Western Canada Regional Specification Sales Manager

Company Name: McKillican International, Inc
Location: Canada
Posted by:

Jamie Barnes

Jamie Barnes

President & COO at McKillican International, Inc

The ideal candidate will be responsible for overseeing the execution of the Regional Specification Sales plan and its related tactical and strategic activities.

 

BASIC FUNCTION/SCOPE:

Under the direct supervision of the Regional Sales Director, this position will oversee the execution of the annual regional business strategy & plan.  This position will direct and manage the specification sales team's core functions/activities that drive growth relative to the assigned products (primarily Wilsonart Engineered Surfaces).

Other competencies associated with primary function and scope are as follows:

• Assist in identifying specification project-based sales opportunities by utilizing best practices and processes
• Drive market share growth per plan via best practices and processes
• Possess the ability to perform “what-if analysis” when necessary
• Develops and begins working off a plan to achieve levels of contribution relating to project leadership, process knowledge, or functional expertise
• Establish annual & monthly targets for each Specification Sales Representative
• Develop the abilities of the sales personnel
• Monitor sales/specification reps project pipeline report on a weekly basis
• Develop and analyze sales reports to determine where both growth and decline in sales is occurring
• Satisfy customer needs while looking after the best interests of the McKillican enterprise
• Perform other tasks as required

SPECIFIC RESPONSIBILITIES:

• Act as the primary liaison between McKillican and Specified Product suppliers (primarily Wilsonart).  Work and collaborate with vendor resources to promote and grow the specification product market share in a defined territory/market.

 

• Establish and maintain regular contact with assigned territory/accounts/specification channels to introduce and promote the sale of McKillican specification-oriented products in accordance with company goals and policies.

• Develop and ensure Project/product pipeline is meeting/exceeding company targets and being maintained & updated in a timely and effective manner.

• Establish and maintain regular contact with specifiers, architects, and engineers to inform them of the advantages of using McKillican specified products and to motivate them towards specifying McKillican represented products for their customers.

• Analyze and evaluate assigned territory/account regarding sales trends and potentials, competition, economic/business conditions, and performance; recommend changes in sales programs and customers to make territory/account more effective in meeting sales volume quotas.

• Prepare annual sales forecast, for assigned territory/account, projecting sales volume for the next year based on knowledge of sales trends and potentials, area competition and economic/business conditions.  Review and discuss sales quotas with Specification & Project Sales leader.

• Attend and participate in Company sales meetings and trade or local industry meetings, shows, and conventions to increase knowledge of McKillican specification products, improve selling techniques and cultivate good working relationships with accounts and product users.

• Manage pricing programs and merchandising allocation in territory/account according to established company policies and procedures.

RELATIONSHIPS AND CONTACTS:

Supervisory Relationships:

• Reports directly to Regional Sales Director
• Dotted line to President/COO & Business Unit Leaders

Direct Reports:

• Specification & Project Sales team (4-6)

Organizational Relationships:

• Effectively unitizes Marketing department resources to drive sales to plan and amplify specified products
• Has active and effective communication with the Regional Project Coordinator and directs the process
• Has moderate contact with administrative personnel regarding sales policies and practices and sales order processing inquiries

External Business Relationships:

• Has continuous contact with accounts to promote McKillican specified products (Wilsonart) and develops sales programs to ensure sales plan is achieved

• Has frequent contact with architects and other specifiers and users to provide them with appropriate information regarding McKillican supported products.

EDUCATION AND EXPERIENCE REQUIREMENTS:

Bachelor’s Degree in Business Administration or Design related certification would be considered an asset.  5+ years of specifications sales and leadership experience in related products and markets is a strong asset.  Must possess basic skills in written and oral communication with all levels of management and with outside contacts.

TRAVEL:

Travel to trade shows, distribution centers, and customer visits as needed.

COMPENSATION:

An excellent compensation package awaits the successful candidate.

• Seniority level

  Mid-Senior level

• Employment type

  Full-time

• Job function

  Business DevelopmentSalesDesign

• Industries

  Building MaterialsArchitecture & PlanningDesign