Strategic Sales Account Manager, Builder

Shaw Industries Inc • Seattle, WA • 7h ago

Job Title

Position Overview

Shaw Industries Group, Inc. is a leader in flooring and other surface solutions designed for residential housing, commercial spaces and outdoor environments. Leveraging strengths in design, innovation and operational excellence, the company takes a people-centered, customer-focused, and growth-minded approach to meet diverse market needs. It creates differentiated customer experiences through its expansive portfolio of brands: Anderson Tuftex, COREtec, Shaw Floors, Patcraft, Philadelphia Commercial, Shaw Contract, Shaw Sports Turf, Shawgrass, Southwest Greens, Watershed Geo and more. Headquartered in Dalton, Georgia, Shaw is a wholly owned subsidiary of Berkshire Hathaway, Inc. with more than $6 billion in annual sales and 18,000 associates worldwide.

The Shaw Residential Builder Sales Division is looking to hire a Strategic Accounts Manager. This leader is responsible for influencing the Multi-Family, Multi-Family New Construction, Single Family, Senior Living, and Student Housing business channels to create specified contracts for Shaw that utilize the entire spectrum of Shaw Floors product offerings, such as carpet, resilient, hardwood, laminate, tile and stone, turf, and Mainstreet commercial. This role will cover the Pacific Northwest markets and must live in Portland or Seattle within an hour of airport access.

Responsibilities:

Develop specified programs for end users that require use of Shaw products to capture market share and increase overall division profitability while meeting customer/end user needs for projects with scope between $300K and $1M annually with multiyear terms. Create and negotiate contracts that dictate program sales terms.

Identify and penetrate the influencers in the MF and SF business channels including but not limited to apartment management companies, multi family developers and owners, architects and design firms doing interior design work for apartment jobs, general contractors building apartment projects, single family builders, and flooring dealers operating in this channel

Build relationships with key decision makers and use consultative sales skills to identify customer needs and develop appropriate customer solutions/strategy. Make detailed sales presentations to key decision makers that demonstrate the Shaw advantages while demonstrating ROI to the end user.

Manage and maintain specified relationships for nationwide contracts up to $50M. Ensure customer compliance of the agreed program to deliver the value add for user and capture the full contract value through purchase of Shaw products as specified

Work with inventory and category management on submitting sales forecasts to help manage and service future business

Effectively develop and use cold calling techniques to gain meetings with key influencers

Prepare and negotiate supplier agreements within the parameters of the HF and PS programs with respect to volume incentives, rebate programs, product selections, etc.

Act as the intermediary between Shaw flooring dealers, TMs and RVPs and key decision makers within Builder/MF community to create lasting and profitable business arrangements for all

Work closely with TM's and RVP's to ensure we are providing the information to implement the specifications and manage the bid processes. Effectively communicate lead and project information.

Be proficient in presenting both verbally and electronically all of the Home Foundations and Property Solutions products. Demonstrating knowledge of our presentation tools, marketing tools, warranty details, sample @types, and other Shaw features and benefits.

Demonstrate the ability to develop leads via use of salesforce.com, bid clerk, hanley wood, dodge reports, etc.

Requirements:

Bachelor's degree and 2 years of sales experience, or an equivalent combination of education and experience.

Ability to travel to Portland/Seattle by flight and quarterly trips to Boise.

Highly preferred:

Interior design background

Builder and Multi-family building materials or flooring segment experience

Success with strategic consultative selling techniques for outside sales

Experience creating and delivering presentations for end-users and C-level audiences

Experience leading teams

Competencies:

Innovate

Build Customer Satisfaction

Initiate Actions

Deliver Compelling Communication (orally and written)

Build Trusting Relationships

LI-TA1

Work Shift

8 Hr non-rotating shift, Hrs fall to in punch day, Observed Calendar, shift starts AM

Shaw Industries is an equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities.

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