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!
#LI-MB1
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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