Job description
GENERAL FUNCTION
Develop and implement sales tactics in support of the division Strategies and Objectives for overall development of the Ecophon-branded tile business in the U.S. and Canada. The Regional Sales Manager (RSM) –also known as Ecophon National Sales Manager (ENSM) is responsible for the management leadership and coaching of the Ecophon dedicated ASMs and CTC full-line ASM’s and for driving the generation of Ecophon specifications with Architects, Designers, Consultants, Specifiers, and Building Owners. In addition, the ENSM will coordinate project tracking and pull-through sales with contractors and distributors. Also responsible for interfacing with Ecophon Europe and the Ceilings activity to ensure access to all necessary sales tools and products.
DUTIES/RESPONSIBILITIES
• Operate in a safe and environmentally conscious manner; provide a superior customer experience while following company processes in a consistent and professional manner
• Manage Ecophon and CTC ASMs to drive Ecophon adoption in focus markets
• Log activity in CRM and ensure usage by team
• Ascertain market intelligence
• Conduct regional meetings and conference calls
• Lead the sales team in operating in a safe and environmentally conscious manner.
• Conduct regular performance reviews the sales team and with key customers.
• Develop budget, sales targets, long-range plan targets for region and territories
• Serve as the business development leader for the Ecophon Strategy team – work with Ecophon(Sweden), CT Marketing, Manufacturing, Sales and General Management to develop and refine the Ecophon growth strategy in the U.S. and Canada. The strategy includes the consolidation of all fiberglass sales under the Ecophon brand.
• Promote and sell high-value ceiling products through all approved sales channels to include architects, designers, specifiers, owners, consultants, contractors, and distributors by working with all ASMs and RSMs in the US and Canada.
- Conduct presentations to large and small audiences effectively.
- Conduct and log activities in the CRM.
• Optimize effectiveness in the field through following the project tracking process and continuous use of company technology, including the assigned CRM platform.
- Maintain an up-to-date database of customers for the assigned territory.
- Maintain an up-to-date database of projects and activities
- Maintain reports regarding activities and results on a consistent basis, as required by ENSM and the Ceilings Division
• Obtain market intelligence and share with Sales Management.
• Interface with Ecophon management to keep abreast of the product portfolio, technical developments, market intelligence and sales aids and techniques.
Desired Skills and Experience
PROBLEM SOLVING
• Requires a high level of problem solving and decision-making capability.
• Must be able to manage multiple people by employing various management techniques while always demonstrating respect for employees.
• Must be able to develop strong relationships with a wide range of personalities, cultures, occupational positions and income levels.
• Will have great latitude in making decisions with modest direction from the VP, Sales but within company policy and applicable federal and state laws.
• The ENSM works independently with little direct supervision but must work well with Ecophon team, CertainTeed Ceilings, Decoustics and Saint-Gobain-wide employees.
• The ENSM must be able to train all ASMs to identify the key decisions makers in the entire project cycle, to develop strong relationships with each decision maker and win projects with a high success rate with specific attention to minimizing value engineering of Ecophon specs.
• Must be resourceful, creative, and able to collect information from a variety of internal and external sources in order to make decisions and solve problems; as well as, properly use the information to identify and cultivate sales opportunities, engage the most appropriate sales channels, and build loyalty within the Specifying and Contracting communities.
• Must comply with Anti-Trust legislation and the Saint-Gobain Code of Ethics.
KNOWLEDGE
• Requires a Bachelor’s Degree in Business Administration majoring in Business, Construction Management, Marketing or the equivalent training that will provide a working knowledge of the regulations, practices and procedures concerned with outside sales activities. Graduate degree preferred.
• Ten to Fifteen years of related experience in the application of sales activities with an emphasis on solution and value based consultative sales. Specific experience calling on architects, designers, specifiers and contractors is a requirement. Experience managing a long and complex sales cycle is preferred.
• Proven record of Management capability
• Prefer sales experience in a related field
• Requires integrity, intelligence and initiative
COMMENTS
Travel 50-75% days per week
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