GAF Strategic Account Executive in Worcester, Massachusetts
Come Build Your Career Under OUR Roof
GAF is seeking a high energy sales professional with a track record of building successful relationships and closing new business. Reporting to StreetBond’s Sales Leader, the Strategic Account Executive is a front-line sales role responsible for strengthening the brand image and sales performance of our pavement coatings products. The Strategic Account Executive will focus on crafting compelling stories about GAF’s value to our customers and converting their interest into sustainable revenue streams. Specifically, this role will have sales authority across the entire US market and will focus on the strategic (sustainability leaders, retail property executives, K-12 and higher education) segment of the market.
Pinpoint market opportunities with municipal and institutional leadership, with the mindset to build lasting and meaningful relationships that translate to sustainable revenue growth
Generate sales opportunities and achieve government executive and institutional C-suite support of GAF products by expanding the depth and breadth of knowledge of our products and services, particularly in those areas that represent strategic investment opportunities
Own, progress and close the sales funnel, turning potential opportunities to closed wins, through value-selling the benefits of GAF products. Overcome objections and convert hurdles into growth opportunities among designers
Foster and maintain strong partnerships with other sales team members to grow and expand sales
Build long-term senior-level relationships specific to assigned vertical (retail, sustainability, schools)
Display strong negotiating tactics by leveraging value propositions and pricing strategies
Utilize social media tools to gain insight into industry trends & market practices and to communicate with customers
Use experience and judgment to simultaneously focus on short-term deal closing and long-term development of prospects
Identify potential market opportunities with high-level/strategic decision makers who drive purchasing decisions and long-term contracts for larger installations
Understand and provide competitor information and insights related to strategy and product
Compile reporting to highlight hits, misses, learning, competitive landscape and strategic next steps; proactively identifying opportunities to exceed expectations and position our clients as leaders in their space
Influence the building materials industry and the municipal/institutional planning sector, constantly networking to become a trusted advisor to existing and potential customers
Navigate when to defer to a client's request vs. when to guide a client to make better choices
Thrive on expert problem solving, determining solutions that achieve favorable results
Engage and educate customers with insight and product knowledge via distributor/contractor meetings
Explain complex subject matters (e.g., pricing) to any audience and tactfully communicate both good & bad news
Make your presence known at municipal planning meetings, customer shows, conventions, and other industry related activities
Embrace and respect different personalities and work with various groups to accomplish sales goals
Be pleasant to work with and keep a positive outlook. Know how to have fun, but know how to balance it with work
Build strong and enduring relationships within the community and associated networks of supporting organizations, particularly municipal interest groups spanning multiple states or regions
Partner with internal training resources (CARE team and Customer Success Managers) to identify capability and training needs and find creative ways to deliver targeted, high impact training events with applicators and decision makers (training should be tailored to the audience)
Return communications to both internal and external stakeholders in a timely manner
For complex asks communicate progress at regular intervals
Display diplomacy and a mastered ability to build immediate rapport with anyone. Close the deal.
Achieve monthly, quarterly, and annual sales goals with an eye toward multi transaction clients, sustainability, and quality of sales
COMPETENCIES & TECHNICAL KNOWLEDGE :
ADAPTABILITY to anticipate and quickly respond to changing market conditions and customer needs
DECISIVENESS to choose the correct course of action without multiple layers of management
COMMUNICATION that is accessible, clear, informative, and tailored to each audience regardless of medium (social media, PowerPoint, speech, email, presentation, facilitation)
PERSUASIVENESS in closing profitable sales that meet the needs of GAF and our customers
BUSINESS ACUMEN to support well-informed and strategic decisions about product development, placement, marketing, and sales
APPROACHABILITY to build solid client and colleague relationships and reinforce the positive GAF culture
DILIGENCE in building strategic working relationships
RESILIENCE in assessing and addressing variability in the work environment, particularly stressors related to seasonal or periodic sales trends
FLEXIBILITY in work style, including the ability to multi-task and manage conflicting priorities and timelines
Bachelor’s Degree is highly preferred
Three or more years of related work experience is required
Experience with municipal purchasing processes and relationship management will contribute to success
Experience with B2B sales is preferred
Understanding of multi-channel sales efforts is preferred
Proficiency in the MS Office suite and CRM experience is needed
No of direct reports: None
No of indirect reports: None, though indirect coaching and mentoring of others is expected; close relationships with the BDR, SDR, and CSR teams will enable greater success
Budget Responsibility: TBD, <$100M
Travel Requirements: 30%
We are taking a responsible approach to creating environments that allow us to do what we do best – Protect what matters most.
As part of our commitment to health and safety, COVID-19 vaccines are required for all candidates and employees in this position. Proof of vaccination is required. Should you require accommodation for medical or religious needs, GAF will engage in an interactive process with you to determine if a reasonable accommodation can be provided in accordance with applicable state and federal law.
We believe our employees are our greatest resource. We offer competitive salary, benefits, 401k, and vacation packages for all full time permanent positions. We are proud to be an equal opportunity workplace and GAF, Hawk, SGI, and Siplast are proud to be affirmative action employers. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).
With 130+ years in the industry, GAF is the leading roofing manufacturer in North America. As a member of the Standard Industries family of companies, we are also part of the largest roofing and waterproofing business in the world.
Our communities help give our work meaning and the products we manufacture help protect what matters most. The shingles help to shelter the families living in the homes in our towns. The TPO helps protect what is under that hospital’s roof. In addition to quality products, we make sure they are installed by quality craftsmen and women. The full GAF portfolio of solutions is supported by an extensive national network of factory-certified contractors.
GAF continues to be the leader in quality and offers comprehensive warranty protection on its products and systems. Our success is driven by a commitment to empowering our people to deliver advanced quality and purposeful innovation and the desire to protect what matters most.
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