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Commercial Go-To-Market (GTM) Sales Representative

GAF

Richmond, VA

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JOB DETAILS
SALARY
$81,000–$103,500 Per Year
SKILLS
Autopsy, Bidding, Business Skills, Cadence, Coaching, Commercial Construction, Competitive Analysis/Strategy, Computer Skills, Construction, Data Quality, Financial Trend Analysis, Forecasting, Hospital, Manufacturing, Mentoring, Multitasking, Negotiation Skills, Organizational Skills, Pager, Pricing, Problem Solving Skills, Procedure Development, Product Development, Product Pricing, Profit & Loss Analysis, Project Lifecycle, Project Tracking, Project/Program Management, Reporting Dashboards, Roofing, Sales, Sales Analysis, Sales Closing Skills, Sales Cycle, Sales Pipeline, Sales Prospecting, Sales Qualification, Sales Support, Salesforce.com, Team Player, Technology White Papers, Territory Management, Time Management, Trend Analysis, Waterproofing, Willing to Travel
LOCATION
Richmond, VA
POSTED
Today
At GAF Commercial we cover more than buildings. We cover each other. No matter what role, tenure, or department, under this roof you are helping to build the market leader in commercial roofing. Under this roof, we are assembling a winning team that puts the customer at the center of every decision and doesn't back down from hard work. Under this roof, we support one another in delivering operational excellence daily, while working to make a positive impact for our planet and our communities. 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 Summary

The Commercial GTM Sales Representative acts as the high-velocity orchestration engine for the closing half of the commercial roofing sales cycle. Operating at a geographical Area Manager level, this role functions as a strategic, data-driven partner to the field, turning qualified intelligence into coordinated action.


Upon formal hand-off from the GTM Sales Analyst and entry into Salesforce, the GTM Sales Rep takes full operational command of the project lifecycle. Shifting focus away from early-stage prospecting, this role centers entirely on the critical deal-execution phase.


Job Summary

As the primary driver for late-stage success, you will oversee the complex flow of inbound project demands and steer field representatives toward high-priority targets. By orchestrating bid meetings and performing rigorous win/loss analytics, you provide the vital market intelligence needed to accelerate regional revenue and identify key growth opportunities in emerging strategy markets.


Essential Duties


+ Handoff Orchestration & Nurture Cadence• Formally take ownership of projects and qualified leads once they are logged in Salesforce by the GTM Sales Analyst, initiating a tight, collaborative strategy with field reps.• Actively monitor the area funnel to identify "stuck" projects. Work directly with field reps to provide the necessary technical data, submittals, or incentives to nudge the contractor or owner to a "yes."• Turn top-funnel data into precise field execution, maintaining a rigorous follow-up cadence so multi-month construction timelines are never missed.

+ Bid and Quoting Coordination• Facilitate, track, and manage the execution of Buying Agreements, ensuring they align with regional pricing boundaries and margin targets.• Monitor and report on how effectively our customers are leveraging BAs. Evaluate whether current price points and packaging strategies are accelerating or hindering overall sales velocity.• Coordinate and track critical project pre-bid and bid-day meetings. Ensure field reps, contractors, and estimating teams are perfectly aligned and equipped with the necessary project data and documents.• Establish a continuous feedback loop following bid meetings to gather real-time market intelligence regarding competitor positioning and pricing strategies.• Manage the post-bid transition by facilitating final commercial negotiations and resolving outstanding terms.• Ensure the finalized opportunity package is primed and ready for a seamless handoff to the Territory Manager (TM) for deal closing.

+ Win/Loss Analysis & Post-Project Insights• Conduct thorough "autopsies" on pipeline outcomes to pinpoint why we won or lost (e.g., price, spec break, contractor preference) and translate findings into actionable data.• Collaborate with sales and support teams to ensure won accounts deliver sustainable, high-quality revenue over the long term.• Report win/loss trends back to Product, Pricing, and GTM strategy teams to adjust upstream messaging and product development.• Act as the gatekeeper for Salesforce data accuracy during the closing stages, ensuring regional pipeline forecasting is reliable and accurate.

+ Enablement, Coaching & Alignment• Provide real-time feedback and alignment to the sales team on objection handling, ensuring reps are actively and correctly using the latest competitive "Battle Cards."• Assist in training and mentoring new sales hires to compress their time-to-quota and keep existing reps sharp on GTM processes.• Maintain and curate a ready-to-go library of case studies, white papers, and technical one-pagers for immediate field deployment.


Qualifications Required


+ Bachelor's Degree

+ Minimum 2+ years in a Sales, Sales Success, Revenue Operations, or high-level Project Management role, specifically within commercial construction, roofing, or industrial manufacturing.

+ Ability to travel: 5-10%


Qualifications Preferred


+ Strong computer skills including Google Business Suite.

+ Exceptional ability to thrive in a chaotic, fast-paced environment, masterfully juggling competing priorities, tight client requests, and multi-year project deadlines.

+ Power-user capabilities in Salesforce: ability to build regional dashboards, track sales velocity, and spot bottlenecks in data.

+ Strong understanding of the commercial bidding, estimating, and submittal lifecycle, along with financial comfort around quoting and buying agreement frameworks.

+ Exceptional communication and organizational skills with a proven ability to push, coach, and align independent field reps and Area Managers to hit deal milestones.

+ Works under close or moderate supervision/coaching; needs guidance on more complex tasks.

+ Can solve routine problems using established procedures / guidelines.

+ More focused on well defined operational tasks.


Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications.


Base Salary Range: $81,000-$103,500


How We Protect What Matters Most:


1. We offer a wide range of health insurance options that include medical, dental, and vision for you and your family. 2. Our Family-Building benefits support the many different journeys to fertility and parenthood. 3. Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions. 4. 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. 5. Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program. 6. We're committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.


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. We are committed to equal employment opportunity on the basis of each candidate's qualifications, experience, and merit, without regard to 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).


Privacy Notice (https://www.gaf.com/en-us/about-us/privacy-and-legal/privacy-policy) Applicant Notice


With 130+ years in the industry, GAF is the leading roofing manufacturer in North America. As a member of the Standard Industries family of companies, we are also part of the largest roofing and waterproofing business in the world.


Our communities help give our work meaning and the products we manufacture help protect what matters most. The shingles help to shelter the families living in the homes in our towns. The TPO helps protect what is under that hospital’s roof. In addition to quality products, we make sure they are installed by quality craftsmen and women. The full GAF portfolio of solutions is supported by an extensive national network of factory-certified contractors.


GAF continues to be the leader in quality and offers comprehensive warranty protection on its products and systems. Our success is driven by a commitment to empowering our people to deliver advanced quality and purposeful innovation and the desire to protect what matters most. ​

About the Company

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GAF