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Director of Sales - Construction and Prefab Services

Company: Atkore International
Location: Addison
Posted on: January 22, 2023

Job Description:

DescriptionDirector, Sales - Construction and Prefab Services
Who we are:
Atkore is forging a future where our employees, customers, suppliers, shareholders, and communities are building better together - a future focused on serving the customer and powering and protecting the world.
With a global network of manufacturing and distribution facilities worldwide, Atkore is a leading provider of electrical, safety and infrastructure solutions.
Who we are looking for:
We are currently searching for a Director, Sales - Construction and Prefab Services, to be based out of Addison, IL. Reporting to the President, Construction & Prefab Services, this person will be responsible for leading growth and profitability by managing the efforts of our commercial team through strategic planning and tactical coordination to both existing clients and new accounts. Our primary customers in this space are sophisticated General, Mechanical, and Electrical Contractors across North America.
What you'll do:
Additional Responsibilities include, but are not limited to:

  • Develop and execute strategic objectives to grow sales and achieve revenue, cash flow, and margin objectives
  • Lead a team of seasoned Regional Sales Managers (RSMs) and Strategic Account Managers (SAMs)
  • Direct the entire sales process from project selection to commercial execution and value creation
  • Manage Organizational Structure: develop and acquire top talent, provide high quality coaching to improve individual and team sales capabilities
  • Understand changing customer needs, market dynamics, fluid scope requirements, and refine the sales approach to create earned value through cost and schedule certainty to exceed customer expectations
  • Utilize Sales Force (CRM tool) to proactively manage an extensive project pipeline, monitor bid activity, optimize forecasting, and improve conversion rates
  • Work closely with our Project Management, Estimating, Drafting, Finance, and Operations teams to support client requirements
  • Develop strong customer relationships, at the executive level, to drive meaningful engagement, built on trust, competence, and loyalty
  • Optimize Program Selling efforts to support sustainable growth across multiple regions
  • Provide guidance on evolutionary sales improvement techniques, based on experience and metrics
  • Build monthly reports providing key accomplishments, market updates, and critical information to help our executive team make timely decisions to improve desired outcomes
  • Uncover locations where customers are building, understand their design, schedule, and scope of work
  • Help manage successful scope reviews, contracts, proposals, pricing strategies, and negotiations

    What you'll bring:
    Qualifications include:

    • Bachelor's in related engineering, business, or construction disciplines
    • 10+ years' relevant working experience in a senior sales management position in the construction industry, ideally with a background in engineering or project management
    • A proven history leading a large remote team to meet business objectives; deep understanding of account prioritization and solving client needs
    • Expert understanding of Healthcare, Data Com, hospitality, and government markets with established relationships with GCs, ECs, OEMs, Engineers, and Architects
    • Possess a technical aptitude and comfort in understanding blueprints and specifications and a deep familiarity with construction
    • Financial acumen, integrity, strong team player, exceptional work ethic, and sound decision making
    • Ability to think strategically and develop long term goals while tactically reacting quickly to changing market conditions
    • Strong proficiency in Microsoft Office applications, and CRM tool experience
    • Demonstrate Atkore Core Values - Accountability, Teamwork, Integrity, Respect, Excellence
    • Travel Requirements: 50%+ of the time and critical to the success of the position

      Within 3 months, you'll:

      • Complete your 60-day Atkore Immersion Program to understand our mission, values, business units, processes, products, customers, go to market strategy, our people, and overall culture
      • Develop authentic relationships with RSMs - understand their roles and responsibilities, and establish regular cadence calls to help them succeed
      • Determine how this leadership position enhances the sales team capabilities and contributes to Atkore's overall strategy
      • Evaluate our sales process (to include sales force integration) and work collaboratively with RSMs to improve our value and conversion rates
      • Begin traveling to job sites to see how our products and services support customer projects

        Within 6 months, you'll:

        • Lead our national sales plan, understand the key performance indicators of the business, and create goals to help drive sales
        • Build strong relationships with executives, stakeholders, and influencers in our markets, focusing on large General and Electrical Contractors promoting our value proposition and expanding our reach across multiple geographies
        • Use Sales Force to manage projects, conduct pipeline reviews, and achieve sales forecasts
        • Brief our Executive Leadership Team on sales activities, key metrics, achievements, market analysis, and provide recommendations to improve performance
        • Articulate who we are, what we do, and confidently deliver our value prop on both a program level and individual project level with an approach at the executive level
        • Engage with our marketing team driving efforts to enhance brand awareness in the market

          Within 12 months, you'll:

          • Have traveled with each RSM in their assigned region, meeting with key customers and partners
          • Work with the team to maximize our modular prefab offering to support client requirements
          • Continue to build our mission-critical data center team to achieve revenue goals in this vertical, to includes helping support our new Data Center Containment offering
          • Expand our position in complex projects supporting chip manufacturing facilities
          • Together, with our leadership team, contribute to building a multi-year strategy supporting our long-term goals

            Atkore is a recipient of a Great Place to Work certification and a Top Workplaces USA award! We're committed to creating an engaged and aligned workforce that drives collaborative culture. Our team strives for breakthrough results, stays focused on being standout leaders, and fully supports decisions of the Company. We consistently live the Atkore mission, strategic priorities, and behaviors, all in a way that's consistent with our core values. Together, we build strong leaders that continually endeavor to move us forward.
            With a global network of manufacturing and distribution facilities worldwide, Atkore is a leading provider of electrical, safety and infrastructure solutions.
            Join our team and align yourself with an industry leader!

            Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThe contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

Keywords: Atkore International, Naperville , Director of Sales - Construction and Prefab Services, Sales , Addison, Illinois

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