This role is also responsible for leading the strategy and efforts to develop and manage the builder network that delivers targeted profit, revenue, and growth levels within a specific region. The roles and responsibilities of this position include driving high levels of customer satisfaction, implementing/driving key business initiatives, and coaching/mentoring other sales associates in a focused effort of delivering productive sales activities resulting in incremental pull through sales revenue from builder accounts.
Reports to: VP, Enterprise Home Builder Strategy
Span of Control: Individual contributor
Location: This is a remote position with up to 50% travel. The ideal candidate is located within 1 hour of a major airport.
JOB RESPONSIBILITIES
Know Our Customers and Our Markets to Achieve Above Market Growth
- Achieve annual sales, market share, and profitability goals in targeted geographies and segments. Work with sales team to develop and maintain market analysis for region; implement plans.
- Provide day-to-day management, oversight and ownership of Masonite builder relationships and programs for the region. Work with National corporate builder sales manager to activate targeted programs in conjunction with the corporate purchasing teams
- Work with segment sales team to develop and maintain effective business relationships with channel and pro trade contractor partners’ leadership roles and other organizational levels that create loyalty and alignment of our market development and sales efforts
- Manage annual business planning and review process with channel and pro trade contractor partners to develop results-oriented plans; accurately forecast annual and quarterly revenue for region coming from builder wins
- Develop, maintain, and communicate a strong understanding of market conditions, trends, and the competitive environment; use this information to influence regional and company sales strategies
- Support and implement company sales promotions, marketing programs, and product introductions
- Build trade loyalty by initiating and maintaining strong sales relationships with targeted trade customers
- Developing onboarding plan for field sales new hires
- Represent Masonite brands at trade shows and events
Develop and Execute the Home Builder Strategy
- Leading Enterprise home builder strategy pilot opportunities tied to value prop- securing alignment with builders
- Developing commercial deployment plan for new products across the enterprise and mix driving products at builder pull through…MPDS, Pink Wrap, OC Lumber, LP Novacor, Picasso, etc.
- Managing and selling builder growth Initiatives across the portfolio tied to R&D and Codes alignment- take handoff from technical resources (Picasso, buried ducts, LP Novacor, Sheathing Research, SPF target geographies)
- Unlocking Door quick wins opportunities by leveraging Roofing and Insulation capacity/relationships- Feeding opportunities to Regional Builder Sales leaders to execute at regional/division level
- Securing and implementing test card opportunities for doors drive builder demand project
- Helping execute channel partner alignment initiatives- BFS, 84, ABC
- Identify, evaluate, and select channel and pro trade contractor partners to ensure full market coverage by geography and segment as well as to effectively grow business segments
- Work with segment sales team to successfully assess, develop, and maintain a network of channel and pro trade contractor partners that provide full market coverage for all geographic areas and segments
- Collaborate with sales leadership team to identify, recommend, and implement sales, service strategies and goals with channel partners
- Provide regular assessment and reporting of builder sales team’s productivity and progress toward regional and territory goals
- Ensure all company sales, marketing programs, and product introductions are properly implemented and supported by builder sales team
- Lead, develop & launch of CRM tool and scorecard tracking mechanisms
- Leadership-level involvement at local, regional, and/or national trade association(s)
JOB REQUIREMENTS
PREFERRED EXPERIENCE
- Bachelor’s degree
- 8+ years of sales/marketing experience in the building construction industry or related industry
- Proven performance record of success in an outside sales function representing technical, value-based products
- Ability to travel (minimum 50% of time)
- Responsive, professional persona with a “can do” attitude; effective interpersonal and relationship building skills at multiple levels
- Excellent communication skills (written, verbal, nonverbal, and presentation); able to convey strong, clear messages to target audiences of all sizes including co-workers, leadership, customers, and industry groups
- Conduct business with a high level of ethical standards and integrity
- Demonstrated planning, time management, and organizational skills
- Strong drive for results and consistently meet deadlines
- Ability to manage ambiguity and lead change; self-starter; ability to anticipate potential issues; ability to quickly formulate options to resolve issues; strong conceptual problem solver
- Work with and leverage technology to improve effectiveness in sales role (Microsoft Office Suite, Salesforce.com, SAP and various software applications)
