  • Monthly consolidation of backlog and sales to compare to prior year (PY) and budget.
  • Coordinate commercial and monthly sales meetings.
  • Collaborate with other lines of business to identify solution selling opportunities.
  • Review and approve pricing changes per location and product.
  • Annually review product sales, customer tier changes, and mix designs/sourcing with Quality Control and operations for demand forecast setups.
  • Review and update Demand Forecast data.
  • Monthly scorecard review.
  • Review monthly market reports per asphalt plant and/or quarry with sales representative, including volume, pricing, backlog, opportunities, and profitability.
  • Customer Relationships - Build and maintain strong relationships with key customers and maintain knowledge of customer preferences to ensure Tilcon is considered their primary supplier.
  • Assist with budget development and periodic reforecasts for both external and internal material sales.
  • Assist with Business Plan Development, assessment of goals, baselines, metrics, and evaluation of the results.
  • Assist in implementing strategic business initiatives relating to the commercial sales team.
  • Train and work with sales team (including new hires) to improve use of tools, reports, and applications in support of sales initiatives.
  • Support corporate goals of a customer-centric organization through training sessions, newsletter articles, and face-to-face interaction with various departments who deal with customers.
  • Coordinate customer surveys, analyze results, and work with sales team on follow-up.
  • Participate in best practice implementation.
  • Be active in Community Relations, Trade Associations, and Government affairs.
  • Monitor and support internal Commercial controls (SOX and accounting audits).
  • Commercial Performance Liaison with Performance teams.
  • Work with credit on commercial AR issues and policies.
  • Identify areas that need improvement in processing and/or reporting and implement changes.
  • Applications and IT - Work with development teams on enhancements, issues, and reporting in the applications that are utilized to support sales and production coordination.
  • Troubleshoot Viewpoint, Excel, and other applications.
  • Manage IT permissions and access Viewpoint, Scorecard, Sales Analysis, Demand Forecast, Network.
  • Adhere to any and all state and federal regulations, if applicable, as set forth by the US Department of Transportation (DOT), Occupational Safety and Health Administration (OSHA), Mine Safety and Health Administration (MSHA), or any other regulatory agency such as OFCCP, EEOC, and CHRO.
  • Other duties as may be assigned.
Requirements
  • Bachelor's degree and 5-10 years in sales related to the construction industry experience; or equivalent combination of education and experience.
  • Interacting with salespersons, co-workers, customers, and contractors is a primary responsibility, including daily internal communication between departments to complete projects on time and on budget.
  • Ability to communicate effectively with customers and other employees.
  • Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
  • Active Connecticut Driver's license.
  • Ability to perform advanced mathematical calculations and analyze data using statistics.
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  • Proficient in the use of Excel, leveraging formulas, pivot tables, and other analysis as required.
Physical Requirements
  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • The employee must occasionally lift and/or move up to 25 pounds.
Work Environment
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this job, the employee is required to work in an office setting to on a computer using fingers and hands to make key strokes. The employee frequently is required to sit, stand, and walk.
  • The noise level in the work environment is usually quiet.
Compensation & Company Benefits
  • Competitive Base Salary
  • Annual Bonus Potential
  • Medical/Dental/Vision/Prescription
  • $1,000 Referral Bonuses
  • Profit Sharing
  • Paid Time Off, Holidays
  • 401k with Roth option & Competitive Company Match
  • Education Reimbursement Program
  • Employee Assistance Program
  • Company Paid Life Insurance
  • Short- & Long-Term Disability
  • Opportunities for Internal Mobility
  • Professional Development Opportunities
  • Company Discounts on products, goods, services, electronics, automotive, travel & more
  • Opportunities for Community Engagement.

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