National Director of Sales and Marketing

Job Description

Location

Fort Wayne, IN

Our client is national construction company that is vertically integrated and owns multiple building products and distribution companies. This position is located in the Greater Fort Wayne area working for one of the building products companies. We are conducting a retained search for a National Director of Sales & Marketing who will be responsible for the direction and management of all sales and business development with the building product company’s distributors. They will be responsible for driving revenue and profitability while building a sustainable distributor network. This involves working with all distributors (both owned and independent licensed distributors) who sell products primarily through the lumberyard channel. This role requires strategy development and operational management.

Essential Duties and Responsibilities:

• Serve as a key member of the executive team that sets the company’s overall strategic direction. Work with corporate marketing to determine market potential and develop a winning strategy for distributors that is aligned with the company’s business strategy and identify attractive geographic markets and product opportunities
• Define the profit model(s) for distributors and spearhead business development initiatives that improve distributor performance, consistent with the company’s overall strategy
• Set targets and drive distributor sales and profitability. Work directly with the President to develop annual and multi-year sales and margin objectives.
• Identify and develop execution plans to achieve the objectives with corporate support, implement a sales process that tracks and accelerates sales
• “Own” the operating sales forecast.
• Leverage knowledge of the competitive landscape and help develop pricing strategy
• Be the liaison that coordinates the interactions between the company and distributors.
• Reports on high points, low points, sales and margin figures, needs and suggestions
• Represents the company at key industry events

Key Competencies Required

• Channel Management – Proven ability to drive increasing sales via channel partners through various means (e.g., developing strong and influential channel relationships, developing differentiated benefits for channel partners). Ability to monitor channel performance, uncover performance issues, and determine solutions.
• Lumberyard Channel Dynamics – Existing understanding of selling building products through the lumberyard channel or ability to understand channel dynamics similar to the Lumberyard Channel quickly and effectively.
• Sales Planning – Ability to develop strategic sales plans that are aggressive but doable that are aligned with organizational actions / initiatives / targets that if completed will enable pipeline development and the organization to meet plan. Ability to effectively communicate the plan, establish individual accountability, and monitor progress.
• General Management – Ability to manage a P&L and create and monitor all relevant KPIs. Ability to provide leadership across the sales, marketing, and finance functions in effectively managing an overall business. Ability to effectively interpret business performance and communicate results and future direction to upper management and all employees.
• Executive Presence – Ability to effectively interact with executive level customers and partners using strong interpersonal skills, building credibility and trust. Ability to speak effectively before groups and customers.

Job Type: Full-time

Pay: From $135,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Work Location: In person