Regional Sales Manager - Houston at J.M. Huber… · Charlotte

Huber Engineered Woods (HEW), a division of J.M. Huber Corporation, combines its advanced adhesives and wood product technologies with state-of-the-art manufacturing capabilities to produce premium structural wood panel products. Innovative construction products like AdvanTech® subflooring and ZIP System® sheathing have changed the way homes and buildings go together. HEW brings together professionals with experience in research and development, product engineering and manufacturing to create products that solve specific problems.

Our Corporate Office is located in Charlotte, North Carolina. HEW manufacturing facilities are located in Georgia, Virginia, Oklahoma, Tennessee and Maine. To learn more, please visit our website at www.huberwood.com.

Position Summary

This position is responsible for providing effective sales, broad promotion, and total market development of Huber ZIP System™, AdvanTech®, and other Huber residential products for Louisiana and Mississippi to construction professionals throughout designated distribution channels. The employee must be able to communicate the value proposition of our products to single- and multi-family customers within a defined territory through interactions with dealers and distributors.

Principal Duties & Responsibilities

Principal Duties & Responsibilities

• Time and Territory Management:

  • Quantify and prioritize transactional customer segments by channel. (Buying group, distributor, and retail direct).
  • Identify channel key influencers and indirect customers/contacts (builders, specifiers, architects, framers, code officials, other construction professionals) and develop long-lasting relationships with each to create an effective territory plan.
  • Provide initial input and recommendations for adding or deleting from the existing customer base or channels.
  • Maximize sales productivity by optimizing time/travel requirements with customer needs.
  • Effectively educate and sell builders and customers on the value our products bring to their homes and customers.
  • Develop and utilize tools to identify profiles, track, and follow up on sales opportunities.
  • Work with marketing and the technical group to identify trends, stay abreast of building code changes, and develop ideas for new or improved products.
  • Establish multi-level corporate relationships with key accounts in operations, purchasing, warranty, and engineering departments.
  • Work with the Director of SE Sales and the Manager of Strategic Builder Accounts to identify and target strategic builders.
  • Assist SE Business Development Manager in identifying key GC's, Architects, and specifying entities in multi-family and light commercial markets
  • Develop sales and specifications of Huber products with key regional general contractor and architectural accounts through sales calls, product presentations, and product trials.
  • Leverage relationships to capitalize on regional opportunities, working in concert with distribution partners and other regional sales managers.
  • Identify and call on key architects and engineers servicing target markets. Win the specification through product presentations, AIA learning credit sessions, and technical support.
  • Ability to work with framers, contractors, and architects on active job sites.

Principal Duties & Responsibilities cont

• Account Management:

  • Utilize the Annual Business Plan (ABP) process to identify top accounts, evaluate opportunities, and record execution plan.
  • Partner with each top account, capturing their critical decision maker(s), communication structure within the organization, and the commercial process to sell Huber specialty products.
  • Develop and execute comprehensive sales programs while targeting specific objectives with each account to achieve monthly, quarterly, and annual metrics of revenue, volume, and mix.
  • Create, develop, and maintain an active builder strategy for the region.
  • Resolve as quickly as possible issues regarding customers, product, or service, and recommend timely corrective action to avoid future incidents. Report possible claims and or questionable material

• Reporting:

  • Maintain updated 8-week call plan and Account Management Plan for assigned territory
  • Provide assigned region economic reports of housing information, panel prices, competitive information, and unique market conditions/trends on the monthly Price Report (scorecard)
  • Participate in ongoing activities, including conference calls, weekly scorecard of activities, marketing efforts, inventory levels, new products, and customer feedback
  • Monitor customer financial stability, channel purchasing trends, and personnel changes
  • Conduct quarterly reviews with top accounts
  • Prepare, monitor, and maintain annual promotional budget for the assigned region with quarterly updates

• Administrative Duties:

  • Complete timely monthly reports for travel expenses and auto mileage
  • Maintain the auto properly and follow safe driver procedures
  • Complete and review PIP objectives and progress
  • Travel throughout the assigned territory, as necessary, to visit key clients

Requirements & Preferred Competencies

1. Minimum Bachelor’s Degree in a related field from an accredited institution.
2. Knowledge of residential and light commercial building practices and applications.
3. Demonstrated record of success selling to architects of single and multi-family and/or light commercial structures.
4. Good verbal and written communication skills.
5. Strong organizational and follow-up skills.
6. Strong negotiation and influencing skills.
7. Motivated self-starter with problem-solving ability.
8. Excellent interpersonal skills with an acute ability to develop strong relationships with customers.
9. Willingness to travel overnight within the territory for multiple nights at a time, if needed.
10. Proficiency in Microsoft Office Suite programs and good analytical, software, and computer skills.

Huber Engineered Woods is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, sexual orientation, gender identity, age, protected veteran status, non-disqualifying physical or mental disability, national origin, genetic information, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.