Job Description
JOB SUMMARYPosition Purpose Summary:
Responsible for the business development of Multi Family Housing accounts in the Building Materials/Construction Industry. Develops and executes strategies on how to enter the Multi Family Housing market and obtain profitable market share. Builds / maintains relationships and develop plans to profitably increase sales for targeted national accounts in the Multi-Family sector. Creates long-term account strategies, including analysis of product, pricing and product introductions. Develops, monitors, and analyzes sales forecasts and related data including profitability and rate of sale in the Building Materials/Construction Industry.
KEY TASKS / RESPONSIBILITIES
- Understands the company’s vision, mission, and strategy; understands business unit objectives and sets/accomplishes individual performance goals accordingly.
- Established relationships with Architects, Owner/Developers, and General Contractors.
- Researches and determines the customer and business relationships to establish and maintain for entry into and to gain market share in the Multi Family Housing segment. Participates in local and national trade associations and conferences to learn about the Multi Family Housing sector.
- Acquires large account opportunities. Develops and executes profitable business plans for managing newly acquired accounts and monitors plans effectively.
- Plans strategic customer visits to cultivate relationships, determine customer needs and present BlueLinx’ value proposition.
- Determines who the competitors are in the Multi Family Housing market and ensures BlueLinx does not compete with any of its own customers and/or suppliers. Establishes BlueLinx’ competitive strengths and weaknesses.
- Develops, builds and enhances relations with account buyers as well as with inventory planning, replenishment, supply chain management, store operations, marketing, and category management planning. Partners with individuals within sales, and other employees to communicate account plans and pricing to drive sales.
- Plan and implement strategy for new products and programs that drive sales and profit. Marketing/Merchandising - Work with customer to develop new ideas and strategies.
- Varying levels of travel on behalf of the company is part of the requirement for this role.
Span of Control:
Leads a small to medium group of employees directly and/or has significant direct and/or indirect responsibilities in getting work done through others.
Decision Making / Autonomy: Decision-making subject to practices and procedures covered by precedent, policies and professional standards
Financial Authority: Contributes to development of an operating plan and budget. May manage parts of budget.
Problem Complexity: Problems are complex and solutions require detail analysis and extensive investigation.
Influencing / People Leadership:
Ability to build consensus and be appropriately diplomatic, understands others’ roles and perspectives, can sell projects and ideas externally and across the organization. Influences others by presenting a strong case. Builds cross-functional relationships to build consensus and create results.
EDUCATION / EXPERIENCE
Certifications: NA
Educational Requirements: BA / BS in Business, related field or equivalent industry experience preferred. MBA a plus.
Years of Experience: 6+ years of experience in related area of responsibility preferred.
Knowledge / Skills / Abilities:
Sales experience, knowledge of product pricing, purchasing, account management, warehousing, transportation, safety, business development, customer service and support.
Excellent ability to operate with considerable latitude in situations requiring original or new concepts / approaches and situations that have little or no precedent. Ability to work with a team of cross-functional BlueLinx employees to help develop, execute and drive a successful profitable strategy around Multi Family Housing. Ability to engage others in developing innovative solutions to important, highly complex strategic and operating problems. Financial acumen (specifically financial statements), strong analytical skills (both qualitative and quantitative). Planning, negotiation, decision-making, innovation, change management, persuasiveness and strong interpersonal skills. Territory management and target marketing skills. Ability to manage multiple priorities, sense of urgency, innovative, problem solving. Customer focused. Consultative and relationship selling skills. Proficiency using Microsoft Office Software and relevant sales systems technology.
POTENTIAL CAREER PATHS
Manager, Regional Multi Family Sales, National Account Executive, Sales Manager
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