OVERVIEW

Reporting to the General Manager, the Sales Manager has direct accountability for sales and topline performance for RMC Ready-Mix. Providing leadership, motivation, development, and direction for the sales team, the Sales Manager plays a key role in maximizing profitability by developing strategies to optimize sales, understand and manage customer relationships, optimize the sales & production balance, and manage market dynamics. The Sales Manager is also responsible for monitoring the market and keeping market intelligence information up to date and works closely with Operations, Quality, and Finance to drive and achieve annual sales and collections targets.

SPECIFIC ACCOUNTABILITIES

• Responsible for the sales and related gross profits of the business unit
• Lead commercial & residential programs, systems and tools
• Responsible for monthly Sales Forecasts
• Complete a Strategic Framework and commercial strategy
• Responsible to ensure collections targets are met
• Responsible for customer satisfaction

QUALIFICATION PROFILE

Education:

• Diploma in Business or related field, or an equivalent combination of education and work experience.

Experience and Skill Set:

• Minimum of 5 years of progressive management/supervisory experience
• Must have minimum of 5 years construction of construction material experience
• Drive for Results
• Team leadership and people management
• Demonstrated strong application user skills for MS Office Suite of products including Excel, Word, and PowerPoint at intermediate level, experience in utilizing systems and tools to improve sales performance
• Strong written and verbal communication skills with high degree of accuracy and attention to detail
• Demonstrated strong analytical and problem-solving skills
• Proven ability to multitask in a fast-paced environment, strong time management skills essential
• A self-starter and independent thinker
• Conflict Management
• Ability to negotiate skillfully in tough situations without damaging relationships
• Highly motivated, able to quickly build and maintain positive working relationships
• Ability to maintain composure in dealing with difficult situations; demonstrates positive customer service attitude
• Ability to foster and grow a strong safety culture

Sales and Marketing Strategy:

• Completes an annual Sales Strategy and determines annual and project pricing based on market trends
• Create and implement sustainability strategy to promote initiatives
• Manage the commercial excellence programs, systems and tools (e.g. Salesforce.com, Qlikview), including development, execution and tracking of sales team commercial strategies and action plans
• Responsible for coordinating the completion of a Strategic Framework and related action plans for the business

Budgeting & Sales Forecasting:

• Prepares and delivers a detailed annual sales budget with sound strategy/rationale. Accountability is clearly assigned throughout the sales team.
• Builds effective monthly sales forecasts for the management team.
• Calculates backlog and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit).
• Assigns accountability and develops actions for uncommitted volumes.
• Tracks and interprets market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of concrete demand.

Credit and Collections:

• Manage weekly collections process within the sales group.
• Responsible for customer account aging and primary collection activities to minimize outstanding receivables.
• Develop action plans with GM to collect on delinquent accounts

Digital:

• Manages, updates and optimizes social media platforms
• Support implementation and maintenance of customer facing digital tools

People Management:

• Creates, manages and ensures solid processes and performance metrics in place for team
• Participates in the building of the career and succession plan for the key positions
• Provides support and expertise to the sales team

Health & Safety:

• Demonstrates a commitment, leadership and mentorship in Health & Safety.
• Promotes RMC safety guidelines and standards to customers and ensures direct reports do also.
• Ensure strict compliance with all health and safety rules and regulations

Customer Focus:

• Provides customer focus for the area management team
• Continuously develops offerings to differentiate RMC as the supplier of choice
• Directs and steers team in building solid relationships with key existing and potential customers
• Manage customer profiling and targeting action plans
• Handles customer issues to completion