Sales Manager

Job ID:  513834

The name Central Supply Company, a CRH company, has been synonymous with “service” for over 100 years and four generations. We serve our customers in communities throughout north, central and southern West Virginia, southwest Pennsylvania and western Maryland. While we strive to promote our main product lines of Ready-Mixed Concrete, Concrete Block, Concrete Pumping, Insulated Concrete Forms, Brick and Builders’ Materials, our number one goal is to forge partnerships with our customers through hard work and service. In addition, by being a part of the CRH family, we are a proud reflection of the hundreds of family businesses, local and regional companies and mid to large sized enterprises that come together to form CRH.  CRH is the number one asphalt producer and paver, the second largest aggregates producer and the second largest ready-mix producer in North America. We are also the number three cement producer in North America and a leader in Canada. CRH operates with a decentralized, diversified structure, letting you work in a small company environment while having the career opportunities of a large enterprise.

Position Overview

The Sales Manager position is a key member of our Central Supply leadership team who contributes to the overall success of the business by fostering a team-oriented customer-focused culture, developing and executing a successful market strategy, and continuously making our business better. This position will promote commercial success through working collaboratively with all parts of the Central team to deliver excellent products and services for our customer base, building enduring relationships with our stakeholders, and creating an environment for internal associates to succeed and grow. In this role, you will work with other business leaders, a team of sales representatives, and other stakeholders to advance the company’s sales strategy, deliver its values and create a successful retail environment, that continues to make Central Supply of WV a great place to work and conduct business.

Essential Duties and Responsibilities

• Implement corporate sales strategies; uphold corporate standards and pursue the goal of driving new sales that increase overall market share.
• Participate in the demand forecast process; review and monitor weekly and update monthly.
• Work with the Central sales team to develop strong strategic plans, organizational, communication, and market coverage/penetration skills.
• Build internal relationships and listen to colleagues across our entire business to learn from their feedback and experiences and make our organization better.
• Collaborate with other CRH lines of business to provide solutions to our customers’ most difficult challenges
• Provide effective communication of sales strategies and development plans to Area Managers.
• Develop, support and promote strong relationships.
• Ensure prompt follow up on all sales/quotes.
• Negotiate and finalize quotations while maintaining the best possible average sales price (ASP).  
• Keep fully abreast of the current market condition, technological changes, and customer needs.
• Strive to provide excellent service to all our clients by identifying and resolving concerns appropriately.
• Prepare required paperwork, including quotes, bid documents, contracts, subcontracts, job worksheets, special price forms, credit approvals, billing reports, sales reports/information request, etc. accurately and in a timely manner.
• Review/update monthly backlogs and refresh our forecasting models monthly.
• Continuously review aging Accounts Receivable and address delinquent customers in coordination with our Credit Department.
• Periodically visit our production sites and develop strategies to address operational challenges i.e. slow-moving inventories, moving waste products, etc.
• Interact regularly with operations and other lines of business to be aware of any internal/external conditions that may impact sales and/or the customer.
• Participate in local marketing events.
• Travel extensively within the region and as necessary to support and foster customer relationships.
• Coach and support the team in personal and professional growth, which includes promoting and executing organizational and employee initiatives, such as goal setting, development plans and coaching/ mentoring programs.
• Perform pricing analysis, which includes price / volume tradeoffs, NBAs, historical trends, regional and segmentation pricing, and competitor pricing analysis.
• Drive toward performance goals, including volume/margin targets, key account and relationship targets and support other performance targets.
• Participate in and facilitate daily, weekly, and monthly meetings to ensure customers and production teams operate at optimum efficiency and effectiveness.
• Engage and effectively communicate with stakeholders within sales, and across our business to promote the departments and organization’s values, strategy, and direction to gain alignment toward a common goal.
• Present and effectively communicate financial and sales results to the Sales team and upper management.  
• Create value for both Central Supply customers and stakeholders on projects and create and promote value propositions for customers. Support and execute on efforts to leverage technology and systems (Salesforce, Quote to Cash, Viewpoint, Command, etc.) by stressing their value, ensuring adoption and utilization, and leverage insights and value created from their use.
• Display a professional and courteous attitude to co-workers, supervisors, and the public at all times.
• Strict adherence to safety requirements and procedures as outlined in the Manual of Safety Practices and Procedures.
• Strict adherence to Central Supply policies and procedures as outlined in the Company Book of Policies.
• Willingness to work in a team environment and assist co-workers or supervisors with other duties as required.
• Timely and regular attendance is an expectation of performance for all employees.  Employees will be held accountable for adhering to their workplace schedule.
• Proficient in local, state, and regional economic conditions and trends and relevant impact to sales strategy and goals.
• Develop accurate competitive profiles that contribute to market specific and overall business strategy action plans.
• Work with the company GM and marketing specialist on various forms of marketing exposure to include but not limited to billboard and publication advertisements, website updates and all forms of social media platforms that increase public knowledge, visibility and interest in company products and service offerings.
• Must be willing to personally attend and or assign team members to attend industry related functions that strengthen our market exposure and expand internal and external relationship opportunities      
• Perform other duties as directed.

Education/Experience

• High School Diploma or equivalent.
• Minimum 3 years’ Business Sales and/or Sales Management experience preferred.
• Ready Mix and Building Supply Industry Sales Management experience preferred.
• Bachelor’s degree from a four-year college or technical school; or two to four years related experience and/or training; or a combination of education and experience. COMMAND knowledge and basic understanding of concrete and Building Supplies a plus. Prior experience in the construction materials industry is preferred.
• Two or more years of related experience in customer service and sales or related exposure from other functions in industry is preferred.
• Two or more years of managing and leading people in a team environment is preferred.
• Highly respected team player/learner and a collaborative worker. Possesses a strong desire and ability to learn.
• Experience and training in customer centric and collaborative environments where communication and influencing principles are exhibited.
• Experience in customer focused roles where negotiations, relationships and sales processes were exhibited.
• Experience in formal presentations to various groups across a business.
• Experience in market strategy and execution preferred.

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.

• Must have a state issued valid driver’s license.
• Ability to work independently with attention to detail and strong organizational skills.
• Able to follow direction and work effectively in a team environment.
• Excellent computer skills and proficient in Windows, Word, Excel, Outlook, PowerPoint, Salesforce etc.
• Must have a positive attitude and be a team player.
• Exhibit a high level of responsiveness.
• Ability to function in a fast-paced environment.
• Ability to effectively prioritize meeting long term and short-term deadlines.
• Ability to respond to stressful situations, co-workers, and customers in a professional, courteous demeaner.
• Must be 18 years or older.
• Must pass pre-employment physical, drug screen and criminal background check.
• Must be willing to travel, work weekends, and work away from home when required.
• Must be willing to work nights and weekends when necessary.
• Mobility to attend various meetings and events at offsite locations.
• Ability to read and interpret documents such as project plans, safety rules, operating and maintenance instructions, and procedure manuals.
• Ability to speak effectively to customers or employees of an organization.
• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• Ability to compute rate, ratio, and percentage and to draw and interpret bar graphs.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule forms.
• The ability to effectively recruit and train sales personnel, track sales staff productivity, develop marketing strategies, forecast revenue growth and profit, customer relationship building and operations management.
• Ability to write and interpret business reports and correspondence.

Physical Requirements

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.

• While performing the duties of this job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; and talk or hear.
• The employee frequently is required to climb or balance.
• The employee is occasionally required to sit and stoop, kneel, crouch, or crawl.
• The employee must regularly lift and/or move more than 10 pounds.
• Specific vision abilities required by this job include distance vision, peripheral vision, and depth perception.

Work Environment

• Work in office environment
• Travel is required to project sites and company work locations.

The statements included in this job description are not intended to be all-inclusive.  They represent typical elements and criteria necessary to successfully perform the job.  Other duties may be assigned as required.  Requirements for this job are subject to modification by the Company and its designees, and reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

What CRH Offers You

• Highly competitive base pay
• Comprehensive medical, dental and disability benefits programs
• Group retirement savings program
• Health and wellness programs
• An inclusive culture that values opportunity for growth, development, and internal promotion

About CRH

CRH has a long and proud heritage. We are a collection of hundreds of family businesses, regional companies and large enterprises that together form the CRH family. CRH operates in a decentralized, diversified structure that allows you to work in a small company environment while having the career opportunities of a large international organization.

If you’re up for a rewarding challenge, we invite you to take the first step and apply today! Once you click apply now, you will be brought to our official employment application. Please complete your online profile and it will be sent to the hiring manager. Our system allows you to view and track your status 24 hours a day. Thank you for your interest!

Central Supply Company, a CRH Company, is an Affirmative Action and Equal Opportunity Employer.

EOE/Vet/Disability