Director of Sales - Ceilings West

USG is an industry-leading manufacturer of building products and innovative solutions. For over 120 years, Chicago-based USG has developed award-winning wall, ceiling, flooring, sheathing, and roofing products that enable customers to build outstanding spaces where people live, work, and play. With over 8,700 employees across North America and operations around the world, we are steadfastly committed to our core values: safety, innovation, quality, integrity, service, diversity, and efficiency.

We’re big enough that our professionals have the resources to make a difference, yet small enough that you’re not just a number. You’ll work on key initiatives and build strong relationships across the company that will position USG for growth into the future.

USG offers work-life balance, specialist and general/managerial career paths, promotion from within, exceptional benefits, and incredible long-term career opportunities for the right professional. Each year, we have hundreds of employees who celebrate milestone anniversaries with us.

Position Overview:

The Director of Sales - Ceilings West leads their Regional Sales Managers to drive profitable growth for Ceilings products as measured by business unit financial goals within the Western U.S. The successful candidate will ensure collaboration across regions, with their eastern counterpart, and with our specification team to maximize the organization’s success and to ensure our key customers outperform their competitors and the market.

Talent Development and Employee Engagement are critical to success within this role. They will focus on developing the talent of their Region Managers and their associated teams and drive increased Employee Engagement as measured through the Gallup Survey. In addition, they will build and maintain relationships with senior leaders with key customers and contractors in support of their Regional Managers.

The position will report to the Vice President of Sales – Ceilings and National Accounts. They will be accountable for maintaining a consistent operating cadence of results and testing & coordinating sales activities to support our customers’ growth.

Location of the role must be within assigned geography and/or USG HQ in Chicago.

Key Accountabilities

• Meets/exceeds annual financial goals for the territory
• Develop sales talent and ensure cross-company knowledge
• Works with the V.P. of Sales in developing and executing a strategic approach to deliver business unit goals
• Maintains a Projects Pipeline and forecast to drive profitable growth and leverage of the entire Ceilings’ product portfolio and technical offering
• Provides strategic clarity and leadership for the Regional Sales Managers and Sales Teams within the Western U.S.
• Implementation and evolution of the sales structure in conjunction with V.P. of Sales and with HR Partners to support profitable growth
• Uses sales tools, such as Salesforce, to develop sales strategies and monitor and assess team performance and improve productivity
• Establishes rapport with key customers – architects, contractors and distributors
• Maintains knowledge of and appropriately communicates industry trends, market trends, and new market intelligence
• Works closely with marketing to expand value offering through development of marketing programs and promotions to help drive sales and/or introduce new products, as well as the advancement and continued evolution of digital marketing efforts
• Collaborates cross-functionally with shared services including Marketing, Product Management, Sales Operations, Customer Service, Manufacturing, and Technical to ensure the smooth execution of initiatives and projects

Strategy

• Provides input to the Vice President for the development and maintenance of long-range operational forecasts regarding volume, market share, financial requirements, human capital needs, etc.
• Develops and maintains overall sales strategy for assigned product(s) and territory
• Determines budget and resource allocation for territory

Analysis

• Examine monthly & quarterly reporting on sales performance proactively identifying areas for improvement and recommending appropriate actions
• Regularly interfaces with and analyzes the performance of Top 10 customers: Architects, Contractors and Distributors

Pricing & Programs

• Establishes customer sales incentive programs as assigned
• Coordinates product specific pricing strategies in conjunction with the Vice President of Sales and Product Managers to drive profitable growth
• Working with Marketing department, aligns product specific marketing programs and campaigns to goals