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The Shelter Solutions Business, part of DuPont Water & Protection. The business is designed to deliver solutions to both the interior and exterior of a building that enhance the performance and beautification of shelters across the globe. The Shelter Exteriors business in NA combines globally-recognized brands under one business – Styrofoam™, Thermax™ , Tyvek®, Great Stuff™, Great Stuff Pro™, and Froth-Pak™. The Shelter Exteriors business sells its products both to leading agents of the controlled environment space which is defined as cold-storage warehouses.
The Controlled Environment Industry Manager (IM), approximately 50% of role, is responsible for leading and executing the Exteriors sales and marketing strategy for all Styrofoam™ and Spray Polyurethane products sold in the Shelter Solutions Business' Controlled Environment channel. Key strategic objectives to lead are channel partner strategy, pricing/margin management, sales deployment, and accurate forecasting of product sales volumes. The CE IM leads a team of external sales agents responsible for selling the DuPont product portfolio into the controlled environment market segments. The CE IM is also the key non-residential (commercial) sales team focal point and subject matter expert with regards to pricing, channel, product availability, and technical support.
The National Account Manager (NAM), approximately 50% of role, leads the company’s efforts to maintain and expand relationships within the construction supply market under several market segments and is responsible for implementing the Shelter Exteriors sales and marketing strategy, and achieving quarterly/annual sales, margin, and forecasting goals, as well as assigned strategic account objectives and data analytics.
The NAM represents the entire range of business products and services to assigned customers, while leading the customer account planning cycle, and account management activities – including contracts, credit, pricing, rebates and other to ensure that assigned customers’ needs and expectations are met and that growth targets are achieved. The NAM develops, reviews and negotiates customer programs, contracts, guidelines, and commercial policies to fully understand all operational / financial implications and ensure alignment to the non-residential market strategy, as well as to operational capacity and capability to supply. This done in conjunction with their Sales Leader.
Core responsibilities include data collection and analysis to drive business strategy, provide accurate forecasts for both DuPont and assigned customers, and also sharing ongoing guidance to customers on activities around product placement, pricing, stocking, and inventory to optimize point-of-sale sell-through and subsequent DuPont sales. In addition to strong analytical and organizational skills, success in this role requires deployment of category management expertise, as well as mastery of the product line review process and quote presentations/demonstrations, category leadership, and the ability to quantify customer opportunities and value propositions.
This role focuses on the corporate/headquarters and key buying locations of assigned accounts, while coordinating closely with Marketing, regional sales team, and internal functional peers (Supply Chain, Manufacturing, Customer Service, Credit, Product Mgmt, etc. ). The ability to lead internal / external teams and collaborate highly effectively cross-functionally is critical, as is the capability to skillfully, engagingly communicate and present to all leadership levels.
Key responsibilities include:
· Achieves, or exceeds, assigned volume and revenue growth goals with designated national accounts
· Meets, or exceeds, assigned expectations for profitability/margin with strategic program management with designated national accounts, in support of business goals
· Creates forecasting accuracy baseline for designated national accounts (in partnership with marketing team) and continuously improves thereupon
· Builds, maintains, and strengthens business relationships with key stakeholders, including the buying merchant, at each customer account.
· Develops and successfully executes strategic customer account plans and objectives, encompassing both brick-and-mortar and eCommerce channels, that are aligned with the business market strategy
· Seeks out and develops new business in accordance with the business market strategy and Shelter exteriors growth programs
· Leads key account team, working closely with Customer Service, Credit / Sales Support, and Specialist contractors to achieve account goals, ensure customer satisfaction, and drive swift issue resolution
· Manages and leads execution of customer contracts, rebate programs, and accruals as required.
· Maintains pulse on competitive developments at accounts and shares key insights with broader exteriors team
Qualifications:
· Four-year University undergraduate degree from an accredited institution
· Minimum of seven years of strategic sales experience in a business-to-business sales environment, preferably in the Building Materials industry
· Experience in construction, building materials sales, hardware, and retail home improvement is strongly preferred
· Experience in management of strategic customer relationships, including contract negotiation and administrative tasks
· Administrative competence in Excel, PowerPoint, Salesforce CRM, as well as data analytics experience required
· Ability to travel up to 40% of the time (position requires extensive travel under normal circumstances)
Preferred:
· Additional post graduate education in business administration, strategic thinking skills development
· Exceptional interpersonal and communication skills, using multi media platforms, web-based tools
· Inquisitive, highly accountable nature to drive to root causes and seek creative solutions
· Proven ability to partner and work successfully across functions
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