Vice President, Sales
- Phoenix, AZ
- Permanent
- Full-time
Vulcan Materials Company is the nation’s largest producer of construction aggregates and a major producer of aggregates-based construction materials including asphalt and ready-mixed concrete. When you join Vulcan, it’s more than starting an exciting career – you get to make a difference for millions of people every day across the country.When you join Vulcan, you join a dynamic culture in which career development is encouraged, excellence is rewarded and diversity is valued. No matter the role or the location across the country, every member of the Vulcan team lives through the Vulcan Way: doing the right thing, the right way, at the right time.About the Job:The Vice President of Sales will directly manage the Sales Managers across the division, who in turn will be responsible for managing the sales representatives. The VP of Sales is also responsible for partnering across the division with other sales executives to develop the division-wide strategy and corresponding Arizona/New Mexico strategic marketing plan. Responsible for leading the sales leadership team to achieve profitable growth across all product lines in AZ and surrounding markets. Drive market initiatives to achieve division-wide goals through coaching and developing sales leaders consistent with The Vulcan Way of Selling. The VP of Sales works within a team-based organization supported by finance, human resources, community and governmental relations, legal, marketing, procurement, logistics, safety, health and environmental, information technology, and engineering.What You’ll Do:
- Champion the Vulcan Way of Selling. Coach and develop a winning sales management team by implementing and enforcing all sales operational programs and policies per Vulcan’s internal sales strategies. Ensure sales teams are servicing a customer base through sales, service, and collection of receivables in order to improve profits on the production and sales of construction aggregates.
- Develop Strategy. Evaluate pricing structure and develop strategies to remain competitive and profitable. Analyze market trends, promote and identify new business channels by exploring potential opportunities. Drive revenue and market share by developing and implementing strategic market plans, preparing a variety of status reports, including trends in a territory, upcoming events, closings, follow-up, special developments, and concerns or feedback captured through field activity.
- Coach, Guide, and Provide Feedback to Others. Provide regular guidance, feedback, and coaching to the sales leadership team, leveraging internal communication and engagement rhythms on internal sales practices and strategic market plan. Develop a pipeline of sales leadership talent through coaching, feedback, engagement, and ongoing talent identification and recruitment.
- Develop and Achieve Revenue Targets. Work with the sales leadership team to develop and achieve territory budget, provide accurate projections, and manage within parameters to ensure targeted profitability, projecting sales and analyzing trends to assist in the budget process and meeting enterprise revenue targets.
- Communicate Cross-Functionally. Support Division leadership decisions on area growth initiatives and other strategic issues, including pricing, marketing, and inventory management. Coordinate and partner with operations management counterparts as well as logistics/dispatch teams concerning the impact of sales plans on projected volumes, product availability, logistics capacity, and other operational considerations.
- Represent the Company. Represent the company with major contractors, as well as federal, state, and local government agencies and industry associations involved in regulating, specifying, or purchasing construction materials.
- Experience. 10+ years of sales experience with a track record of forward-thinking responsibility is required, and 5+ years of successful sales management is preferred.
- Interpersonal Skills. Must be an excellent motivator and team builder. Must be able to form strong social relationships and be an effective communicator for both internal and external audiences.
- Selling Skills. Must possess persuasive product-selling skills and knowledge.
- Pricing Knowledge. Must be familiar with pricing and marketing principles and be able to support business planning efforts.
- Technology Skills. Must display knowledge of and ability to use computer applications (Microsoft Office Suite, Gmail, etc.) and the most up-to-date sales systems (MOBILESales, APEX quote-to-cash, and Sales Analytics) to understand, measure, and capitalize on sales opportunities.