Business Development Manager - Northeast

Job Description

Job Description

Business Unit:  Evolution Framing

Reports To:  Director, Sales - Evolution Framing

FLSA Status:  Exempt

Location:  Remote within Territory

OVERVIEW

Evolution Framing is seeking a Business Development Manager focused on driving demand of Evolution products to join our Evolution Sales team. In this position, you will work with distributors, dealers, contractors, home builders, architects, specifiers and code-officials to accelerate adoption of Evolution steel framing in the market. In this role, you will conduct internal and external training sessions, webinars, product knowledge/training sessions, and assist or advise in installation of high profile and new user projects. The Business Development Manager must have the ability to facilitate the sales process, meet corporate objectives, and develop and execute strategies to increase and retain relationships with the customer base across the sales channel within the specified geography.

This position will work closely with various members of the sales team and cross functional departments including Product Management, Marketing, Supply Chain, Finance, Innovations, Order Management, and Customer Care.

This position will be based out of a home office and require regular travel. Candidates must be located within the assigned territory and within proximity to a major airport.

Territory Includes: Northeast Region (CT, ME, MA, NH, NJ, NY, PA, RI, and VT)

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Primarily focused on driving Evolution steel framing to contractors in both the residential and commercial segments.
• Responsible for driving product awareness at the architect, insurance agency, public agency, and code official levels.
• Create Annual Sales Plan and Budget and communicate necessary actions, tools, and resources required to accomplish plan and budget.
• Communicate, present, and enroll members in the Preferred Contractor and Authorized Dealer Programs in the respective region.
• Organize and set up an installer network to facilitate projects in channel.
• Foster an environment of open communication.
• Maintain a high energy and comprehensive working knowledge of the Evolution product line.
• Develop new business target list, develop strategy and tactics for new account acquisition, conduct meetings, presentations, site visits, produce quotes, and close new business to consistently attain and exceed sales objectives.
• Identify and initiate contact with key buying influences within target accounts to develop long-term business relationships.
• Report to the Director, Sales as to the status of the region in all areas including successes, challenges, and needs.
• Maintains knowledge of local building trends, code, and compliances.
• Coordinate projects, anticipate customer needs, planning, ordering, and issue resolution.
• Assist in hands-on site installation training for new customers and/or subs.
• Attend industry events and work national trade shows as applicable.
• Positively impacts the local industry through community involvement and participation in builder industry associations, events, and committees.
• Record activity and projects into company CRM and keep all information correct and up to date.
• Utilize lead analytics software, social media networking, and other industry tools to facilitate cold calls which ultimately lead to incremental sales.
• Facilitate direct sales opportunities with target customers.

SUPERVISORY RESPONSIBILITIES:

• None

COMPETENCIES: To perform the job successfully, an individual should demonstrate the following competencies:

Achievement Focus – Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delay, or unexpected events.

Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Business Ethics – Treats people with respect; keep commitments; inspires the trust of others; works with integrity and principles; upholds organizational values.

Communications – Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Consultative Selling – Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meets customer objectives; manages and documents sales process.

Continuous Learning – Assess own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

Cooperation – Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

Customer Focus – Identifies and prioritizes customer needs and recognizes constraints; responds promptly to customer needs; seeks to find out more about customers and provide a better product or service; adopts professional approach to customers; is reliable and delivers on promises.

Initiative – Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.

Organization Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits organization through outside activities.

Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Professionalism – Practices good hygiene and presents an appropriate professional appearance; understands how one is perceived by others; takes actions intended to have a position effect on others; makes a friendly impression on others by using good eye contact and using names whenever possible; develops and maintains positive working relationships and maintains a pleasant work attitude.

Sales Skills – Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contracts; maintains customer satisfaction; maintains records and promptly submits information.

Technical Expertise – Effectively applies technical knowledge to solve a range of problems; develops solutions to problems that cannot be solved using existing methods or approaches; is sought out to provide advice or solutions in the area of expertise; keeps informed about current developments in the area of expertise.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience/Additional Requirements

• Bachelor’s degree in business, Marketing, or related field preferred
• Minimum 3 years of successful experience in decking building, single-family or multifamily building material sales with a consistent track record of exceeding expectations
• Working knowledge of building materials industry and products
• Outstanding communication skills, both written and verbal
• Ability to aid the Estimating team in performing exterior material takeoffs from rough site walks and blueprints/plans
• Proficiency in Microsoft Word, Excel, PowerPoint, and CRM software (Salesforce, etc.)
• Strong closing skills
• Strong relationship building skills
• Ability to work independently and/or with a team to drive results
• Strong organizational and time management skills
• Approximately 50% overnight travel required
• Bilingual – English/Spanish a plus

Certificates/Licenses/Registrations

• None

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This is a field-based outside sales role operating out of a home office. This role routinely uses standard office equipment. Regular travel to customer, project, or operating sites is required, which may involve exposure to varying environmental conditions and may require the use of required personal protective equipment, including but not limited to steel toe shoes, hearing protection, and other site-specific safety gear.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand; talk, hear, and use hands and fingers. Specific vision abilities required by this job include close vision requirements. Light to moderate lifting is required. Ability to manage the physical demands and stress of traveling is essential.

ACKNOWLEDGEMENTS: The above job description is intended to convey information essential to understanding the scope of the position and is not an exhaustive list of skills, efforts, duties, responsibilities, or working conditions associated with it. Responsibilities may change based on organizational needs and other factors.