JOB SUMMARY:   Under general direction of the General Manager, is responsible for the successful promotion, profitable sale and share of market for all products as well as the recruiting, hiring and development of the Field Sales Organization within a defined geography.  In addition, this position has primary responsibility for the establishment, development and effectiveness of the dealer organization.

JOB DUTIES:

1.    Recruits, hires and develops all personnel in the Field Sales Organization.

2.    Responsible for developing the maximum capability of each sales employee by providing training, coaching and counseling, career development as well as stimulating efficiency and effectiveness through dynamic leadership and personal example.

3.    Communicates the annual Company Top Priorities and jointly establishes with each employee their individual action plans.

4.    Prepares annual Sales Plan including Territory Quotas for the region that focus on the successful promotion of all products in both the new and remodel market segments as well as in the interior market segment.

5.    Develops close working relationships with key dealers striving for business growth and cost leadership as well as internal and external customer satisfaction within the region.

6.    Insures effective dealer coverage within the region in both the new and remodel market segments as well as in the interior market segment.

7.    Insures that annual Performance Appraisals are conducted on all sales employees.

8.    Establishes regional budget allocations and insures compliance.

9.    Insures that Field Sales Organization is proactive with respect to innovative approaches to architectural promotion, product application and bidding strategy to maximize order-closing probability while achieving optimum profitability.  As appropriate, knows when and how to implement value engineering.

10. Studies the competition within the region:

a.    Products, price and promotional strategy.

b.    Makes recommendations to counteract competitor’s strengths and strategies with new products, pricing and promotion to maximize sales and profits.

c.    Possess in-depth knowledge of major competitor’s strengths and weaknesses.

11. Develops close working relationships with the inside support personnel.

12. Demonstrates a balanced prospective insuring both profitability and sales volume.

13. Insures early involvement on projects in order to influence product selection and performance specifications.

14. Cooperates with the Credit Department to insure we are in a financially secure position.

15. Human resources responsibilities include Major Projects Managers, Interior Products Specialists and Territory Sales Representatives.

16. Conducts extensive personal field travel to maintain face-to-face contact with the Field Sales and Dealer Organizations.

17. Performs special assignments as required.

QUALIFICATIONS:

1.    College graduate or equivalent experience with an emphasis on marketing and/or business management curriculum.

2.    A minimum of 8 years sales experience in the architectural building products industry in the commercial market segment.

3.    Ideally, well known and respected by various buying influences.

KNOWLEDGE, SKILLS AND ABILITIES:

1.    Proven ability to teach how to promote and sell a variety of products on all sizes of projects in the new and remodel market segments.

2.    Ability to relate to dealers, architects, general contractors, developers and building owners.

3.    Proven track record as a team member and effective communicator.

4.    A mechanical aptitude with a general understanding of the building sciences.

5.    Must be results oriented with a high level of work intensity and a bias for action.

6.    Has demonstrated an appreciation for high quality, professionalism, profitability and above average performance communicated by personal example.