Regional Sales Director

Job Description:

Introduction

At GAF, we cover more than buildings. We cover each other. No matter what role, tenure, or track, under this roof you are empowered to be there for your teammates, your customers, and especially your community. Under this roof, we don’t back down from hard work– we support one another in pursuit of something bigger. We define the future while leading the present. And under this roof, we own our opportunities. Becoming the market leader only happens when everyone feels they have the opportunity, and the support, to thrive. We are GAF. And under this roof, we protect what matters most.

Team or Function Overview

This is a line position reporting to the V.P./National Sales Manager and generally requires the establishment of, and operation from, an in-home office. This position manages a team of territory managers in an effort to continue growing sales of residential building products, developing the existing customer base, and growing into new market segments and products.

Summary

The Regional Sales Director is primarily responsible for the overall sales and technical management of the assigned sales region. The position is expected to give the fullest effort consistently and promote the Company and its products aggressively and tenaciously at all times, to achieve sales and expense objectives. The Regional Sales Director must keep informed on current industry affairs as they affect prospects and performance and must have a substantial working knowledge of the product line, specifications, and pricing of competitors. The Regional Sales Director must be able to work independently, accept, and provide guidance and direction, communicate company policies and objectives, and ensure compliance by all regional sales personnel.

Essential Duties

Specific responsibilities include, but are not limited to:

• The Regional Sales Director is primarily responsible for the overall sales and management of the assigned region to achieve sales and delivered profit.
• Managing Information and Providing Insight to help shape the continued growth and evolution of GAF’s Residential Business through communication with Customers, TMs, Leaders, and Cross-Functional Partners.

Employee Management and Team Organization within the assigned region:

• Employee Leadership, Coaching, and Development.
• Manage a team of Territory Managers in the achievement of regional objectives.
• Design of human capital, territories, and customers: Determine and justify the need for company sales personnel, their geographic location, and the specific sales area for which they will have direct sales responsibility.
• Interviewing, negotiating new hire offers, hiring, and training new employees.
• Providing timely performance coaching and counseling.
• Identifying employees’ training/developmental needs and ensuring the accomplishment of these training objectives.
• Control team travel and entertainment expenditures, maintaining them strictly within budget limitations.
• Contribute to a culture of ownership and accountability.
• Promote and encourage safety awareness and compliance with direct reports.

Management of Regional Sales:

• Develop and implement sales plans designed to meet the specific goals established for the region.
• Direct the sales efforts of regional sales personnel to hit all goals of the region; net sales plan, delivered profit, accessory sales attachment, contractor and distributor engagement.
• Exceed financial results, operational performance, and customer satisfaction through the management of regional & state market share.
• Act as a true representative of our Company and Products at all times and in every interaction.
• Travel within the region on a regular basis to ride along with territory managers, participate in National Shows, entertain and host meetings with customers.
• Prepare and present sales forecasts and projections for the Region.
• Develop and drive growth strategy across multiple product lines.
• Forecast short-range outlook and demand planning.
• Market Intelligence: Current Affairs of the Industry, Prospects and Performance, Product Lines, Specifications, and Pricing of Competitors.
• Overdrive on targets and new markets.
• Deliver on account plan to achieve year-over-year growth.
• Negotiate and close.
• Establish trusted advisor partnerships with key accounts.
• Exercise pricing authority in a judicious manner to meet or exceed both volume and profit goals.
• Hold sales presentations and arrange plant visits for customers when appropriate.
• Ensure that regular contact is made with leading roofing contractors, distributors, and key consumers of roofing material in the region with the specific objective of obtaining orders from the roofing contractors and consumers, and favorable specifications from the others.

Cross Functional Operations and Collaboration:

• Leverage Market Conditions and Intelligence to drive Process and Product Improvements.
• Strategy Communication: Up, Down, and Across the Organization.
• Technical Management: Metrics and Data, Pricing, Budget, Sales Systems.

Physical Demands

• Ability to routinely work in a stationary position for long periods of time.
• Ability to routinely move about to accomplish tasks or to move from one work area to another.
• Ability to position self to bend, pull, and reach overhead and/or below shoulder level to perform filling functions, lifting, carrying, and moving of products/materials occasionally.
• Ability to sit, stand, walk and use hands to grasp, handle or feel objects, tools, and product samples routinely.
• Ability to ascend and descend ladders, stairs, scaffolding, and ramps occasionally.
• Ability to work with heights occasionally.
• Frequent sitting, walking, and standing; occasional climbing, stooping, kneeling, crouching, crawling, and balancing.
• Ability to lift, carry, or otherwise move up to 50 lbs of products, materials, boxes, equipment, etc. occasionally.
• Ability to work in outdoor conditions including high/low temperatures, inclement weather, wind, dust, humidity, etc., frequently.
• Ability to frequently and quickly converse with and convey information to others on the phone and in-person.
• Manual dexterity to routinely operate standard office equipment and keyboards.
• Visual acuity including close vision, peripheral vision, depth perception, and the ability to adjust focus routinely to view documents and computer screens, operate motor vehicles, perform visual inspections, etc.
• Must continuously have the ability to differentiate colors precisely.
• Ability to wear and work in PPE occasionally.
• Ability to operate a motor vehicle and travel without assistance routinely.
• Ability to operate a motor vehicle and safely traverse/navigate job sites in a constant state of alertness routinely.

Under This Roof, We Require

• Bachelor's Degree or equivalent work experience.
• Minimum 5+ years of sales experience in related field or industry, such as the roofing, building, or construction industry, and/or 5+ years of experience handling client/customer relationships.
• Must have and maintain a valid driver’s license and an insurable driving record.
• Ability to travel as necessary, including overnight stays as required.
• Ability to have and maintain a Company credit card for business-related expenses.
• Problem-solving and analytical skills to interpret sales performance and market trend information; experience in developing marketing and sales strategies.

Under This Roof, We Also Value

• Knowledge of roof theory and application, including “hands-on” ability.
• Proven ability to motivate and lead a sales team; strong organizational and planning skills; proven follow-up ability; ability to teach others.
• Proven ability to establish and maintain business relationships; exceptional interpersonal and communication skills – both verbal & written.
• Confidence, assertiveness, tenacity, and resiliency.
• Experience with SalesForce and Google Suite a plus.
• Extensive face-to-face sales call experience.

How We Protect What Matters Most

• We offer a wide range of health insurance options that include medical, dental, and vision for you and your family.
• Our Family-Building benefits support the many different journeys to fertility and parenthood.
• Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions.
• Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence.
• Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program.
• We put diversity and inclusion into action with our Employee Resource Groups, which unite employees based on common perspectives, identities, demographic factors, or out of a desire to be an ally.

GAF complies with federal, state, and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR Services at 833-HR-XPERT.

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, Standard Logistics, 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).