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Director - National Accounts

2 months ago

Irving, United States Penhall Company Inc. Full time
Position Description

Job Type:    Full-time, Exempt


Salary:          Total compensation package up to $200,0000 /year


Additional Compensation Opportunities/Includes:

  • SPIFFs for capture of additional National Accounts revenue earned.
  • Management Incentive Program (MIP) up to 35% of base salary


Key Relationships:

Supervision Received

Senior Vice President – Sales and Marketing

Supervision Given

No direct reports, currently. Though in the future may include Business Development personnel to help in the securing and maintaining of Penhall Company National Accounts.

Internal Contacts

President/COO, RVPs, Branch Managers, Outside Sales Representatives, Inside Sales Support personnel, national estimating personnel, Corp Leadership, and other support functions

External Contacts

Customers/Clients, Suppliers, Marketing Firms, and Subcontractors

SUMMARY/OBJECTIVE 


Penhall has been the go-to concrete services partner for a wide range of industries since 1957. What began as a single flat saw operation has developed into an expansive offering of concrete solutions, including concrete scanning, cutting, coring, sawing and breaking/removal. Today, Penhall Company is the largest U.S. supplier of concrete solutions. Our capabilities and expertise span across 40+ locations in 21 states & Canada.


We are seeking a customer-focused building and construction professional to join our dynamic sales team. This role will represent Penhall Company and to gain and cultivate our National Accounts in the Penhall Company. The role will be embedded with our sales and business development department. This position will provide leadership internally and externally in seeking, managing, and growing our largest National Account customers. This role represents leadership, accountability and stewardship over Penhall Company’s largest, most strategic customers. Reporting to initially, the Senior Vice President of Sales and Marketing and proactively working with CEO, President, all Region Vice Presidents, Area General Managers, Branch Managers, Region Sales Managers and various Corporate Support Department leads, this position will be responsible for the following:


DUTIES/RESPONSIBILITIES/PURPOSE OF JOB

Meet or exceed unit and dollar volume for each National Account, as well as financial goals and where applicable, support Region Vice Presidents, Region Sales Managers and Outside Sales Representatives assigned to them.


Growth/Account Planning: Develop annual growth plans and National Account customer-specific joint business plans that meet strategic objectives and deliver market share gains with respective Region Vice President, Region Sales Managers, and respective Outside Sales Representatives.

  • Growth Plans (Internal) that stretch and achieve share gains greater than the industry.
  • Specific, achievable, measurable and profitable.
  • Updated quarterly and presented to leadership.
  • Lead and manage monthly with support from a cross-functional core team.
  • Account Plans for potential new National Accounts (Shared internally/externally) that tie to strategy and growth planning for both businesses. This includes quarterly business reviews to be presented to his/her customers.
  • Specific, achievable, measurable and profitable.
  • Updated monthly and presented to leadership.
  • Lead and managed weekly with support from a cross-functional core team.
  • Schedules and leads business meetings, where applicable; RFQs. Incorporates cross-functional team members as needed (i.e., Marketing, Category Management, Field Activation, Finance, etc.).


Other related deliverables include:

  • Complete customer engagement reports that are specific and justify travel-related spend.
  • Relationship mapping, understanding the customer hierarchy, determine project level spend throughout the customer landscape.
  • Sell-in and execute annual pricing actions, well in advance of start date and or contract end date.
  • Manage and lead core teams on all internal/external account deliverables.
  • Committed actions.
  • Schedule performance meetings and drive committed actions to completion.
  • Manage up – Inform management of poor performance and suggest mitigation.
  • Use Corrective Action Planning to enable tasks or projects to complete on time.
  • Be an example; lead, deliver, win and celebrate success.
  • Pricing gaps, opportunities to leverage price should be priority and market based)



Position Requirements

EDUCATION/EXPERIENCE REQUIRED


  • A 4-year degree in a Sales, Marketing, Program, Engineering Program, and/or Construction Management at accredited university/college, or related field and 10+ years of related work experience
  • Experience in all aspects of planning and implementing sales strategy at a regional and enterprise-wide platform.
  • Technical sales skills, value selling propositions.
  • Proven experience in customer relationship management with private sector and public sector customers/clients
  • Knowledge of market research in the construction or related industry
  • Experience in managing and directing a sales and marketing team
  • Proven ability to perform in a management / leadership capacity in a matrixed organization.
  • Business acumen that reflects vision, capabilities, accountability, and performance with Penhall Company Sr Leadership Team. Ability to communicate effectively and appropriately with all levels of internal and external customers, from frontline workers to the Penhall Company Sr Leadership Team.
  • Relevant specialized service and construction industry knowledge


KNOWLEDGE/SKILLS/COMPENCIES/ABILITIES FOR THE POSITION


  • Leadership skills that are exceptional. Have the ability to lead cross-functional teams, build relationships internally and manage several projects at one time.
  • Proven skills and ability to present information to executive decision managers as well as the board of directors.
  • Demonstrates a high degree of self-awareness, evidenced by strong, strategic, interactions with cross-functional internal teams, and across multiple levels of customer organizations.
  • Exceptional organization, planning, and analytical skills.
  • Demonstrated ability to take initiative and be proactive in identifying issues and recommending solutions.

•        Proficiency in Microsoft Office suite and ability to learn to use computer information systems readily.

•        Initiative to work independently, also effective in a team setting. 

•        Ability to determine problems, analyze, and problem-solving ability.

  • Strong written, verbal communication, and negotiation skills

•        Ability to do research and learn about varied topics (including Internet research) and summarize information in simple-to-understand fashion.

•        Ability to be persuasive and communicate expectations while providing support to achieve goals and expectations.

•        Ability to facilitate group discussions and activities and to mentor others.

•        Cultural: Be a champion within company and beyond for our Purpose and Values.

•        Collaborate with internal outside sales representatives and company leadership on key strategic National client accounts.

  • Prospecting for new National Account business by consulting with Region Vice Presidents, Region Sales Managers, and Outside Sales Representatives in order to provide the right short- and long-term resource solutions that is BEST FOR THE CLIENT. Serve as a trusted advisor.
  • Continue to develop and refine Penhall's selling and consulting techniques to DRIVE REVENUE GROWTH
  • Contribute ideas and energy, inject your own personal style, inspire the group, make strong personal and business relationships internally and externally, and HELP TAKE THE COMPANY TO THE NEXT LEVEL.
  • A solid understanding of the US Commercial Construction Business is preferred.
  • Joining and participating in Technical and Construction associations will be required and preferred.  


WORK LOCATION/TRAVEL

The position will be based out of our Irving, Texas corporate office, though work can be accomplished remotely, as long as you are close within 1 hour drive of a major US airport. Travel to our corporate office may be required periodically for meetings and other business affairs. Travel will be required throughout the Penhall organization. Anticipated 2 to 3 weeks per month.


ADDITIONAL ELIGIBILITY QUALIFICATIONS


Work Authorization/Security Clearance (if applicable)

Must be authorized to work in the United States. 



Position Instructions


Equal Opportunity Information

Penhall Company is an Equal Opportunity Employer. Penhall Company encourages qualified females, minorities, veterans, disabled persons to apply.