Location: New York,NY, USA
Position: Exteriors Divisional Manager (DM)
Reports to: Vice President, AZEK Exteriors
Location: Remote
The AZEK Company (www.azekco.com) is a $1.3+ Billion and growing industry-leading manufacturer of beautiful, low-maintenance building products, and is highly committed to accelerating the use of recycled materials. We use our expertise in materials science to engineer and manufacture high-quality, sustainable residential and commercial building products that improve lives and businesses. All of AZEK's products are designed to replace wood, metal and other traditional materials in a variety of applications. In June 2020, we completed a highly successful IPO (NYSE: AZEK).
Compelling reasons to join The AZEK Company
* We operate in attractive, high-growth markets with high margin potential
* We have a proven track record of double-digit growth and margin expansion driven by innovation and material conversion
* We are the #1 brand in Exteriors and the #1 brand in Premium Decking
* Great Company culture focused on investing and developing Employees
* Focused set of core values with clear vision and mission to revolutionize the Outdoor Living industry
* Fun Team environment filled with people who love to win, challenge each other and exceed expectations
* Proven success in setting and achieving goals that benefit the communities and the environment where we operate in addition to consistently strong financial results
* Competitive compensation and all-in earning potential
* Strong benefits including 401k match, employee stock purchase program and employee product purchase program
* Employee progression - those who perform at a high-level every day and deliver results will be rewarded with additional responsibility and compensation opportunities
Brief Job Overview
We are seeking a dynamic and results-driven Sales Leader to join our team as a Divisional Sales Manager (DM) for AZEK Siding & Trim. The ideal candidate will have a deep understanding of the people process as well as the building envelope, specifically siding and trim. AZEK Divisional Managers are player/coaches responsible for leading a team dedicated to material conversion while executing their own downstream material conversion efforts across a geography. The entire AZEK Siding and Trim Sales Organization is accountable to drive material conversion at architects, builders, remodelers, contractors, installers, multi-family and commercial developers.
Key Responsibilities
* Team Building and Servant Leadership: Build and develop a team of Market Development Managers who are focused on material conversion and customer loyalty and advocacy; it is the responsibility of AZEK Divisional Managers to build the bench for the next set of leaders on the AZEK Exteriors Sales Team
* Market Analysis: Conduct thorough market research to segment customers and potential customers, identify new business opportunities, market trends, and the competitive landscape. AZEK DMs should teach their MDMs how to execute this process better than their industry counterparts
* Product Placement and Positioning: Collaborate with VP of Sales and General Manager (GM) of Exteriors on the appropriate pricing and promotion of products at 1-step and 2-step partners across new and existing channels
* Material Conversion: Lead end-to-end material conversion by driving specification of new products and offering first board, first nail support to deliver long-term customer adoption and advocacy of new product technologies. AZEK DMs serve as a player/coach throughout this process
* New Customer Acquisition: Own the process and pipeline for winning long-term business relationships with new customers including architects, specifiers, builders, remodelers, installers, construction companies and industry influencers
* Downstream Pipeline Development and Management: Build, maintain and continuously convert a pipeline of robust new business targets currently using traditional material technologies. Pipeline should include potential customers across existing channels as well as new customer acquisition opportunities in non-traditional channels. AZEK DMs hold their MDMs accountable to manage their own pipeline as well as rolling up multiple MDM pipelines across a broader geography
* Channel Engagement: Drive discretionary effort from broader sales team and distribution partners to support material conversion across existing and new business channels
* Product Knowledge: Stay current on industry trends, new product technologies and emerging business practices of downstream channel partners
* Sales Forecasting & Reporting: Prepare and present accurate sales forecasts of new customer acquisition, adoption and advocacy. Provide regular updates to cross-functional business partners on progress and performance
* Marketing and Promotion: Work with the product and marketing teams to develop promotional materials, product literature, and trade show strategies. Represent the company at industry events and trade shows and leverage activities to increase material conversion pipeline
90-Day Success Measures
* Onboarding and Training
* Successfully complete all onboarding and training programs, including product knowledge, CRM systems, and company policies
* Develop a comprehensive understanding of the geography, including key players, market dynamics, and competitive landscape
* Team Engagement
* Meet in person with all Direct Reports (MDMs) and set the expectation of planning, executing and delivering above expectation results related to material conversion
* Start the dialogue around career pathing with Direct Reports and how the Divisional Manager and broader organization can support the development of Team members
* Establish regular cadence with Direct Reports as well as Regional Sales Manager and other critical, cross-functional partners
* Initial Outreach and Relationship Building
* Schedule and conduct introductory meetings with key stakeholders, including architects/specifiers, builders, remodelers, installers, developers and other construction companies
* Establish contact with the broader sales team and key channel partners i.e. 1-step and 2-step distribution outside sellers and sales leadership
* Learn CRM & other Data Tools
* Learn and familiarize yourself with Salesfore.com, Tableau and other data repositories used for driving downstream material conversion
* Establish regular connections with VP of Sales, Sales Trainer and Sales Operations Team to ensure maximum utilization of available tools
* Initial Material Conversion Pipeline Build
* Complete an assessment of the local market, including a basic understanding of strengths and weaknesses across the geography
* Execute basic segmentation of architects/specifiers, builders, remodelers, installers and developers across a geography
* Establish a pipeline of downstream material conversion opportunities across different customer types in existing and new channels
6-Month Success Measures
* Customer segmentation and pipeline development
* Increase the total number of addressable new customer/material conversion opportunities as tracked in Salesforce.com
* Increase total conversion opportunity i.e. pipeline across different customer types
* Material Conversion
* Drive the team to meet and exceed material conversion goals including:
* New product specifications
* 1st time user and adoption from builders
* 1st time user and adoption from remodelers and other construction companies
* 1st time user and adoption from developers
* Large project material conversion
* Training and Support
* Establish cadence for continuous industry, product and general business training (i.e. personal development outline); hold Direct Reports (MDMs) accountable to do the same
* Develop and start to execute a roadmap outlining how all internal sales team and key 1-step and 2-step distribution partners will be trained on AZEK Exteriors, including how they will support material conversion
* Build and develop a plan for MDMs to deliver continuous first board, first nail trainings aimed at driving long-term customer adoption and advocacy
* Establish and lead the feedback loop with cross-functional partners
* Reporting and Communication
* Leverage Salesforce.com and other business analytic tools to report customer interactions, pipeline opportunity, conversions, market trends and other key performance indicators (KPIs)
* Regularly check-in to reporting manager (Vice President, Exteriors) as well as communicating progress to Regional Sales Managers, Area Sales Managers and other key cross-functional stakeholders and 1-step and 2-step channel partners
1-Year Success Measures
* Team Development
* Publish goals in conjunction with MDMs and VP of Exteriors holding the team accountable to objectives and key results aligned to the AZEK Co Strategic Plan
* Execute 1-1s with all Direct Reports that occur at regularly scheduled cadence and have a standard agenda driving productive dialouge
* Publish a one-page development plan for each Direct Report
* Execute mid-year and year-end reviews on time with tangible and thoughtful feedback
* Material Conversion
* Drive the team to meet and exceed material conversion goals including:
* New product specifications
* 1st time user and adoption from builders
* 1st time user and adoption from remodelers and other construction companies
* 1st time user and adoption from developers
* Large project material conversion
* Market Penetration
* Material adoption and sell-through revenue should outpace general market growth and exceed goals established in the AZEK 3-year Strategic Plan
* Training & Support
* Goals for personal development, new customer training, sales team training, channel partner training should be met, exceeded and refreshed each year
* Reporting and Communication
* Reporting manager (Vice President, Exteriors), Regional Sales Managers, Area Sales Managers and other key cross-functional stakeholders and 1-step and 2-step channel partners should receive regular communication and have a clear understanding of activity, key metrics and progress toward goals/plan
Qualifications
* Degree in Business Administration, Sales and/or Marketing, Construction Management, Engineering, or a related field
* 7-10 years' experience in the siding industry or a related field, such as construction materials or building products
* 2-5 years leading salespeople with a proven history of executing the people process and servant leadership
* In-depth understanding of the siding market, including product types, industry standards, evolving technologies and other changing business trends
* Technical know-how and experience handling and installing products related to the building envelope or exterior of the home
* Proven track record in driving material conversion of new technologies in existing and new channels
* Excellent communication and interpersonal skills for building long-term relationships and advocacy with new customers and cross-functional partners
* Ability to interpret data to identify and execute a local sales strategy
* Experience in leveraging CRM (Salesforce.com) and other business analytic tools to accelerate material conversion and report out against progress
* Flexibility to adapt to changing market conditions and business environments
* Team player with a can-do attitude who will sweep the floor if that's what's required to win
* Willingness to travel 1-3 nights per week on average
Join our team and make a significant impact as a people leader and driving material conversion to new and exciting technologies in the building industry. If you want to develop yourself, others and pursue new ways to increase your responsibility and your income, apply with AZEK Co today!
Compensation for roles at AZEK varies depending on a wide range of factors including but not limited to the specific office location, role, skill set and level of experience. The annual salary for this role is $120,000 to $130,000. In addition to base salary, we offer generous bonus and incentive opportunities that significantly increase earning potential.