Full Job Description
Sales Manager, Specifications and Business Development (Ceilings)-HQ 11430
Lead, manage and influence high-profile and complex design opportunities nationally, while driving performance locally. This experienced thought leader will be a leader for the architectural and design sales team and bring stakeholders together to flawlessly execute projects with high-performing prodcuts which create beautiful, functional, and safe spaces.
Internally, this candidate will shape, coach and influence how we measure and manage performance that leads to the most impactful business results, bringing a wealth of knowledge and experience about the design community in commercial spaces.
Externally, this candidate will lead USG’s key A&D relationships, analyze design trends and ensure USG’s preferred position in the specification process, as well as be a leader within influential and relevant associations and groups.
The candidate will manage, lead, coach, and develop a team of sales associates, focused on architects and designers in an assigned territory.
Candidate work location is flexible and at the discretion of the manager, based on candidate skills, abilities, knowledge, and expertise.
KEY ACCOUNTABILITIES AND RESPONSIBILITIES
Align teams on strategic direction to drive execution in ready to bid work and preferred specification position
Anticipate customer challenges based on feedback and integrate issues resulting in improved process and capabilities within functions
Create and implement a strategy and plan for national ready-to-bed specification
Indirect coaching and leadership for National team of A&D Sales professionals
Analyze trends with building and construction technology and share specification best practices
Provide support to sales leadership and reps with a focus on increasing skills and effectiveness with customers and within specific channels to drive specifications
Oversee and positively influence specification position with high opportunity products
Own top opportunities nationally and lead key architecture and design accounts plus coordinate marquee opportunities with leadership and necessary stakeholders
Represent design and sales communities with digital opportunities and efforts internally and externally as part of the value proposition
Collaborate with marketing as an industry influencer for programs and standards initiatives such as EC3, WELL, and LEED
Leads CEU development initiatives and prioritizes sales promotional collateral on behalf of the A&D organization
Make data-based recommendations on segment opportunities to improve financial performance
Participate, lead and drive influence within well-known industry groups such as AIA, IIDA, USGBC, and CSI
Mentors, guides, and coaches team to expand their capabilities and performance
Coaches Dimensions of Professional Selling tools and techniques throughout the entire sales process with direct report Ceilings Sales Associates.
Works closely with HR team on selection, training, compensation, etc. regarding team members
Works with Sales Excellence training team to identify and meet training needs of sales professionals
Knowledge, Skills, and Abilities:
Significant knowledge of commercial ceilings portfolio
Analytical skills to assess trends in the business and identify methods for improving results and making informed recommendations with the greatest business opportunity
Sales professional with a demonstrated record of success, including 5+ years of experience in a consultative, specification-focused sales role with existing A&D relationships.
Strong understanding of how a design firm operates with the capability to generate new specifications and drive conversions.
Proven ability to build relationships, an adept networker with key stakeholders, influences, and decision-makers
Strong written and oral communication skills with various stakeholders, internal and external
Strong coaching, management, and leadership skills and ability to develop and contribute to leadership and field sales teams, developing and managing team members to high performance
Proficiency required in core programs including MS Office (Excel, PowerPoint, etc.) and Salesforce.com
Excellent project management and problem-solving skills to increase USG’s market position
Self-starter with strong organizational, time management, and problem-solving abilities
People management experience
Education and Related Experience
Bachelor’s degree in Business, Design, Marketing or related field.
Ten years of building materials industry experience.
Physical Demands and Other Requirements
Overnight travel as required, approximately 50-70%, based on client and business needs
EOE including disability/veteran
Primary LocationUnited States-Illinois-Chicago
Organization Ceilings-Arch Sales Dev Mgr-330-340