Regional Sales Manager - Ceilings

The Regional Sales Manager - Ceilings drives revenue and profitability for Ceilings products in assigned territory. Leads a team of outside sales representatives and contractor sales representatives to achieve financial targets and assist our customers in outperforming their competition, while achieving USG assigned targets. This position supports the Hawaii and California markets.

KEY ACCOUNTABILITIES AND RESPONSIBILITIES

Sales

• Owns territory performance for revenue, pricing, gross margin, and market share
• Oversees regional job tracking efforts from specification through sale to lead team toward profitable growth and higher win rates.
• Leads selling effort with architectural, general contractor, sub-contractor, distribution and other key influencers in assigned geography
• Collaborates with Gypsum Division Regional Sales Manager in shared geography for exceptional customer interactions and to maximize USG’s full product portfolio
• Ensures team members work effectively with all shared services including Marketing, Pricing Analytics, Sales Operations, and Customer Service
• Participates in key industry organizations: CISCA, IIDA, AIA, CSI, as applicable

Strategy

• Provides input to Director of Sales-West on the development and maintenance of long-range operational forecasts regarding volume, market share, financial requirements, human capital needs, etc.
• Implements sales strategy for assigned product(s) and territory
• Provides input and manages budget and resource allocation associated with positions and activities

Analysis

• Responsible for monthly and quarterly analysis including topline and customer segmentation
• Monitors dashboard performance and portfolio analysis
• Evaluates USG’s pricing position to maximize profitability and volume while identifying optimal project opportunities for pursuit fully utilizing Salesforce.com

Pricing & Programs

• Develops, implements, and tracks customer sales incentive programs
• Leads product specific pricing parameters and strategies used to drive profitability and volume for USG’s Ceiling Tile, Grid, Ensemble and Specialty Ceilings businesses within assigned territory

Human Capital

• Mentors, guides, and coaches team to expand their capabilities and performance
• Coaches Dimensions of Professional Selling tools and techniques throughout the entire sales process with direct report Sales Representatives
• Works closely with HR team on selection, training, compensation, etc. regarding team members
• Works with Sales Excellence training team to identify and meet training needs of sales professionals

JOB REQUIREMENTS

Knowledge, Skills, and Abilities

• Significant knowledge of USG’s Ceilings product portfolio, including customers and segments with greatest opportunity; Market expert in assigned geography
• Self-starter with strong organizational, time management, and problem-solving abilities

• Proficiency required in core programs including MS Office (Excel, PowerPoint, etc.) and Salesforce.com
• Focused on continuous learning to drive individual and team performance
• Analytical skills to assess trends in the business and identify methods for improving results
• Proven Sales Professional with a track record of success
• Proven ability to identify key decision makers and build relationships; an adept networker
• Strong written and oral communication skills
• Strong coaching, management, and leadership skills and a proven track record of developing and managing team members to high performance

Physical Demands and Other Requirements

• Ability to operate a fleet vehicle (valid driver’s license required)

Travels within assigned geography, approximately 30% to 50%

• Some nights and weekend work required within primary market(s)
• PLEASE NOTE: Must be based in California.

Education and Related Experience

• Bachelor's Degree in Business or a related field. Advanced education beyond a bachelor’s degree is strongly preferred
• Two years minimum sales experience in the building industry or an aligned business.
• Two years minimum experience in managing people
• Trained in Dimension of Professional Selling Skills and Directions communication tools to successfully engage with customers and coach team members

Rate of pay may be adjusted based on the qualifications and experience of the candidate.

USG employees enjoy a number of benefit options for themselves and their families. These include two medical insurance options, as well as vision and dental coverage. The cost of these optional programs varies based on coverage level - employees generally pay 25% of the monthly premium cost, USG pays the rest. These coverage options are offered on the first day of employment with no waiting period.

Additionally, USG employees enjoy both a 401(k) Investment Plan with company match and a pension plan. Beyond these main features, employees may also choose from a number of additional programs like life insurance, accident insurance, legal insurance, even pet insurance, just to name a few. USG also offers Quarterly (hourly) / Annual (salary) bonus potential for all employees based on performance metrics tied to safety, quality, and productivity. USG also provides employees with paid time off and paid holidays.

Since 1902, Chicago-based USG has been a leader in producing innovative, award-winning products and systems to build everything from major commercial developments and residential housing to home improvements. USG's employees are committed to the highest levels of customer satisfaction and quality in everything we do. Our steadfast commitment to the company's core business values – innovation, quality, integrity, service, diversity, efficiency and safety – have helped us become the company we are today.

EOE including disability/veteran