National Sales Director
Remote
Etex – Equitone /
Full-time Salaried /
Remote
Etex Exteriors is the division responsible for driving profitable growth as a leader in the fiber cement building materials. EQUITONE is the façade segment brand associated with high strength rainscreen ventilated façadeconstruction.
The position of Sales Director will lead the business development, reinforce, and expand our architectural business in the USA, fully directing the efforts of the Sales Team and EQUITONE sales initiatives and goals. In addition, the position strategic planning and forecasting to meet group performance metrics. Provides input and participation in market planning, marketing and technical development of products and services. Develops strong relationship with partners and all stakeholders in the AEC Community is the US.
What the successful candidate will bring to the team
- Strong critical and strategic problem solving skills.
- High level of attention to details and organizational skills.
- Collaborative team player with the ability to work and deliver results autonomously with minimal or no supervision.
- Passionate and committed with a positive and performance mindset, willing to lead, reflect and learn.
- Proficient public speaker, willing to educate, train and present to larger audiences.
- Ability to plan and organize his/her job and meeting deadlines.
Key responsibilities specific to the role
- Ensures disciplined implementation of the sales excellence process for U.S. Operations.
- Lead, coach, and manage the team of Sales Reps to achieve identified targets.
- Lead, coach, and manage sales team performance and behavior, including performance management and personal development.
- Develop Sales Market plans and initiatives based on historical and forecast data to focus and guide sales team.
- Take responsibility for Monthly and Yearly sales targets, projections and pipeline management and reporting Ensure effective use of sales tools and other resources by the sales team.
- Act as a brand ambassador in the sales region at all times by creating a strong network with leading members of the architectural community.
- Responsible for distributing and following-up on all marketing leads with architects offering effective advice, in person visits, lunch and learns and have a sound technical understanding of installation possibilities.
- Follow the ONE ETEX values in every aspect of the work Ensures disciplined implementation of the sales excellence process for U.S. Operations including data entry into One CRM
- Transform leads into specifications by guiding architects through the EQUITONE design possibilities and address basic technical and practical issues.
- Protect your specification portfolio using pull through route to market strategy to support distribution network. Paring distributors with contractors and installers involved and make sure the architect specification is respected through the bidding process.
- Further develop a network of highly professional installers and contractors in each territory who can meet EQUITONE quality standards. Actively stay in touch with all throughout the stages of the process by communication and providing a service.
- Focus on One CRM pipeline management; regularly update projects, follow up with architects, GC or installer throughout ALL stages and update accurate information as it becomes available into One CRM.
- Share and implement best practices, competitive advantages in the sales region to drive growth.
- Be proactive contributor to sales effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and course of action; implementing directives.
- Actively abide by Health and Safety requirements always and perform safety webinars.
- Maintain professional and technical knowledge by participating in Talent to
- Grow webinars, educational workshops, and seminars.
- Collaborate, problem solve and share information with the sales team and support initiatives and deadlines.
- Understand the competitive advantage of EQUITONE but have an awareness of competitors.
- Liaise with Marketing for campaigns and event planning for Architects, GC’s and installers.
- Communicate, educate and train all internal staff on sales initiatives.
- Collaborate with the Marketing Director to check all collateral prior to publishing for accuracy and compliance.
- Actively participate in Global projects and product development discussions, meetings and agendas.
- Maintain a high level of technical knowledge by following trends, external associations, committees and internal educational resources.
- Perform other duties or work on projects as assigned by the Country Manager.
Key contacts and relationships
- Internal: Regular contact with Engineers, Marketing Team, Development Managers, Country Manager
- External: Liaises with Architects, Engineers, Customers, Distributor Partners
Education
- Bachelor Degree in Business, Marketing, Architecture, Project Management; Advanced degree preferable
Professional Experience
- 10 years prior experience in building materials, building envelope, façade, rainscreen systems and/ or components.
- 5+ years demonstrated experience successfully leading dynamic and complex teams remotely.
- 5+ years of specification sales experience in the Architect community, representing design oriented or key building brands preferred.
- Commercial accountability of volume and revenue performance, establishing budgets, forecast and market data with the ability to develop and present complex plans, strategies, forecasts and reports.
- Experience in managing structured business models of Distribution and direct sales.
- Must have patience, tenacity to nurture and follow up leads through the specification process through to the completed project.
- Ability to learn advance technical aspects of architectural façade design and execution.
- Willingness to travel at a minimum of 50% of the time, domestic and international.
- Must have initiative, leadership abilities to acquire, negotiate and sell; must have the ability to plan and organize and execute sales initiatives.
- Proficiency in technical writing, specifications, request for qualifications.
- Ability to acquire detailed knowledge of all products in the assigned product lines, their applications and the knowledge of competitive products and their pricing, including knowledge of industrial and commercial product engineering standards and practices.
- Educate and train all internal staff and external stakeholders with providing technical, educational, product presentations as required to major AEC companies.
- Ability to meet people with confidence and reserve; be able to communicate effectively orally and written and feel comfortable working with customers and field sales personnel.
- Proficiency with One CRM software.
- Proficiency with SalesForce.
- Able to understand and interpret architectural drawings, shop drawings and technical specifications.
- Solid understanding of the US construction Code and norms and practices (particularly façade).
$155,000 - $170,000 a year
A Culture of Care, Innovation & Excellence that includes the following benefits:
Excellent medical, dental, & vision benefits from BCBS FULLY paid by employer.
Limited Life Insurance, Short-Term Disability and Long-term Disability Insurance available and paid in full by employer.
Student Loan Assistance Program, up to $5000 a year if eligible.
Tuition Reimbursement, 50% of approved programs.
Annual Salary Review and Bonus.
5% Retirement Match.
