Sales Director

Baltimore, MD, US

Looking to join a winning team?

 

At Beacon, our goal is to offer meaningful careers within an organization where employees can grow and climb as high as their ambition will take them. Throughout our organization, you will find a team-oriented culture where employees collaborate, and your contributions are valued.

 

Our team members are:

  • Motivated: We're prepared to roll up our sleeves to meet and exceed our customers' business and supply needs.
  • Authentic: We're genuine, honest and real.  We approach our customers as a business partner, not just a supplier.
  • Reliable: We're committed to support the success of others and giving back to the communities where we work.
  • Problem-Solvers: We're challengers, consistently striving to do things better and differently.

 

We are currently seeking an exceptional Sales Director for our Mid-Atlantic Maryland territory. Candidates should ideally be located near the Baltimore metropolitan market.  

 

Beacon is a leading provider of commercial and residential roofing, siding, windows, decking, insulation, specialty lumber, waterproofing, and air barrier systems to the North American building industry. Leveraging a network of trusted regional construction suppliers, we have supported contractors who rely on us to run their businesses for nearly 100 years.

 

Our team of more than 8,000 employees throughout North America works to ensure contractors have immediate, local access to the building supplies and roofing products they need, exactly when they need them. Through strategic investments in new technology and an ever-expanding network of locations throughout the United States and Canada, we help contractors save time, manage work more efficiently, and enhance their businesses.

 

POSITION OBJECTIVE:

Lead the sales organization in their assigned territory by coordinating efforts with Executive and Regional Vice Presidents, Regional Managers, Branch Managers and Sales Representatives so the company achieves its sales and profitability goals.

 

JOB REQUIREMENTS:

Essential duties and responsibilities include the following. Other duties may be assigned.

 

SALES:

  • Work in the field with Inside and Outside Sales Reps to develop sales skills and product knowledge.
  • At least 60% of the week (3 days).
  • Debrief with Outside Sales Reps and Branch Managers on a weekly basis to help drive proper communication and strategies within the branch.
  • Review monthly, quarterly and annual sales numbers with the sales reps to ensure that budget is exceeded.
  • Review weekly activity of their sales team to ensure proper field time.
  • Make sure we are touching all of our customers and prospects on an ongoing and consistent basis.
  • Utilize tools such as Salesforce, Cognos and LogicTrack to:
  • Create strategies to increase sales growth and profitability through the development of new accounts and the growth of existing customers.
  • Review monthly, quarterly and annual sales numbers with the sales reps to ensure that budget is exceeded.
  • Review weekly activity of their sales team to ensure proper field time.
  • Make sure we are touching all of our customers and prospects on an ongoing and consistent basis.
  • Utilize LogicTrack to help grow sales in the region and create awareness of large jobs in the territory.
  • Must be able to use data in order to make business decisions.
  • Create strategies to increase sales growth and profitability through the development of new accounts and the growth of existing customers.
  • Assist the Branch Managers with the building outside sales rep budgets, defining sales territories and appropriate customer assignments.
  • Lead and manage onboarding process for new sales employees.
  • Work with sales reps to establish and develop target key customers.
  • Assist with the development and selling of National Accounts within their respective regions.
  • Accumulate “field intelligence" on competitive activity and market pricing.
  • Lead and execute effective sales blitzes as needed in their region.
  • Lead the rollout of sales programs, technology and product launches.
  • Continuously coach regional team on sales techniques and sales tools.
  • Take hands on approach with onboarding new employees.
  • Learn and train on new sales tools as they become available.
  • If appropriate, develop 2-step opportunities in the region.
  • When and if needed, coordinate resources in the event of a storm to maximize sales.

 

MARKETING:

  • Work with marketing team to develop sales collateral for use by all sales staff.
  • Assist in the development of regional and local marketing programs and yearly calendars.
  • Work with Branch Managers to create and execute key marketing events and promotions
  • Work with vendors to obtain co-op funding for ad-hoc promotions throughout the year to accelerate growth in targeted markets.
  • Manage the website leads received to maximize conversion to new accounts and orders.
  • Providing information to the marketing team for website updates regarding price increases and promos.
  • Organize regional and branch membership and outreach efforts with home building, facility managers, and property owner’s organizations.

 

TALENT DEVELOPMENT:

  • Lead and manage the Sales Associate program in their respective region.
  • Assist Branch Manager in the hiring, training and development of all sales personnel.
  • Identify strengths and weaknesses of the Outside Sales Reps and work with the Branch Manager to generate a plan to improve performance.
  • Constantly recruit for potential sales talent. Have a virtual bench of talent at the ready that can be brought on as a solution for the branch to improve the talent of the sales team.
  • Involvement in the DLP where needed.
  •  

TRAINING:

  • Train all branch staff in all aspects of product knowledge & sales skills.
  • Educate and hold accountable the sales and branch organization on the use of Salesforce.
  • Lead System Selling and PAVS courses throughout the year.

 

COMMUNICATION:

  • Communicate effectively with Branch, Regional Managers and Executive Leadership to achieve common goals.
  • Must be proficient with Microsoft office, Outlook and web conferencing
  • Must have excellent verbal and non-verbal communication skills
  • Working to schedule personnel for optimum customer service.

 

SKILLS, KNOWLEDGE AND ABILITIES:

Qualifications – To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education And/Or Experience – Bachelor’s degree (B.A.) from four-year college or university; or five to ten years’ related experience and/or training; or equivalent combination of education and experience.

Leadership Skills – Ability to identify and assess talent. Excellent judgment, conflict resolution and problem solving skills. Sales Directors should have the ability to mentor, coach and develop others. Motivational leadership skills should include the ability to energize others to excel and gain commitment to the vision and strategies of the company. Maintains a positive and enthusiastic environment even in adverse situations. Looks and acts like an executive. Ability to manage and lead people through change.

Language Skills – Ability to read, analyze, and interpret general business periodicals, professional’s journals, technical procedures, or government regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills – Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability – Ability to solve practical problems and deal with a variety of concrete variables in situations where limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Certificates, Licenses, Registrations – Valid driver’s license with clean driving record.

Physical Demands – 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 individual with disabilities to perform the essential functions. While performing the duties of this job the employee is regularly required to talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to sit; use hands to finger, handle, or feel; reach with hands and arms; and climb or balance.

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 occasionally exposed moving mechanical parts; high, precarious places; fumes or airborne particles; toxic or caustic chemicals; and outside weather conditions. The noise level in the work environment is usually moderate.

Contacts – All Sales representatives (Inside and Outside), Branch and Regional management and Customers, on a regular basis.

 

An Equal Opportunity Employer

www.beaconroofingsupply.com

 

Beacon's competitive advantage is our people and our value proposition is the differentiator. 

-— Christopher Harrison
Executive Vice President and Chief Human Resources Officer 


Nearest Major Market: Baltimore