Building & Construction Sales Director

The Building & Construction Sales Director will be responsible for the leadership and management of the Building & Construction team as they drive, meet and/or exceed sales growth for the entire Chromalox product line within the Commercial markets as defined by Chromalox. Roles & Responsibilities will include, but not be limited to, the following:

• Building & Construction (i.e. Commercial) Market Leadership

• Lead the Building & Construction team – Sales Personnel and Application Engineers – as Player/Coach
• Directly engage w/ Customers/Opportunities with respect to Heat Tracing, Heating Solutions, or Component Technologies respectively within the Commercial targeted Customers
• Key Account Management (i.e., Targeted Accounts) where appropriate
• Product Management/Development support, i.e. identify gaps in product portfolio and work with Product Management to resolve
• Assist with Sales Organization skillset gap assessments to identify which sales capabilities need to be developed, included, and enabled
• Help develop and implement sales process discipline, adherence to standards and excellence in execution while holding Sales Leaders and Outside Sales Engineers accountable to quality and accuracy
• Review CRM (Customer Relationship Management) pipeline and assist with prequalification of RFQ/RFPs
• Review lead-development tools, such as Dodge Report, LinkedIn Navigator, etc. for the purpose of identifying Market Segment Opportunities
• Targeted Market Sector Leadership (assigned as CVP’s are developed)

• Each Targeted Market Sector Leader is to have – at all times – 10+ Opportunities that they co-own with SalesCo (i.e., OSE/ASL)
• Establish themselves as communication-conduits between SalesCo personnel and Business Development
• Establish continuous training of SalesCo personnel with respect to Targeted Market Sector positioning/selling strategies with emphasis on Customer-realized value
• Drive value-based selling throughout the sales organization
• Routine evaluation of markets and geographies with respect to establishing optimal pricing strategies
• Funnel Management

• Actively manage the Building & Construction Business Segment (i.e. Commercial) and/or Targeted Market Sectors within CRM, establishing an Opportunity Pipeline and Funnel with corresponding (and accurate) Probability weightings

Required Skills

• Great communicator and networker who enjoys challenge of dealing with multiple layers of a field sales organization.
• Serve as Key Account Manager for selected key accounts.
• Provide booking forecast input as requested.
• Maintain the opportunities pipeline, tracking of progress against identified targes, and the effective management of leads.
• Ability to identify emerging trends and new technologies within the various markets served by our Product Segments.
• Collaborate closely as an integral member of the sales leadership, marketing and operations teams, applying instructional system design methodology to ensure business plan goals are integrated into all learning activities
• Participate actively in assessing learning needs, via formal needs analyses, of the sales organization and in developing training strategies and plans for established and new products
• Provide classroom, in-field and distance learning curriculum to sales representatives, managers and strategic partners including Engineering firms
• Support product launches by close partnership with the Business Development leaders, developing materials and training and providing consultation to marketing and sales regarding how to train the sales organization on new products

Required Experience

• BS Degree in Engineering or related field experience
• 10+ years of successful business development, product management and/or sales experience within the heating solutions industry
• 5+ years of selling in key market sectors (ex. Building & Construction, District Heating, Sustainable Energy)
• 3+ years Field Sales and Sales Management experience required
• Broad understanding of, and experience in, the markets served
• Business level computer skills (MSWord, Power Point, Excel, Power BI, Dynamics 365)
• Experience in teaching technical topics
• Polished platform skills, excellent written communication, and experience as group facilitator
• Proven leadership in a team environment and ability to collaborate with wide variety of strategic partners
• Strong leadership and interpersonal skills
• Travel as required.

• Great communicator and networker who enjoys challenge of dealing with multiple layers of a field sales organization.
• Serve as Key Account Manager for selected key accounts.
• Provide booking forecast input as requested.
• Maintain the opportunities pipeline, tracking of progress against identified targes, and the effective management of leads.
• Ability to identify emerging trends and new technologies within the various markets served by our Product Segments.
• Collaborate closely as an integral member of the sales leadership, marketing and operations teams, applying instructional system design methodology to ensure business plan goals are integrated into all learning activities
• Participate actively in assessing learning needs, via formal needs analyses, of the sales organization and in developing training strategies and plans for established and new products
• Provide classroom, in-field and distance learning curriculum to sales representatives, managers and strategic partners including Engineering firms
• Support product launches by close partnership with the Business Development leaders, developing materials and training and providing consultation to marketing and sales regarding how to train the sales organization on new products

• BS Degree in Engineering or related field experience
• 10+ years of successful business development, product management and/or sales experience within the heating solutions industry
• 5+ years of selling in key market sectors (ex. Building & Construction, District Heating, Sustainable Energy)
• 3+ years Field Sales and Sales Management experience required
• Broad understanding of, and experience in, the markets served
• Business level computer skills (MSWord, Power Point, Excel, Power BI, Dynamics 365)
• Experience in teaching technical topics
• Polished platform skills, excellent written communication, and experience as group facilitator
• Proven leadership in a team environment and ability to collaborate with wide variety of strategic partners
• Strong leadership and interpersonal skills
• Travel as required.

Chromalox