Area Sales Manager, East Texas Ready Mix

JOB SUMMARY

Under the direction of the Area Manager, the Area Sales Manager will be responsible for the sales team and activities for North Area of East Texas Ready Mix (ETRM). The incumbent will coach and assist in cultivating strong customer relationships. They will direct the ETRM sales team and provide leadership towards the achievement of identified business objectives in line with Martin Marietta’s vision and values. Additionally, they will contribute to the development and education of customers, peers and sales representatives.

ESSENTIAL FUNCTIONS

Cultivates customer relationships to understand and anticipate short and long-term customer needs

Analyzes financial and logistical risks and implications during decision making with regards to strategic customer accounts

Leads the creation of insight-driven innovative solutions which meet customer needs and drive innovative growth

Partners with marketing to analyze target markets, segmentation strategy and margin enhancement opportunities

Responsible for the hiring, performance, development and evaluating of the sales team

Prepares action plans for sales personnel and the sales team that lead to the effective search of sales leads

Assists in the development and implementation of marketing plans as needed

Conducts frequent and regular reviews with all sales representatives to build more effective communications, understand training and development needs, and provide insight for the improvement of sales representatives’ sales and activity performance

Provides timely feedback to senior management regarding performance

Maintain accurate records of all pricings, sales, and activity reports submitted by sales representatives

Assists sales representatives in preparation of customer proposals and presentations

Control expenses to meet budget guidelines

Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team

Help develop and accept accountability for achieving the annual sales plan and budgets

Hire, coach, develop, and evaluate the sales team members

Develop sales tactics that are consistent with Martin Marietta’s short term and long-term marketing objectives for East Texas Ready Mix

Understand the strengths and weaknesses of competitive producers and how these attributes reinforce the competitive advantage associated with Martin Marietta.

Develop and maintain sales relationships with key accounts

Collaborate successfully with the Civil/Highway, Cement and Aggregates sales teams to optimize Martin Marietta’s participation in the North Texas market place

Partner with the Credit Manager to ensure sales team fulfills account management requirements with respect to DSO receivables objectives

Manages communication, prioritization and information flow amongst cross-functional teams

Perform any and all duties deemed necessary by management in support of Martin Marietta’s strategic goals and objectives

MINIMUM EDUCATION AND EXPERIENCE

Bachelor’s Degree and five years of experience in sales preferred. Construction industry or similar industry preferred

Proven sales, negotiation and customer service skills

Strong understanding of customer and market dynamics within the East Texas Ready Mix markets

Experience in implementing or managing Customer Relationship Management tools/system

KNOWLEDGE, SKILLS AND ABILITIES

Must be an enthusiastic, highly motivated self-starter

Ability to perform well under stress and meet deadlines

Good interpersonal, analytical and communication skills

Proven leadership and ability to drive sales teams

PHYSICAL REQUIREMENTS

Make visits to concrete plants, construction sites which may have uneven ground

Lift up to 50 pounds

Travel as required by the position

WORKING CONDITIONS

Most time is spent in an air-conditioned office environment with occasional outside assignments that may require short periods of work in all weather conditions-heat, cold, wet or dry. May have exposure to dust, sand, gravel, diesel exhaust, etc.

Salary : $79,900 - $101,000