Western Regional Scaffolding Sales Manager
The Southern Regional Scaffold Sales Leader of Bil-Jax is responsible for leveraging current customer relationships and building new relationships to drive sales, margin and market share growth of Scaffolding Products to meet growth objectives. The successful candidate must possess the ability to think strategically, have a proven track record of growing sales in a mature market and demonstrate progressive thinking to influence new products, anticipate the impact of changes in the competitive landscape and the supply chain.
Strong business acumen, analytics capability, knowledge of the Scaffolding or a closely related market is essential for success. The ability to comprehend pricing, cost/margin impacts, customer value creation, technical/code requirements and the sourcing/supply chain challenges of a highly competitive market is essential for success. Strong planning & organizing skills, the ability to communicate effectively, build relationships and work well with different business functions is critical for success.
JOB RESPONSIBILITIES
Own the Strategy to Maximize Growth and Profitability for Key Accounts
- Create and implement a customer/territory strategy that delivers the achievement of objectives.
- Grow current accounts, convert targeted accounts as well as coordinate the required internal support functions to maintain accounts.
- Leveraging relevant supply chain, market and competitive insights to drive short and long-term growth.
- Grow the business by capturing and creating value with customers through products, service, and inventory planning.
- Ability to deliver measurable results in the form of customer satisfaction, margin, revenue and volume through sales strategy, planning and execution that support growth and business strategy.
Leverage Commercial and Business Knowledge to Ensure Success
- Ability to create and articulate differential value proposition of Bil-Jax to customers.
- Capable of negotiating contracts, commercial agreements, and price agreements that capture value in both short and long term.
- Ability to create and evaluate business cases using strategy, margin, price, volume and mix.
- Ability to understand customer problems, needs, goals and select the appropriate product, service and/or financial solutions to explore.
- Accountable for sales process excellence, pipeline management, customer and market forecasting for the S&OP process.
Partner with Bil-Jax Support Functions to Create and Implement Effective Commercial and Customer Strategies
- Ability to clearly articulate needs, trends and market opportunities.
- Collaboratively drive decision making and resource alignment at all levels of the organization—including sourcing and inventory management.
- Build broad and deep relationships at all levels of the customers organization to maximize customer opportunity and customer Net Promoter Score.
- Supported by and works closely together with Bil-Jax team (Customer Service, Finance, Product Management, Engineering and Supply Chain)
MINIMUM QUALIFICATIONS:
- Bachelor's Degree required.
- Previous experience: five to seven years of demonstrated results in a previous sales role is required.
- Proven track record of selling value of an organization to a customer.
- Ability to travel a minimum of 40%.
Knowledge, Skills & Abilities
- Applied business and financial knowledge
- Sales Ability/Persuasiveness/Problem Solving Experience
- Demonstrated ability to develop and implement sales and customer strategy
- Demonstrated ability to create, advance and close new customer opportunities
- Ability to turn knowledge of customers, competition, and the market into value
- Ability to overcome internal and external obstacles and challenges to drive for results
- Building trust and operating with respect and integrity
- Appreciation for and understanding of the feelings of others; aware of personal impact on others
- Holds self-accountable and works well in an autonomous culture of accountability
- Carries self with a high degree of professionalism and poise
- Conducts self with the highest ethical and moral standards
Compensation
- Base plus tiered commission structure on assigned accounts