What are the responsibilities and job description for the Regional Sales Manager position at Martin Marietta?
Description
Position Summary
Reporting to the Rocky Mountain Region VP/GM, the Regional Sales Manager – Aggregates will be responsible for providing the strategic leadership for the regional aggregate sales team. Position is a leader of leaders with responsibility across five states and team members located in diverse geographies. The Regional Sales Manager will work with the production team and together deliver a value proposition that maximizes long-term profitability, develops, and retains key customer relationships, prioritizes resources, and provides key input for product quality and availability.
Primary Responsibilities
Key accountabilities of the position include:
At Martin Marietta, we strive to work with the best and the brightest – those who have the potential to become our company's future leaders. Each of our roughly 9,500 people shares a common purpose regardless of their professional role or work environment. Together, we utilize our diverse skills and experiences to drive our company and its extraordinary culture forward. Our aim is to build on our foundation of success and help values-driven and hardworking people realize their full potential. When you decide to invest your career in Martin Marietta, you'll know what it's like to be respected, challenged and rewarded.
In return, we offer a highly competitive benefits package, including:
Salary Posting
The base salary compensation, exclusive of benefits or bonuses (discretionary and non-discretionary), will be determined based on factors such as geographic location, business need, market conditions, proficiencies, skills, education, and experience. Additionally, at Martin Marietta we place a high value on internal pay equity and will consider the compensation for those in similarly situated roles and direct team members. The posted range for this role represents the total reasonable pay range and does not solely represent a hiring range. Therefore, hiring at the top or maximum of the range should not be expected as it would not allow for salary growth opportunities in the role, would diminish promotion value, and may not align with internal equity. In addition to our base compensation and bonus opportunities, we also offer a competitive benefits package (more information on benefits listed below).
At Martin Marietta, we offer a variety of health and welfare benefits, including medical, dental and vision coverage; prescription drug coverage; health savings accounts; flexible spending accounts; and life, AD&D and disability insurance. We also encourage our employees to plan for the future by offering a 401(k) with a company match and an employer-funded defined benefit pension plan. Other benefits include paid time off, paid holidays, education/tuition assistance, an employee discount program, adoption assistance, wellness programs and more.
Salary Range Minimum: USD US$170000
Salary Range Maximum: USD US$245000
Position Summary
Reporting to the Rocky Mountain Region VP/GM, the Regional Sales Manager – Aggregates will be responsible for providing the strategic leadership for the regional aggregate sales team. Position is a leader of leaders with responsibility across five states and team members located in diverse geographies. The Regional Sales Manager will work with the production team and together deliver a value proposition that maximizes long-term profitability, develops, and retains key customer relationships, prioritizes resources, and provides key input for product quality and availability.
Primary Responsibilities
Key accountabilities of the position include:
- Strategy
- Develop and execute the regional strategic market plan to coordinate sales and marketing efforts.
- Lead the development of key account strategies for customers operating in region and align efforts across the Enterprise where customer needs require products or services outside of your direct responsibility.
- Collect, report and interpret key market trends, competitor and customer information, and other key data impacting your region. Develop action plans to mitigate or exploit your findings, consistent with Enterprise goals and ethics.
- Plan/Forecasting
- Develop yearly sales (revenue and volume) budgets based on market intelligence acquired through customer interaction, public sector spending information, and other market information tools.
- Budget key customers by product, by business unit to track actual versus Plan/Forecast and produce insightful reports that speak to key variance drivers and trends.
- Develop mitigation plans to address key negative volume and/or pricing variances.
- Account Management
- Develop relationships with key decision-makers and influencers. Align activity with District, Area and local sales reps to ensure “breadth and width” coverage.
- Understand customer purchasing requirements and develop strategies to differentiate Martin Marietta’s ability to uniquely meet these needs.
- Develop and implement product, pricing, and sourcing strategies to meet financial and volume targets.
- Pricing
- Develop product pricing strategies for affiliates, retail, contractor, preferred and quoted market customers.
- Manage Price Book and ensure compliance with internal controls.
- Operations Coordination
- Coordinate with operations management and logistics/dispatch concerning the impact of sales plans on projected volumes, product availability, and other operational considerations.
- Key contributor to Sales and Operations Planning (S&OP) process. Coach team members on how to establish demand and product strategies.
- Quote to Cash
- Responsible for the Region’s “Quote-to-Cash” process including: quoting, sales order management, Price Book, receivables, backlogs, and customer relationship management (CRM).
- Reporting / Analysis
- Analyze sales and market trends and develop strategies to optimize Martin Marietta’s position.
- Prepare monthly and quarterly commercial excellence commentary to report on performance and to present action plans for continued improvement.
- Personnel
- Develop a pipeline of sales talent that excels in consultative, solutions-oriented selling through coaching, feedback, engagement, and proactive and ongoing talent identification and recruitment.
- Assign accounts to sales reps, establish account management responsibilities and targets, and coach them to optimize overall account (pricing, volume, account receivable, etc.) goals.
- Set sales, operational and safety targets for individual sales reps and the overall sales team that aligns with corporate, division, district and area goals. Adjust priorities as needed to reflect changing market conditions.
- Industry
- Represent the company with major contractors, as well as federal, state, and local government agencies and industry associations involved in regulating, specifying, or purchasing construction materials.
- Must be an enthusiastic, highly motivated self-starter
- Ability to perform well under stress and meet deadlines
- Proven leadership and ability to drive sales teams
- 5-7 years sales management experience
- Advanced MS Excel and ERP data analysis capabilities
- Desired: bachelor's degree in business, marketing, construction management, or related field. MBA preferred.
- Sound working knowledge of aggregates and construction materials, including basic knowledge of customer uses of our products (pavement bases, concrete plants, asphalt plants).
- Experience with rail and/or trucking logistics a plus.
- Minimum of 7 years sales experience in the aggregates industry or construction-related field.
- Proven sales, negotiation and customer service skills; demonstrated capacity to develop rational pricing strategies and sales forecasting in a vertically integrated, complex market.
- Strong interpersonal communication skills.
- Strong Microsoft Office capabilities (Word, Excel, PowerPoint, Outlook)
- Demonstrated ability to work within a team to achieve district, division and company objectives
- Travel: 30-45%
At Martin Marietta, we strive to work with the best and the brightest – those who have the potential to become our company's future leaders. Each of our roughly 9,500 people shares a common purpose regardless of their professional role or work environment. Together, we utilize our diverse skills and experiences to drive our company and its extraordinary culture forward. Our aim is to build on our foundation of success and help values-driven and hardworking people realize their full potential. When you decide to invest your career in Martin Marietta, you'll know what it's like to be respected, challenged and rewarded.
In return, we offer a highly competitive benefits package, including:
- Medical
- Prescription Drug
- Dental
- Vision
- Health Care Reimbursement Account
- Dependent Care Reimbursement Account
- Wellness Programs
- Employee Assistance Plan
- Paid Holidays and Vacation
- 401(k) with Company matching
- Pension
- Salary Continuation – Short-Term Disability
- Long-Term Disability Options
- Employee Life Insurance
- Spouse & Dependent Life Insurance
- Business Travel Accident Insurance
- Direct Deposit Payroll
- Educational/Tuition Assistance Plan
- College Scholarship Program – for dependent children
- Matching Gift Program
- New Auto Purchase Discount Plans
Salary Posting
The base salary compensation, exclusive of benefits or bonuses (discretionary and non-discretionary), will be determined based on factors such as geographic location, business need, market conditions, proficiencies, skills, education, and experience. Additionally, at Martin Marietta we place a high value on internal pay equity and will consider the compensation for those in similarly situated roles and direct team members. The posted range for this role represents the total reasonable pay range and does not solely represent a hiring range. Therefore, hiring at the top or maximum of the range should not be expected as it would not allow for salary growth opportunities in the role, would diminish promotion value, and may not align with internal equity. In addition to our base compensation and bonus opportunities, we also offer a competitive benefits package (more information on benefits listed below).
At Martin Marietta, we offer a variety of health and welfare benefits, including medical, dental and vision coverage; prescription drug coverage; health savings accounts; flexible spending accounts; and life, AD&D and disability insurance. We also encourage our employees to plan for the future by offering a 401(k) with a company match and an employer-funded defined benefit pension plan. Other benefits include paid time off, paid holidays, education/tuition assistance, an employee discount program, adoption assistance, wellness programs and more.
Salary Range Minimum: USD US$170000
Salary Range Maximum: USD US$245000
Salary : $170,000 - $245,000
