Director of Sales - Ceilings West

Job Purpose

The Director of Sales - Ceilings West leads their Regional Sales Managers to drive profitable growth for Ceilings products as measured by business unit financial goals within the Western U.S. The successful candidate will ensure collaboration across regions, with their eastern counterpart, and with our specification team to maximize the organization’s success and to ensure our key customers outperform their competitors and the market.

Talent Development and Employee Engagement are critical to success within this role. They will focus on developing the talent of their Region Managers and their associated teams and drive increased Employee Engagement as measured through the Gallup Survey. In addition, they will build and maintain relationships with senior leaders with key customers and contractors in support of their Regional Managers.

The position will report to the Vice President of Sales – Ceilings and National Accounts. They will be accountable for maintaining a consistent operating cadence of results and testing & coordinating sales activities to support our customers’ growth.

Location of the role must be within assigned geography and/or USG HQ in Chicago.

Key Accountabilities

· Meets/exceeds annual financial goals for the territory

· Develop sales talent and ensure cross-company knowledge

· Works with the V.P. of Sales in developing and executing a strategic approach to deliver business unit goals

· Maintains a Projects Pipeline and forecast to drive profitable growth and leverage of the entire Ceilings’ product portfolio and technical offering

· Provides strategic clarity and leadership for the Regional Sales Managers and Sales Teams within the Western U.S.

· Implementation and evolution of the sales structure in conjunction with V.P. of Sales and with HR Partners to support profitable growth

· Uses sales tools, such as Salesforce, to develop sales strategies and monitor and assess team performance and improve productivity

· Establishes rapport with key customers – architects, contractors and distributors

· Maintains knowledge of and appropriately communicates industry trends, market trends, and new market intelligence

· Works closely with marketing to expand value offering through development of marketing programs and promotions to help drive sales and/or introduce new products, as well as the advancement and continued evolution of digital marketing efforts

· Collaborates cross-functionally with shared services including Marketing, Product Management, Sales Operations, Customer Service, Manufacturing, and Technical to ensure the smooth execution of initiatives and projects

Strategy

· Provides input to the Vice President for the development and maintenance of long-range operational forecasts regarding volume, market share, financial requirements, human capital needs, etc.

· Develops and maintains overall sales strategy for assigned product(s) and territory

· Determines budget and resource allocation for territory

Analysis

· Examine monthly & quarterly reporting on sales performance proactively identifying areas for improvement and recommending appropriate actions

· Regularly interfaces with and analyzes the performance of Top 10 customers: Architects, Contractors and Distributors

Pricing & Programs

· Establishes customer sales incentive programs as assigned

· Coordinates product specific pricing strategies in conjunction with the Vice President of Sales and Product Managers to drive profitable growth

· Working with Marketing department, aligns product specific marketing programs and campaigns to goals

Human Capital

· Leads 4 Regional Managers and their sales teams

· Mentors, guides, and coaches team to expand their capabilities and performance

· Coaches to drive performance of Regional Sales Managers

· Works closely with HR on selection, training, compensation, etc. regarding team members

· Works with training team to identify and meet needs of organization

Qualifications

· Bachelor’s Degree

· Knowledge and experience in commercial ceilings

· Previous experience in Sales and/or Marketing Leadership

· High level of sales and strategic acumen with ability to translate strategy into action

· Ability to develop relationships with key customers: Architects, Contractors and Distributors

· Strong balance of intellectual and emotional intelligence

· Able to identify opportunities and develop an execution plan to drive profitable growth

· Comfortable dealing with and directing change

· Able to coach, develop, align, and motivate others

· Ability to create focus around priorities

· Ability to create and deliver compelling presentations

· Outstanding interpersonal and leadership skills, including the ability to quickly build rapport with customers

· Strong written and oral communication skills

· Ability to multi-task and manage time effectively in a fast-paced environment

Rate of pay may be adjusted based on the qualifications and experience of the candidate.

USG employees enjoy a number of benefit options for themselves and their families. These include two medical insurance options, as well as vision and dental coverage. The cost of these optional programs varies based on coverage level - employees generally pay 25% of the monthly premium cost, USG pays the rest. These coverage options are offered on the first day of employment with no waiting period.

Additionally, USG employees enjoy both a 401(k) Investment Plan with company match and a pension plan. Beyond these main features, employees may also choose from a number of additional programs like life insurance, accident insurance, legal insurance, even pet insurance, just to name a few. USG also offers Quarterly (hourly) / Annual (salary) bonus potential for all employees based on performance metrics tied to safety, quality, and productivity.  USG also provides employees with paid time off and paid holidays.

Since 1902, Chicago-based USG has been a leader in producing innovative, award-winning products and systems to build everything from major commercial developments and residential housing to home improvements. USG's employees are committed to the highest levels of customer satisfaction and quality in everything we do. Our steadfast commitment to the company's core business values – innovation, quality, integrity, service, diversity, efficiency and safety – have helped us become the company we are today.

 EOE including disability/veteran