Senior Sales Manager - Building Supply

Location:  United States, Newburyport MA

Function:  Sales

The Senior Sales Manager at Functional Coatings (FuCo)  has the operating and managerial responsibilities and is accountable to the Managing Director Functional Coatings for managing the Sales Team within the scope assigned. Furthermore he/she needs to create and drive the strategy in alignment with the Managing Director, FuCo marketing as well as the Business Unit in Germany.  This position is a part of the Functional Coatings Management team located in Newburyport, MA. He/she is responsible for the specification & sale of assigned products within the Region, for profitability of the Region, for key customer relations, for developing influence selling programs, technical product specifications at design centers within the Region to further overall Company objectives, for hiring, training and developing assigned personnel, and for expense control within the Region.

Functional Coatings (FuCo) is a a wholly owned subsidiary of tesa tape, Inc.

Responsibilities:
  • Develop and implement the Sales Strategy for Functional Coatings; obtaining approval from the tesa tape, North America (ttNA) management team and the German Business Unit partners.
  • Achieve planned national sales and profitability objectives at minimum cost and within established expense budgets
  • Set sales objectives and performance standards for Sales Specialists and distributors in the Region.
  • Continuously measure performance and provide feedback to team members.
  • Analyze competitive activity, including sales operations, policies, and organization, and sales campaigns.
  • Train and coach Key Account Managers (KAMs) to improve performance and facilitate career development.
  • Recommend to the Managing Director FuCo long and short range sales objectives, policies, organization -- including job design and personnel selection, and standards of accountability for the Region; develop these plans within the framework of Company plans, and execute the programs when approved.
  • Utilize network to drive specification work at design and engineering centers within our chosen customers.
  • Consult, advise and request appropriate sales action from the Marketing Department.
  • Manage respective team member development through coaching, feedback, annual reviews, etc. and recommend salary adjustments as warranted, in accordance with Company policy.
  • Continuously inspire Region to improved performance and contribute to the job satisfaction of all personnel by demonstrating positive attributes and leadership.
Qualifications:
  • Four year college degree required.  MBA a plus.
  • Minimum 12 years or equivalent experience in the Building Industry segments (Building Envelope); having at least 5 years managing key accounts and 5 years leading sales teams.
  • Proven strong knowledge and established network in relevant Building Industry segments.
  • Strong communication and presentation skills, with ability to influence complex organizational structures.
  • Strong analytical skills / creative problem solving capabilities as well as proven strategic skills.  Ability to navigate complex business negotiations and develop contracts/supply agreements. 
  • Must have a current, valid driver’s license, passport, and physical ability to drive for long periods of times.  
  • Skilled and proficient in use of computers to include but not limited to Microsoft products-Outlook, Word, Excel, PowerPoint-as well as ability to use Customer Relationship Management software programs.
  • Ability and willingness to adapt own work schedule to satisfy customer needs.  Must be available for air/auto travel up to 70% of the time.

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