Regional Sales Director, Liquids & Coatings

Description

Job SummaryThe Regional Sales Director is primarily responsible for the overall sales of the assigned sales region. The position is expected to give the fullest effort consistently and to promote the Company and its products aggressively and tenaciously at all times and to achieve the sales and expense objectives assigned. The Regional Sales Director must keep informed on current affairs of the industry as they affect prospects and performance and must have a substantial working knowledge of the product line, specifications and pricing of competitors. The Regional Sales Director must be able to work independently, accept, and provide guidance and direction, communicate company policies and objectives and ensure compliance by all regional sales personnel. This is a line position reporting to the Senior Business Director, Liquids and Coatings and generally requires the establishment of, and operation from, an in-home office.Essential Duties

• Keep the Senior Business Director, Liquids and Coatings fully informed at all times on current conditions and future prospects in the region.
• Providing timely performance coaching and counseling in the form of daily verbal feedback, annual written performance evaluations, frequent positive encouragement and recognition, and documented disciplinary actions, as necessary (working closely with the HR Business Partner).
• Key Account Management - Act as the direct point of contact for key Regional and National contractors and distributors. Manage pricing and quarterback projects and initiatives for Key Account partners. Actively pursue targeted Key Accounts for partnership.
• Determine and justify the need for company sales personnel, their geographic location and the specific sales area (district or territory) for which they will have direct sales responsibility.
• Management of the Region
• In the process of calling on roofing contractors, ensure that they are properly trained regarding GAF Roof Coatings specifications and application techniques and well motivated to use GAF Roof Coatings products wherever possible.
• Exercise final approval in setting up approved roofing contractors in the Region. Obtain concurrence of corporate senior management concerning the termination of an approved contractor.
• Perform any other duties as assigned by the Senior Business Director, Liquids and Coatings.
• Control district travel and entertainment expenditures, maintaining them strictly within budget limitations.
• Supervise and direct the sales effort of the region sales personnel, with strong emphasis on motivation, working closely with them to achieve the maximum sales volume each district can produce, and ensuring the achievement of region goals and objectives.
• Managing employee vacation/time off requests to ensure employees’ compliance with company guidelines, and adequate departmental coverage.
• Identifying employees’ training/developmental needs and ensuring the accomplishment of these training objectives.
• Maintain regular contact with the Technical Department to ensure that technical needs of the region are being met, and that all region sales personnel are communicating with, and providing assistance to the Technical Department as needed.
• Where a justified need exists, and subject to approval of corporate senior management, establish distributors and/or Company inventories.
• With input from supporting personnel, develop and implement sales plans designed to meet the specific goals established for the region and each Territory.
• Determine and justify the need and location for independent sales representatives in the region. Define specifically the protected territory and/or accounts which will be assigned to each representative for sales credit purposes. Negotiate and/or terminate arrangements with sales representatives with the advice and approval of corporate senior management.
• Monitor the activities of each independent sales representative and provide continuing motivation to ensure that his/her production of sales and specifications justifies the protected status and compensation received. Provide and/or recommend training as necessary to ensure that the company is represented in a professional and technically competent manner. Work closely with Commercial Roofing Regional Sales Directors where relationships may be shared with Independent sales representatives.
• Interviewing, negotiating new hire offers (compensation package, district or territory alignment, etc.), hiring, and training new employees in compliance with company guidelines, and federal and state governmental laws and regulations.
• Prepare and submit sales forecasts and projections for the Region and each Territory by established due dates.
• Ensure that regular contact is made with leading roofing contractors, roof consultants, owners and other important purchasers, specifiers or consumers of roofing material in the region with the specific objective of obtaining orders from the roofing contractors and consumers, and favorable specifications from the others.
• Promote and encourage safety awareness and compliance with direct reports.
• Exercise pricing authority in a judicious manner to meet or exceed both volume and profit goals.
• Hold sales presentations and arrange plant visits for customers when appropriate.
• Comply with safety policies and procedures (company, state, federal, etc.)
• Investigate complaints promptly and follow through until settled satisfactorily.

Requirements

• Professional image – appearance and demeanor.
• Solid communication skills – both verbal & written.
• Proven follow-up and problem resolution abilities.
• Excellent interpersonal skills.
• Minimum 5+ years sales experience in the applicable field.
• Ability to travel as necessary (depending on sales area, could average more than 3 – 4 overnights/month).
• Experience leading, motivating and coaching others.
• Communicate clearly in all forms with associates, company personnel, and the trade, by report, correspondence, sales presentations, person-to-person or telephone.
• Bachelor's Degree or equivalent work experience.
• Exceptional knowledge of roofing.
• Computer competency with google office products, Salesforce and Tableau.
• Must have confidence, aggressiveness, tenacity, and resilience.
• Extensive face to face sales call experience.
• Sales ability and persuasiveness.
• Must have (and maintain) a valid driver’s license and an insurable driving record.
• Proven ability to establish business relationships.
• Self disciplined and motivated.

Benefits

Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications.

Total Cash Compensation Range: $128,000-$176,000 (inclusive of base salary and an annualized commission target).

How We Protect What Matters Most:1. We offer a wide range of health insurance options that include medical, dental, and vision for you and your family. 2. Our Family-Building benefits support the many different journeys to fertility and parenthood. 3. Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions. 4. Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence. 5. Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program. 6. We're committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.

We believe our employees are our greatest resource. We offer competitive salary, benefits, 401k, and vacation packages for all full time permanent positions. We are proud to be an equal opportunity workplace and GAF, Standard Logistics, SGI, and Siplast are proud to be affirmative action employers. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).

Training + Development

Interview process

Visa Sponsorship

Security clearance