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Director of Sales (Builder and Contract) Jobs

Goose Creek, South Carolina
SUMMARY:
Responsible for leading the Builder and Contract sales force to meet or exceed company goals for profitable revenue growth within their quotas and territories. Train sales force in general sales techniques, DAX, sales presentations, emerging technologies and on all products and services.

Will serve as the liaison for the sales force to upper management. Ultimately responsible for handling account issues, closing sales, and developing programs in Builder and Contract Lighting Divisions. Provides management direction for the sales force and manages relationships with other staff functions to ensure appropriate resources are available and focused to support selling objectives.

RESPONSIBILITIES:
Select, develop, and coach professional Builder and Contract sales force to meet or exceed Division goals for profitable revenue growth.
Analyze and assign territories to sales reps to ensure meeting of company sales goals.
Serve as corporate liaison between sales force and other units.
Prepare monthly Builder and Contract sales report for VP of Sales, showing sales volume and potential sales.
Develop and implement annual Builder and Contract sales plans by sales representative and account.
Implement sales process to establish a culture of profitable selling to Builders and Contractors.
Cultivate and maintain effective business relationships with large accounts.
Work with the VP of Sales to pursue identified business prospects, participating actively in the planning and sales process for new business opportunities.
Manages Builder and Contract Division budget, monitoring expenditures and reporting.
Collaborate with marketing resources and the sales leadership team to define overall sales strategy and to develop products and solutions responsive to the Builder and Contract customers' business.
Train sales force to build effective staff relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the company's business processes that exceed customer expectations.
Encourage and require high level teaming and collaboration skills to gain the committed and motivated efforts of the company's staff who do not report directly to the Director of Sales for the Builder and Contract Channel.
Establish a planned program for Builder and Contract sales training, working with sales force and Inside Sales Support Coordinator on all aspects of the sales process. Make coaching sales calls with sales force to provide feedback and to assist with large opportunities. Travel extensively to meet customers, to coach sales reps in the field, and to close problem or complex sales.
Ensure company establishes and maintains a "best-in-class" sales force and competitive advantage
Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base.
Write sales reports for quarterly board meetings
Represent organization at various industry conferences
Conduct annual review of all Builder and Contractor Sales Representatives
Effectively manage budgets and perform financial forecasts

REQUIREMENTS:
Minimum of fifteen years of business to business sales experience is required, with at least seven years of sales management experience for global, national, or key strategic account business.
Sales experience in the lighting industry is a plus.
Excellent oral and written communication skills
Proven consultative selling skills
Recognized ability to implement change
Strong organizational and management skills and ability to work independent
Ability to understand and apply market intelligence to sales strategy
High level of financial and business acumen
Excellent relationship building skills
Ability to use technology and analysis tools (Excel, Outlook, DAX, web, databases)
Executive presence to influence senior decision-makers
Knowledge of advertising industry
Media advertising sales experience required
Valid Driver’s License 

SUPERVISION OF OTHERS:
• Direct supervision of Builder and Contract Sales Force
• Strong supervisory skills required to effectively manage daily business activities

PHYSICAL REQUIREMENTS:
Ability to conduct extensive travel, sitting, standing, walking, speaking, ability to lift up to 50 lbs.

WORKING CONDITIONS:
Responsible to set up and work from Home Office, frequent travel required.

This position does not offer sponsorship.
Equal Opportunity Employer
Minorities / Females / Protected Veterans / Individuals with Disabilities
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