Director of Sales - Construction & Consumer North America Job

The Sales Director - Construction & Consumer North America leads a commercial team of 33 sales professionals across the US, organized into 4 regional distribution teams, a national accounts (B2C) group and a private label OEM team.  Creates a culture within the sales organization that embraces, success, accountability, strong sense of action, and positive reinforcement.  Responsible for $200MM+ in annual revenue for C&C North America; drives top line sales by developing key growth strategies and implementing impactful action plans.  Provides leadership and executive support for top tier customers building trust and confidence for Bostik. #LI-TJ1 

 

Key Activities

 

Strategic – 50%

• Creates and maintains customer rebate/pricing structure focused on top line growth and max ROI by customer, by product and provides quantifiable results and impact.
• Represents Bostik in strategic customer events, meetings and new opportunities.  Provides strategic input as necessary.
• Oversees and approves channel strategies, customer re-rationalization and new customer/OEM opportunities to maximize ROI and market penetration.   Works with finance to insure maximum EBITDA.
• Serves as industry expert on competitors, customers and products.  This includes market trends and providing leadership within industry associations.
• Coaches and mentors sales leadership to create environment of accountability, continuous improvement and sales growth.
• Maintains industry competitive compensation program for sales team with strong succession plan in place.
• Provides support and expertise for integration of acquisitions; includes personnel, customers, and pricing programs.

 

Tactical – 50%

• Co-manages Sales Management Leadership Team meetings with objective to drive critical decisions.  Creates strong and measurable follow up on key actions.
• Coordinates with finance approval on all credits for rebates, file backs and promotional activities that support strong ROI.
• Coordinates and oversees cross-selling strategies between Pro-Sales, OEM, XL Brands and CMP.
• Provides leadership, input and direction for S&OP process to help achieve optimum inventories and high level of service.
• Spends 50% of time in field visiting customers, calling on high value contractors and distributors.
• Provides monthly sales results, update on top tier customers, new opportunities and competitive issues and industry changes and developments.  Coordinates with Marketing to drive strategic growth plans.
• Provides executive leadership for all Bostik developments to create one team, a sense of community, and understanding of business issues and challenges.
• Provides marketing, sales forecasts, sales strategies and critical customer feedback on all new product introductions.
• Drives sales team to use CRM platform to manage business objectives, measure sales strategies and manage pipeline of opportunities.

 

Qualifications/Education

• 4-year degree in business, marketing or technical field.
• 10 years’ experience in Sales, Sales Management

• Exhibits a strong desire to lead, has a proven track record of building effective teams and a positive culture.
• Results driven with a proven track record of sales success.
• Possess exemplary analytical skills, computer skills and is data driven.
• Must have a strong sense of reason and logical approach to solving problems.  WIN / WIN
• Up to 50% travel