THIS IS AN INDIVIDUAL CONTRIBUTOR ROLE

Our CLIENT has become one of the DFW Metroplex’s top providers of seamless aluminum gutters and downspouts as well as commercial box gutters and conductor boxes. The company primarily serves the multi-family housing market, including apartments, condominiums and townhomes, but is also growing its business rapidly with developers of senior living facilities, student housing, hotels and motels, and large custom homes. The company operates primarily in the DFW area but also serves such markets as Houston, Austin, San Antonio and other Texas locations.

The Position

The Sales Director will join the company’s sales team as an individual contributor responsible for identifying, qualifying, proposing and closing sales opportunities with new and existing clients. This is an “outside sales” role, with extensive client interaction, client relationship development and visits to client offices and construction job sites to meet with general contractors, superintendents and client office and field personnel. He/she will ensure that the COMPANY is known in the marketplace and is well-positioned to receive Requests to Bid from prospects and clients. It will then be the Sales Director’s responsibility to determine if the opportunity fits with the company’s sales strategy and target markets, ask appropriate questions and, with support from an estimator and sales coordinator, responsibly submit a proposal. He/she will then follow up with the potential client to promote the COMPANY's bid, ensure the value proposition is understood, ensure an apples-to-apples comparison is made with other bidders, and to answer any client questions or provide any missing or additional information. In so doing, the successful Sales Director will further develop the client relationship and ensure that the COMPANY is the selected bidder. The Sales Director will then make any final adjustments to the proposal, negotiate favorable terms and conditions and close the sale with the client. Once closed, he/she will work a scheduler to get the job on the delivery schedule and conduct a handoff meeting/discussion with the operations team.

Compensation for this position will include a base salary, commissions based on sales performance and the achievement of identified targets, medical insurance, a company-matched savings account and a company-paid gas card.  

Specific Responsibilities

• Prospect for potential new clients and produce new revenue opportunities.
• Build a robust pipeline of clients and opportunities to achieve specific sales goals.
• Meet new client personnel and develop relationships at multiple leadership levels.
• Understand sales strategy and translate it into a winning value proposition.
• Understand and follow the sales process.
• Ensure that all client and new business opportunity information is captured in the CRM.
• Be a team player working with other sales directors and the sales coordinator, estimator and scheduler.
• Sell high-quality business that fits the company’s sales and go-to-market strategies and that operations team can successfully deliver.
• Own and participate in creating winning proposals that differentiate the company.
• Own and participate in developing solutions, services, pricing and terms.
• Handle client objections tactfully but directly, emphasizing positive outcomes for both parties.
• Present an image that positively represents the COMPANY’s culture and values and appropriately mirrors the image of the client.

Qualities needed

• Loves selling and winning
• Loves succeeding and growing a business
• Likes to contribute to a winning team
• Works collaboratively and independently, without close supervision
• Likes engaging clients on business and personal levels, and in formal and informal situations
• Understands sales/marketing/lead generation activities and their integration
• Able to read and understand architectural/construction/engineering drawings
• Able to read and understand technical, financial and commercial bid requirements
• Comfortable working with software and technology
• Holds self and others accountable, able to accept responsibility
• High attention to details and accuracy
• Client-first, service orientation
• Ability to follow established processes

Experience/Personal characteristics

• Minimum of five years of successful sales history in a construction-related field
• Professional sales acumen, demeanor and attitude
• Strong oral and written communications skills
• Bachelor’s degree strongly preferred
• Bilingual (Spanish) preferred but not required
• Embraces COMPANY's culture, ethics and values

 

Posted On: Thursday, May 17, 2018