Vice President of Commercial Sales

 

This role will manage the delivery of Light Commercial Sales programs and solutions focusing on achieving specific business goals as it relates to revenue, market share and earnings through the appropriate use of strategic and tactical sales/business development practices for one of the largest and fastest growing building supply companies in the United States .  The successful candidate will be responsible for building a national accounts team and structure to grow business with the top 100 commercial builders nationwide.

Essential Duties and Responsibilities

• Meet or exceed the companies revenue, share and earnings objectives within the light commercial segment of the construction industry
• Build a commercial national accounts team to deepen relationships, and drive business with top 100 commercial accounts.
• Manage executive level relationships with light commercial builders and developers.
• Create or strengthen relationships with executives in the light commercial segment, to include architects and other product specifiers.
• Manage complex proposals with material consequences to error, ensuring a high level of customer satisfaction
• Interface with customers and other company business units to ensure a seamless experience across markets (a.k.a. “One Voice”)
• Align pre and post sale resources (estimating, supply chain, integrated solutions, marketing, credit) to deliver comprehensive solutions
• Assist the market and regional sales team in the implementation and coordination of the commercial sales strategy in each Market. 
• Provide on-going market support, review and revisions of local modifications to the corporate strategy to insure success based on local competitive issues.

Core Competencies

• Ability to influence and implement strategy
• Ability to set targets and design growth plans
• Strong analytical skills, motivation, along with the ability to multi-task
• Ability to build a commercial national accounts team
• Interpersonal and customer relation skills
• Time management and organizational skills
• Strong business, financial, operations, and technology acumen
• Strong understanding of the needs of the light commercial developer
• Demonstrate strong teambuilding attributes
• Need to function independently with minimal supervision
• Ability to develop various markets, sales, and management strategies along with plans
• Computer literacy including competency related to MS Windows-based applications

Education and/or experience

Bachelor’s Degree with a minimum of ten (10) years experience with increasing levels of responsibility that will have led to a sales management position in a similar size or larger organization.  Must have a minimum of (4) years sales management experience specific to commercial building and/or multi-family housing industries.  He/she must be capable of developing a clear, strategic sales vision with the ability to communicate and deliver toward that vision.  Additional required skills/experience as follows:

• Exceptional presentation, negotiating, and influencing skills
• Established strategic and critical analysis skills
• Strong project management skills
• Professional written and verbal communication skills
• Ability to create and execute a business plan
• Demonstrated ability to interact effectively with all levels of decision makers
• Interpersonal skills to interact positively across the companies enterprise
• Self-motivated
• Proven leadership and track record in light commercial sales
• Experience in strategic sales planning and execution