What are the responsibilities and job description for the National Sales Manager position at reSAWN TIMBER co.?
The primary role of the National Sales Manager is to manage and facilitate the promotion of reSAWN TIMBER co. materials to architectural, design, and construction firms within the US and Canada with the goal of building brand awareness, driving specifications and most importantly surpassing revenue targets at acceptable gross margin thresholds.
The National Sales Manager will take on direct reports located currently in the US. There are currently (9) Specification Consultants on this team with a plan to hire an additional 2-4 per year
Position Responsibilities include, and are not limited to :
- Provide the leadership required to ensure reSAWN TIMBER co. achieves its stated Annual Revenue Goal, all the while, adhering to reSAWN’s stated company values.
- Continue to develop and implement sales policies and strategies.
- Travel to each territory 2-4 times per year
- Facilitate Bi-Weekly pipeline meetings to provide support in moving projects through the sales
- cycle. Pipeline meetings will manage CRM accuracy, scheduled activities and reporting requirements. These may include, but not be limited to :
- Total numbers of specifications in the pipeline
- Average size of speciation in terms of revenue
- Number of new specifications added since prior pipeline meeting
- Current Close Rate as a percentage
- Current Close Rate as compared to monthly rolling average to determine if rep is on goal to meet their annual revenue goal.
- Hitting product mix sales goals
- Top Line Revenue per Rep
- Provide monthly pipeline reports to Sales Leadership and / or leadership team.
- Manage and assist Consultants to ensure department and individual goals are met :
- Identifying and actively reaching out to architectural and design firms that best align with companies offering.
- Building relationships with targeted firms via product presentations, library updates, CEU’s, and various industry events.
- Guiding Consultants on all areas of deal pursuit including live presentations, deal strategy, upselling / cross-selling, increasing deal size and closing the sale
- Provide material quotes to contractors / subcontractors as necessary for all projects in progress.
- Identify and develop new business directly with targeted commercial end users.
- Work with Marketing Manager to co-develop Sales / Marketing Strategies to increase leads and brand
- awareness / positioning.
- Continue to acquire and maintain comprehensive product knowledge to achieve expertise level of
- knowledge around reSAWN’s material offering and install methodologies of material.
- Encourage and manage professional development of all direct reports, including active participation in local chapter trade associations. (ASID, IIDA, AIA etc.)
- Support and / or lead Deal Pursuit to close business and service customers
Other Requirements :
