Stock Building Supply

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Multi-family Construction-Division General Manager

at Stock Building Supply

Posted: 7/19/2016
Job Status: Full Time
Job Reference #: 4653
Keywords: operations

Job Description

Responsible for Mid-Atlantic Multi-Family Sales and Operations.  Manage Business Unit to drive sales, achieve company goals and maximize performance.  P&L responsibility.

 

Major Responsibilities:

  1. Personnel:
  • Recruit, hire and retain key MF people. Sales, Estimators, and Coordinators.
  • Establish parameters, develop expectations and measure performance to meet and exceed key performance objectives.
  • Training – develop and lead MF team to understand all aspects of MF sales and operations.

 

  1. Supervision:
  • Establish cadence for MF team to operate independently yet in collaboration with all of the Mid-Atlantic markets and other markets as situations require.
  • Develop a plan to execute and grow MF sales.
  • Review contracts, product specifications and POs.
  • Develop and implement a process for problem solving in MF sales and operations.
  • Review reports, P&Ls and other means to evaluate the progress and success of MF operations and sales. Develop a means to grow sales, manage expenses and operate efficiently to meet minimum expectations and develop a profitable business unit.

 

  1. Sales and Purchasing:
  • Develop sales with the assistance of key multi-family salespeople.
  • Establish a process for identifying key prospects, making them targeted leads, develop leads into customers buying supply materials through our MF business unit.
  • Provide the necessary resources to the sales and support team to compete effectively with the mission to become a lead player in the Mid-Atlantic Division in each market. Remove the obstacles preventing salespeople from producing budgeted sales and gross profit, holding the salespeople accountable for results.
  • Review customer contracts, POs and other supporting documents to determine if the customer is a worthy prospect. Once key prospects are identified, lead the charge to earn sales and gross profit.
  • Manage the prequalification process.
  • Oversee the submittal process.
  • Review product specifications ensuring BMC operates in compliance with the customer’s expectations and the legal environment.
  • Oversee Estimating process and procedures. Assign projects to proper estimator(s) and monitor work to ensure work is done accurately and timely.
  • Manage the delivery and logistical requirements of MF sales and operations.
  • Identify the key products and services to be offered to Multi-family customers (prospects). Prioritize those products and work with purchasing to develop and maintain a procurement model and plan for MF.
  • Identify vendor partners and work with these partners to profitably grow this business.
  • Identify opportunities where turnkey/installed services are attractive and develop means to sell and service these projects. ****
  • Identify target markets, prioritize these markets and develop business plan for each of these markets.

 

  1. Contract Compliance:
  • Review contracts for MF customers and projects and develop a methodology for ensuring BMC operates within proper levels of legal risk. Mitigate risk where possible. 
  • Understand that POs must be properly scrutinized and understood for compliance (like contracts).
  • Work with BMC legal to obtain the proper approval to proceed with sales (and pass on sales where we are unwilling to take the risk).
  • Negotiate contracts and POs with customers, vendors, salespeople and the legal department(s). Understand insurance requirements are equally as important in the MF business unit and market segment.

 

  1. General:
  • Achieve top line sales and gross margin objectives, while managing expenses and costs within budgets. (Establish budget with proper approval.)
  • Provide on-going self-improvement and do the same for the entire MF team.
  • Ensure good housekeeping in all areas. Ensure operational excellence followed.
  • Establish safety programs and operate in a safe manner.

 

Essential Job Duties:

  • Ability to manage sales, operations, purchasing and finance/admin functions.
  • Through understanding of company policies and procedures.
  • Through understanding and utilization of company reports and forms.
  • Product knowledge as it relates to MF sales and operations and ability to teach and share this knowledge throughout business unit and those in collaboration.
  • Knowledge of computer system and related technology tools.
  • Ability to discern contractual and insurance requirements, properly manage and execute.
  • Ability to effectively communicate, verbally and written.
  • Advanced knowledge of MF sales techniques and ability to share with team.
  • Good understanding of all positions within the business unit.
  • Understanding of commodity markets and vendor sources.
  • Time management and delegation skills.
  • Through understanding of and ability to manage safety policies.


Required Skills
  1. Minimum education required: Bachelor’s degree in Marketing, Management or business-related field. Applicable experience may be substituted for educational requirements.
  2. Special skills required: Excellent verbal, written and presentation skills, demonstrated organizational skills and ability to interact with customers and associates on various organizational levels.
  3. Special knowledge required: strong product family and industry knowledge. General knowledge of blue-prints and building plans.
  4. Other: Ability to work independently and in a team atmosphere, strong computer skills with emphasis on Microsoft Office products and Trend experience would be beneficial. Must be self-motivated and goal driven.


Required Experience
  1. Minimum experience required: 5 years field experience working in assigned product line.