Director, Builder Sales

Overview:

The Director of Builder Sales will collaborate with Beko Leadership and Sales teams to create and bring to life a winning builder strategy, along with the tools required to drive breakthrough growth in this business-critical revenue stream.  The Director of Builder Sales is responsible for developing and implementing strategy, sales plan, and forecasts for overall builder business development, sales, and account management.   This role requires the ability to serve as both a strategist and hands-on contributor – involved in both strategy design and sales execution.

The Director of Builder Sales will be responsible for leading the builder team to meet and exceed sales goals. S/he will work closely with key partners in product development, marketing, supply chain, and after sales and service as well as dealers and distributors. This individual will be considered one of the key internal and external representatives of the brand and must be able to successfully engage their audience cross-functionally.

The successful candidate must be 100% engaged in the everyday business. S/he must know how to set priorities and develop the right strategies and deliver on the said deadlines. The Director of Builder Sales must assess the effectiveness of sales programs and determine/ensure ROI on sales investments. The effective candidate will be strategic beyond their own department and assist other departments in achieving their goals.

The Director of Builder Sales is responsible for developing and leading the Builder Sales strategies and tactics to:

• Lead Contract Strategy creation, KPIs, and execution delivering profitable growth - Achieve revenue, margin, share and customer satisfaction goals.
• Direct builder strategy, current and future
• Work cross-functionally with Sales, Operations, Supply Chain, Product Development, and Marketing organizations to create and execute contract channel specific pricing, programs, and go to market tools that align with business, segment, and customer goals
• Work with Operations to develop and implement critical Contract GTM tools: Quote tool & Quote rules, CRM & Lead Management (Pipeline) Tools (SalesForce), Ranking Reports, Backorder vs. Forecasting, Contract Focused Presentation Tools
• Establish guidelines for marketplace investments, merchandising funds, and co-marketing efforts to maximize return on investment (P&L Ownership)
• Contract Coach and Mentor to ASMs (Area Sales Managers) and BDMs (Builder Development Managers), make Winning at Contract an infectious passion throughout the organization
• Engage Influencers (Architects, Designers, Specifiers, Association) in Beko’s Contract Strategy – Make them Brand Ambassadors.
• Create and oversee ABD (Authorized Builder Distributor) Advisory Council.   Facilitate 1 to 2 annual ABD Advisory Council meetings to engage key ABD Customers and extract critical knowledge to influence a winning Builder strategy.
• Proven Customer Advocate – Keep the Customer in the center of all we do
• Lead the identification of new contract business opportunities and develop strategies to grow marketplace, while incorporating those learnings into national contract strategy
• Analyze competitive landscape and determine best in class industry deliverables
• Develop and implement a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts.
• Drive the development of Industry relationships.
• Collaborate internally and externally to build world class initiatives.
• Travel required up to 50%.

Attributes:

• Problem Solving - Identify and resolve problems in a timely manner; Gather and analyze information skillfully; Develop alternative solutions; Work well in group problem solving situations; Use reason even when dealing with emotional topics.

• Communication - Ability to build consensus and obtain organizational alignment for initiatives; Detail-oriented and ability to think strategically/communicate strategic implications; Proven leadership/management skills with excellent quantitative skills combined with superior oral, written and interpersonal communication skills; Must possess excellent presentation and public speaking skills  

• Teamwork - Balance team and individual responsibilities; Exhibit objectivity and openness to others' views; Give and welcome feedback; Contribute to building a positive team spirit; Ability to build/maintain effective relationships in a team-oriented, high demand environment; Able to build morale and group commitments to goals and objectives; Support everyone's efforts to succeed.

Requirements

• Bachelor's Degree in Business, Marketing o