Director of Sales

Summary:

Supervise and oversee the sales’ operations of assigned location to meet and exceed the sales, revenue and profit objectives.  Solicit, negotiate and confirm new and repeat business through various techniques and efforts on a regional level with a primary focus on new business.  Oversee and develop sales personnel within assigned area by providing leadership, day to day supervision and support, embracing technology and growing sales staff in line with the company values and vision.

Overview:

Founded in 1954, Bonitz, Inc. is an Employee-Owned Company operating as specialty trade commercial contractors servicing the construction industry. Bonitz designs and installs custom flooring, walls, ceilings, and cladding systems. We offer access, terrazzo and other specialty flooring as well as floor care. We are committed to providing best in class project consulting, project management, and craftsmanship while delivering superior service and practical solutions. Bonitz has divisions in SC, NC, GA, TN, VA, LA, and FL.   

Position Essential Duties:

• Develop business plans, sales process and strategy for the market that ensures the attainment of company sales goals and profitability.
• Initiates and coordinates development of action plans to penetrate new business including General Contractors and end users/vendor evaluations.
•  Synchronize flooring & contracting market execution, adding value to our customer base.
• Identify and monitor key growth segments for both business units.
• Review and action against Sales Reporting YTD on every invoiced customer. 
• Quarterly Reviews utilizing Individual Business Plans, reinforcing accountability and targeted customers for YOY growth utilizing each Sales associates Business Plans.
• Farm leads through business connections and Construct Lead System.
• Utilize CRM for tracking progress.
• Enhance vendor relationships, meeting on updates and entertaining aspects of A&D community.  Organize and plan special events that bring value to our vendors and community of specifiers.
• Continually build vendor relationships on a local level in a positive collaborative way.  Identify key vendor market penetrators and establish business plans & objectives to grow business together.  In addition to weighing in on big-picture partnerships.
• Continual engage with senior level A&D principals to strengthen and reinforce BONITZ market advantage-exposure-market connections. Key networking opportunities can lead to negotiated work opportunities. (i.e.  CREW, CoreNet, IIDA, AIA etc.)

Employee Development:

• Conducts one-on-one reviews with all Sales associates to build effective communications, understand developmental needs and provide insight for improved sales performance.
• Provides timely feedback and coaching for all Sales associates.

• Frequently conducts face-to-face sales calls with Sales associates.
• Assists in preparation of proposals, presentations, goal setting, objection handling, closing, referral development for location assigned.
• Oversees and supports sales training for all levels of Sales associates to learn our business and a variety of methods of selling. Continual Education for the Development of the Sales Director & Sales Team.  Reinforce product knowledge & training, guidance, coaching, tool usage, activities that affect capabilities.
• Reinforce our common language that supports our business execution (i.e. core values) – 60-90 reviews on behavior modifications as necessary.
• Evaluate metrics on jobs won & lost to better understand health of the team. Post-Mortem reviews in the spirit of excellence.  Learning and growing with our customers. Develop a process/form – i.e. select factor projects and have Sales associates meet with target customer and review all aspects of the job experience.  Report back to Managing Partner and share with the team during staff meetings.
• Reinforce diverse product knowledge & training, guidance, coaching, tool usage, activities that affect capabilities. Products in both flooring & contracting that gain market advantage. 

Education/Experience and Ideal Candidate Qualifications:

• Minimum five (5) or more years of experience in Sales, Sales Director, Business Development in a construction or manufacturing environment is preferred
• Excellent leadership, organizational, and managerial skills, and a natural ability to build and sustain relationships.
• Progressive leadership experience with a proven ability in developing, coaching and motivating staff.
• Able to build trust through character, competence, and connection in order to achieve results through clarity, accountability and support.
• Microsoft office experience required.
• Understand the urgency of deadlines, organization, and details
• Exceptional writing and verbal communication skills
• Self-motivated, able to work with minimal supervision.
• Ability to speak effectively before groups of customers or employees of organization.
• Travel: 60-70% local travel
• Entertainment – ie dinners, mill tours, after hour events

Safety Requirements:

• Ensure that all safety training and certifications are up to date or scheduled.
• Stay compliant with all Bonitz safety polices to ensure a safe and efficient workplace.
• Must be committed to working safely while accomplishing all tasks.
• Up to date knowledge of requirements for necessary equipment and training per job.