GCP Applied Technologies Residential Sales Leader in Cambridge, Massachusetts

Description

Job Description

Responsible for achieving sales growth, profit and expense objectives of the Residential business. Direct sales management responsibility for the development and performance of all sales activities in the business unit. Staffs and directs sales team and provides leadership towards the achievement of growth in line with business strategy. Establishes plans and strategies to expand the customer base and contributes to the development of training and educational programs for the sales team.

Manage demand generation activities with key decision makers and influencers

  • Develop residential growth strategy in close cooperation with marketing, based on strong knowledge of the residential market and how the roofing market moves relative to the underlayment business
  • Set selling strategy and manage sales team to reach key decision makers to drive demand generation
  • Oversee lead generation tools to target segments; develop action plans by individuals as well as by team for effective search of sales leads and prospects
  • Work with Marketing to drive programs and events to build relationships with decision makers; identify opportunities to leverage and extend brand-differentiating attributes

Oversee all aspects of channel management

  • Leverage in-depth knowledge of customers, products, markets, channel and competition to align strategies and drive growth in all points of distribution
  • Identify opportunities and gaps within distribution footprint
  • Drive strategies to “push” the residential products toward the appropriate channel; motivating channel partners for mutual success
  • Manage 2-step and 1-step distribution; set mutual targets and establish measurable metrics
  • Help align “distribution footprint” with business strategy and market expectations
  • Identify drivers, set plans and develop measurable metrics to drive discretionary products at the Home Depot and Lowes (along with other retailers)
  • Establish incentive plans and motivation tools to drive sales and distribution behavior

Oversee all aspects of sales management and development for residential sales team

  • Drive sales programs, develop account plans, revenue growth plan annual operating plan
  • Responsible for the performance and development of the residential sales organization

Skills

  • Strong financial skills and the ability to build plans around market trends
  • Overall business acumen
  • Excellent decision-making and problem-solving skills
  • Strong leadership and cross-functional influencing skills
  • Excellent written and oral communication skills
  • Flexibility to travel up to 50% of time

Experience

  • 10+ years’ experience in the residential building materials industry
  • Proven merchandising, product packaging and bundling experience
  • Experience with Home Depot and Lowe’s selling model
  • In depth experience managing 1-step and 2-step distributors, contractor, and homebuilder sales
  • Proven track record of meeting revenue and profit objectives
  • Experience with distribution incentive programs

Education

  • BA/BS degree