VP, Distributor Sales

About the Company 

Glen-Gery Corporation is a wholly owned subsidiary of Brickworks Limited. Brickworks Limited (“The Group”) is a large Australian-listed group of companies. The Group has been in operation since the early 1900s, has a market capitalization exceeding $2.5 billion, and operates across 3 core business segments: Building Products, Land & Development, and Investments. The Group employs more than 2,000 FTE employees and operates nationally across Australia, recently acquiring Glen-Gery Corporation to add operations in the USA.

Founded in 1890, Glen-Gery Corporation is one of the nation’s largest brick manufacturers and operates eight brick manufacturing facilities. Glen-Gery products are sold nationally through a network of over 500 distributors as well as in Canada. Since entering the USA in 2018, Brickworks has acquired Sioux City Brick, Redland Brick and the distribution business of Southfield Corporation in Illinois and Indiana (Illinois Brick, Indiana Brick). The combined North American business now has more than 900 employees, operates across 40 locations, including 8 brick plants, 26 masonry supply/retail locations and 3 design studios.

Basic Function:

Reporting to the Brickworks North American President, the Vice President of Distributor Sales will have primary responsibility for oversight of strategy, initiatives, people, and performance focused on increasing sales and revenue through the expansion of Glen-Gery products in the building materials market.  This role is accountable for providing leadership and direction to the distributor sales, advanced cladding and key account groups.  As a member of the executive leadership team, this position works closely with other functional leads to create and align company strategies and goals for the overall increase in revenue and profit. 

Summary of Responsibilities: 

• Develop and grow key relationships with customers and prospective customers to drive market share and profitable revenue growth in keeping with company objectives
• Direct distributor sales staff in establishing customers, increasing sales, overall customer satisfaction and new leads to ensure achievement of sales objectives
• Responsible for implementing and communicating strategies to staff in accordance with business plans and goals
• Work with President, EVP of Finance, and Controller to evaluate pricing structure for distributor sales
• Analyze market trends and develop action plan, prepare sales activity reports; compiles sales data, interprets significance
• Responsible for establishing a sales strategy for Wall Systems to gain market share in thin brick, thin brick systems and lightweight cladding
• Support Advanced Cladding Sales and Technical team
• Develop strategy to increase market share with Key Accounts Manager
• Review orders, activity reports, expense reports and competitors’ activities
• Develop and monitor yearly budgets
• Participate in the selection, development, and training of the sale force
• Participate with the President in planning and controlling company growth and evaluating performance against objectives
• Monitor sales budget efficiency, initiating corrective action as required; ensure the cost effectiveness of sales expenses
• Promote and secure new business by exploring new product users and industries
• Develop full market potential of prospective users of products being marketed
• Provide personal and technical leadership that encourages direct reports to maintain high levels of ethical business practices that are responsive to the needs of consumers, employees, and the public
• Provide technical advice and assistance to customers, sales staff and others
• Works closely with production and operations to monitor and ensure that product conforms to quality control parameters and is available in amounts to supply the product demand
• Develop and direct adherence to safety programs and procedures for distributor sales team
• Work closely with distributors and contractors to develop sales program
• Develop appropriate product positioning, branding, communications strategies, sales training material and other tools and strategies for new and existing products
• Establish, define and direct marketing strategies to increase distributor sales
• Provide and monitor conditions of work that will ensure compliance

Supervisory Responsibilities

• Participate in the selection, development, and motivation of sales talent to obtain company objectives
• Supervise Director of Distributor, Key Account Manager and the Advance Cladding team
• Responsible for monitoring performance, establishing development and training plans
• Train sales force in new products, business strategies, goals and sales efforts

Education

1. Bachelor’s degree in business, Economics, or a related field required
2. MBA preferred

Experience

1. Business experience of 15 years in progressively responsible retail operational leadership positions
2. Previous experience with customer products and building materials preferred
3. Experience in developing budgets, business plans required
4. 4. Superior negotiation skills for both internal and external purposes
5. Strong working knowledge of data analysis and performance metrics, using business management software (SAP, ERP, CRM)
6. High level of written and oral communication skills

This job description is not intended to be all inclusive and as such, the employee will also be required to perform other reasonably related business duties as may be assigned by the immediate supervisor and/or other management personnel as required.                                                                                                            

Equal Opportunity Employer