Job Description


Req Number
SAL-18-00018 

Open Date
10/22/2018 

Division
Brown Brothers 

Position Requirements
 

Description

The Director of Sales provides world-class client experiences by providing custom, high quality, cost effective solutions for our clients’ civil infrastructure construction and maintenance needs while supporting the safe, efficient, and profitable operations of Brown Brothers Asphalt and Concrete (BBAC). They will lead and develop Account Executives to meet and exceed gross profit goals.

The primary objective of the Senior Sales Director is to meet or exceed sold gross profit goals for the market(s) responsible. As a senior leader of the organization it is expected that the sales director embodies extreme ownership in everything that he or she is responsible for. The sales director should work with the senior leadership team in helping to drive company culture. The sales director should create and implement strategic objectives that contribute to the accomplishment of the company’s mission.

Duties and Responsibilities:

Sales

Establish yearly sales goals for team(s)

  • Communicate and negotiate sales goals to upper management
  • Ensure sales goals are visible and understood by all subordinate managers and team members
  • Establish and implement sales strategies that help the team to meet or exceed their sales goals

Prepare weekly Sales Forecasts for the team(s)

  • Gather sales forecast numbers for the team(s) responsible for
  • Continually deliver weekly sales forecasts to upper management
  • Continually work with sales team to review and improve forecast accuracy
  • Utilize Netsuite forecasting tools for forecast entry and reporting

Pipeline Management

  • Partner with lead generation manager to evolve processes that bring in quality project leads into the sales funnel
  • Partner with the marketing manager on creating customer contacts and project lead generation strategies
  • Provide feedback on the effectiveness of lead generation tactics
  • Manage bidding activity to ensure that we are on track to meet or exceed sales goals
  • Identify deficiencies in bidding
    • Establish standards of how long an opportunity can be left in the pipeline
    • Manage pipeline accuracy (Close out obsolete opportunities)
    • Create tactics to address deficiencies
    • Implement these tactics
  • Manage project opportunity; follow up, communication and bidding to ensure that we are responsive to all project leads that come in for your market(s)
    • Identify any project opportunities we are having challenges serving
    • Create and implement tactics to try to serve these project opportunities
  • Manage closing activity to ensure that we are on track to meet or exceed sales goals
    • Identify risk areas in closing
    • Create tactics to help with sales closes for the month
    • Implement these tactics
  • Own the lead to work order sales process
    • In alignment with the company vision, consider customer touchpoints in the process and implement objectives that meet or exceed customer expectations in the lead to work order process
    • With the sales operations manager, identify bottlenecks in the process and implement objectives that attempt to eliminate bottlenecks and rework in the internal process
    • Partner with the Sales Operations Manager to help determine best practices and roles for sales assistants in the process
  • Work with sales management and account executives to help develop and maintain relationships with MVP customers
  • Develop expert knowledge of our product and service offerings
    • Helps make recommendations to team members on product/service offerings that will meet the customer’s needs
  • Provide feedback to operations with regards to work order performance, customer satisfaction and the competitive landscape

Metrics

  • Identify key metrics to be used to manage the performance of your sales team
    • Review metrics on a weekly basis
    • Investigate exceptions
    • Use data to help inform the strategic direction and decisions of the sales org

Marketing

  • Develop and implement strategies to seek out and create new customers in order to expand Brown Brothers’ market share
  • Strive to achieve the highest sold gross profit levels for our product/service offerings
    • Continually evolve and promote the company’s value proposition to team members and customers
    • Evaluate competitor pricing levels and value propositions
    • Partner with marketing and IT to help manage optimal pricing for our service offerings
  • Routinely seek education on new product / service offerings available to our customers
  • Develop go to market strategies and make presentations to leadership on new opportunities
  • Continually seek out customer taste and preferences with regards to the products and the sales process
  • Review customer satisfaction surveys provided from marketing
  • Provide feedback to sales teams based on these surveys
  • Develop an understanding of why we lose project opportunities and cannot win certain customers
  • Develop and implement strategies to bring our loss rate down and customer conversion rate up

Team Development

  • Create job description for all subordinates
    • Account Executive
    • Sales Administrators
  • Make recommendations on organizational structure that will best achieve team sales goals considering customer, company and sales team member needs
    • Consider new customer attainment along with managing existing relationships
    • Review each position in the sales org and determine key responsibilities along with skills & ability standards
  • Evaluate team members’ performance
    • Identify candidates for promotion in the sales org
    • Work to develop these candidates into more advanced positions
    • Identify underperforming team members.
    • Work to manage these team members’ performance up or manage the team member out of the business
  • Constantly recruit for potential sales talent
  • Develop a bench of junior to experienced sales talent that could be brought in to backfill or fill a new position
  • Train new employees on the products and services that we provide
  • Educate and monitor bids until an acceptable proficiency is established
  • Continuously coach team on sales techniques and sales tools
  • Educate and hold accountable the sales organization on the use of CRM tools
  • Trains and ensure that all applicable safety protocols are followed with regards to jobsite visits and company vehicle usage
  • Establish and enforce appropriate team communication channels
  • Other Duties as Assigned

Skills:

  • Outstanding leadership, communication, and interpersonal skills
  • Commitment to the highest ethical standards and to the Culture Code
  • Executive presence and demeanor with consultative/execution relationship building selling skills
  • Knowledge of contracting, negotiating, and change management
  • Ability to participate in and facilitate group meetings
  • A strong understanding of B2B custom project solution selling methodology
  • Ability to balance the demands of customer, company, and sales team member
  • Must be able to use data in order to make business decisions

Requirements:

  • 10+ years selling commercial property maintenance and enhancement projects to property owners and decision makers.
  • Must be proficient with Microsoft Office, Outlook, CRM systems and enterprise reporting tools
  • Bachelor’s degree (B.A.) from four-year college or university; or five years related experience with history of results; or equivalent combination of education and experience
  • Mentor individuals and inspire the team
  • Lead people through change
  • Identify and assess talent
  • Use excellent judgment. Conflict resolution and problem solving are required
  • Coach and develop others
  • Energize others to excel and gain commitment to the vision and strategies of the company
  • Maintain a positive and enthusiastic environment even in adverse situations
 

Full-Time/Part-Time
Full-Time 

Location
Brown Brothers Asphalt & Concrete Corp. 

Exempt/Non-Exempt
Non-Exempt 

Created By
Florencio Palomo 

Number of Openings


Number Filled


Close Date
 

Shift
 

Post Internal Days


EOE Statement
We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law. 

Application Instructions

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