Over 90 years of quality products and superior service.

Job Description:

SUMMARY
The Executive Director, Sales and Business Development is primarily responsible for leading and managing the overall sales and business development activities. This role is expected to give the fullest effort consistently and to promote SGI and its products aggressively and tenaciously at all times and to achieve the sales and expense objectives assigned.
The Executive Director, Sales and Business Development must remain informed on current affairs of the industry, competition, and the customer base as they affect prospects and performance and must have substantial working knowledge of the people, product lines, specifications, and pricing of competitors. This position reports to the President of SGI and is based out of the Corporate Office in Hagerstown, MD.

ESSENTIAL DUTIES

Duties consist of, but are not limited to, the following:
Employee Management of the Sales Team
• Interviewing, negotiating new hire offers (compensation package, sales area alignment, ...etc), hiring, training new employees in compliance and company guidelines and federal and state governmental laws and regulations.
• Providing timely performance coaching and counseling in the form of daily verbal feedback, annual written performance evaluations, frequent positive encouragement and recognition, and documented disciplinary actions as necessary (working closely with the SGI HR Partner).
• Managing employee vacation/time-off requests to ensure compliance with company guidelines and sufficient departmental coverage.
• Monitoring employees' training/developmental needs and progress and ensuring the accomplishment of these training objectives.

Organization of the Sales Team
• Strategize, determine, and justify the need for sales personnel, their geographic location, and the specific sales area for which they will have direct sales responsibility.
• Determine and justify the need and location for independent sales representatives (ISRs). Define specifically the protected territory and/or accounts that will be assigned to each ISR for sales credit purposes. Negotiate and/or terminate arrangements/contracts with ISRs with the advice and approval of corporate senior management.

Management of the Sales Team
• Proactively advise and inform the President of SGI of the ongoing status and challenges, and perform any other duties as assigned by the President of SGI.
• Key Account Management: Act as a direct point of contact for key consultants, contractors, and distributors. Manage pricing and actively pursue targeted Key Accounts for partnership.
• Prepare and submit sales forecasts and projections for the business units.
• With input from supporting personnel, develop and implement sales plans designed to meet the specific goals established for each business unit.
• Establish and monitor key performance indicators associated with activities supporting sales efforts and customer engagement.
• Supervise and direct the sales efforts of the sales personnel, with strong emphasis on motivation, working closely with them to achieve the maximum sales volume, and ensuring the achievement of goals and objectives.
• Exercise pricing authority in a judicious manner to meet or exceed both volume and profit goals.
• Control travel and entertainment expenditures within budget limitations.
• Ensure that regular contact is made with leading consultants, owners, contractors, and other important purchasers, specifiers, or consumers of construction material with the specific objective of developing favorable specifications in conjunction with consultants and engineers and obtaining orders.
• Ensure all complaints are investigated promptly and work with supporting staff to follow through until settled satisfactorily.
• Hold sales presentations and arrange plant visits for customers when appropriate.
• Assure relationship events are planned, implemented, and executed.
• Communicate clearly in all forms with associates, company personnel, and the trade, by report, correspondence, sales presentations, person-to-person, or telephone.
• Comply with all safety policies and procedures (company, state, federal, etc.).
• Promote, encourage, and ensure safety awareness and compliance with direct reports.
• Perform any other duties as assigned by the President of SGI.

Level Based Competencies
• Compelling Communication
• Building Influential Partnerships
• Coaching the Sales Team
• Driving Innovation
• Creating a Service Reputation
• Establishing Strategic Direction
• Driving for Results
• Broadening Business Value

Technical knowledge/skills
• Negotiation proficiency (products sales and transportation)
• Experience at effectively executing go-to market sales strategies
• Technical aptitude, analytical, and problem solver
• Working knowledge of business mathematics and statistical analysis
• Sales and customer orientation
• Sales Planning, Budget Development
• Sales ability and persuasiveness

General knowledge/skills
• Excellent planning and organizational skills
• Proven follow-up and problem resolution abilities
• Self-disciplined and motivated
• Must have confidence, assertiveness, tenacity, and resilience
• Excellent interpersonal skills
• Proven ability to establish business relationships and act as a trusted advisor
• Solid communication skills - both verbal and written
• Computer competency with Google office products and Salesforce

Leadership/Supervision
This position manages the sales team for SGI and is responsible for the employees within that
department. The Plant Customer Service Representatives are indirect reports to this position.

Education/Experience
Minimum Requirements/Qualifications:
• High School Diploma or GED Equivalent
• Minimum 10+ years of sales experience in related field or industry, such as the roofing, building, or construction industry, and/or 10+ years of handling client/customers relationships.
• Minimum 3+ years leading teams.
• Must have and maintain a valid driver's license and an insurable driving record.
• Ability to travel as necessary.
• Ability to have and maintain a Company credit card for business-related expenses.

Preferred Qualifications:
• 10+ years of applicable construction materials product knowledge
• Bachelor's Degree or equivalent work experience
• Successful experience leading, motivating, training, and coaching others.
• Professional image - appearance and demeanor
• Extensive face-to-face sales call experience
• Exceptional knowledge of building materials and construction materials.

Dimensions
No. of direct reports: 3 or more
No. of indirect reports: 5 or more
Budget Responsibility: Yes
Travel Requirements: Ability to travel as necessary

Working Conditions: the job requires working in both indoor and outdoor conditions where
extremes of heat, cold, dust, noise, wet conditions and rough terrain exist. May require long
periods of sitting or standing, which may be up to 8 hours per day or more.

Physical Requirements:
• Ability to drive a vehicle and travel as necessary without assistance.
• Ability to climb ladders and work with heights.
• Ability to work in outdoor conditions in areas of high/low temperatures, wind, duct,
humidity, ...etc.
• Visual acuity to perform inspections, read computer screens, documents, ...etc.
• Manual dexterity to perform data entry, filing, and inspections.
• Ability to hear and speak on the phone.
• Ability to bend, pull, and reach to perform filing functions, work with products, ...etc.
• Ability to lift up to 50 lbs (booth, samples, products, ...etc.).

The information herein is intended to describe the general nature and levels of work performed
in this role, but are not a complete list of responsibilities, duties, and skills of this role.
Furthermore, this information does not establish a contract of employment and is subject to
change at the discretion of the Company

At Specialty Granules LLC , we believe our employees are our greatest resource. We offer competitive salary, benefits, and vacation package for all full-time permanent positions.

Specialty Granules LLC is proud to be an equal opportunity workplace and is an affirmative action employer. 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.
Must be eligible to work in the U.S. without need for employer-sponsored visa (work permit).

If you are currently an SGI employee, please do not apply here. Please click on the Careers bubble in Workday, which can be accessed via the HR Portal.

Specialty Granules LLC (SGI)

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Executive Director, Sales and Business Development