DIRECTOR, BRANCH SALES - DALLAS (TX)

Position Summary

The purpose of this position is to serve as a key member of the sales leadership team. This role will be responsible for developing and implementing a comprehensive sales plan to drive gross profit growth for a group of sales territories in the Western Regions.

Essential Functions and Key Responsibilities

Strategy :

• Define, segment, and prioritize which customers should be targeted.
• Determine APA’s value proposition to the target customers, making us the best supplier to meet their needs.
• Determine the services / capabilities APA needs to offer to best meet customers’ needs.
• Collect and analyze the implications of industry-specific trends and landscapes.
• Assess the competitive landscape to identify who we need to beat to win and how we can create sustainable advantages over them.
• Establish the operational requirements to have processes that are consistently followed by all and systems that are accurate, timely, and allow users to make better business decisions.
• Create foundational elements of service in customer service, estimating, fabrication, and inventory to provide a high level of customer service that is consistent across all sales territories.

Financial :

• In partnership with Branch Managers develop the annual Sales Plan including territory quotas and action plans for each territory and Sales Representative.
• Set the financial guardrails for project level gross profit.
• Maintain an ongoing sales pipeline report, in part to shape quarterly reforecasts.
• Produce recurring sales reports and ad hoc analyses to track progress, communicate insights, update relevant stakeholders, reconcile monthly sales / gross profit performance, and identify areas for improvement.
• Determine, manage, and report operational KPIs for sales and operations.

New Business Development :

• Create, implement, optimize, and maintain our go-to-market strategy that generates the highest volume of quality leads in a scalable and efficient manner.
• Conducts surveys of competitors to determine price and promotional strategies; recommends action plans to counteract competition strategies, and exploits weaknesses;

and gains in-depth knowledge of competitors including strengths and weaknesses.

• Assessing inbound leads to determine potential by size, timing, complexity, fit with our capabilities, and competitiveness.
• Refer unitized curtain wall leads to our sister company Erie AP as appropriate.
• Assign leads worth pursuing to the sales representative best positioned to win the work.
• Ensure the scope of each lead is fully understood, documented, and communicated to key stakeholders such as Application Engineering, Estimating, and Customer Service.
• Author standardized talking points to ensure consistent messaging across opportunities / sales representatives.
• Engage personally and attack top-tier sales leads in partnership with primary sales representative.
• Develop best-in-class templates / tools for pitch decks, proposals / estimates, that are polished, professional, customer friendly.
• Serve as the pricing head on small and medium opportunities to ensure targeted gross profit and payment terms are realized, partner with business group President on pricing of large opportunities.
• Support Marketing in the development of a marketing strategy and the associated content, collateral, channels, communications.

Customer Retention :

• Set and maintain sales strategies to retain and grow existing accounts with a focus on the highest value / highest potential accounts.
• Establish and maintain a systemic way to solicit customer feedback to understand where APA is delivering our value proposition / meeting customer expectations and where there are opportunities for improvement.
• Implement strategies to enhance customer retention and promote loyalty. Proactively identify opportunities to upsell or cross-sell additional products or services that add value to the customer's business.
• Support collections as needed.

Sales Team Leadership :

• Set the tone for the sales team.
• Realize the maximum value from each team member by training, coaching, and supporting them.
• Near-term focus on driving consistent execution of the defined / to-be-defined roles, processes, and systems.
• Accompany sales representatives on visits to customers and architects to develop sales representative’s abilities, and to improve and maintain healthy relationships with these important business partners.
• Evaluate the current compensation model; Identify strengths and weaknesses; Propose changes.
• Screen / interview candidates who want to join the Sales Organization at APA.
• Onboard / set up for success new Branch leaders.
• Provide training and educational materials to the team as necessary (in partnership with HR).

Executive Leadership :

• Serve as a cross-functional leader, building relationships and trust through collaboration, communication, and shared accountability across the organization.
• Partner with Manufacturing to plan and manage capacity, identifying potential manufacturing bottlenecks and proactively identifying solutions.
• Lead by example. Build and maintain a dynamic, progressive, performance-based culture founded on the values of collaboration, having a growth mindset, being results oriented, taking accountability, initiative and having fun while we work.
• Fill leadership gaps as needed, step in and provide guidance, empathy, and encouragement across the organization.
• Build alignment, connecting the dots between customers, sales, design, estimating, customer service, project management, and manufacturing.
• Build something special!

Supervisory Responsibilities

Individual manages 2 or more employees in the territory. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.

Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising.

Qualifications and Skill Requirements

Bachelor's degree from four-year college or university in business, marketing or construction management plus 5 - 7 years of experience in the commercial products segment of the glazing industry plus supervisory experience;

or equivalent combination of education and experience.

Recruiter Contact : VERONICA ACOSTA

VERONICA ACOSTA

[email protected]

YKK AP America Inc. is an