POSITION SUMMARY:
The Hardwood Lumber Sales & Procurement Manager is responsible for growing existing Hardwood Lumber accounts and developing new business. The position also supports Timber Products' Component business operations by procuring materials to manufacture the customer's final product. Responsible for all phases of the sales and marketing process, including lead generation and management, pre-order and post order service and maintenance of accounts. Actively interfaces with the production team to develop manufacturing schedules to meet customer needs and provide forecasting on production volumes. The Hardwood Lumber Sales & Procurement Manager is responsible for developing and working to achieve sales budgets and goals agreed upon by the management team. Michigan location is preferable but negotiable.
MAJOR TASKS:
Represent the Company's various product lines by servicing both existing accounts while adding/developing new growth opportunities. This will require frequent interactions (in-person is desired, followed by phone calls next and finally emails/texts) with the existing clients base while enhancing relationship-based partnership with them as well as all prospective new clients.
Make sales presentations to current and potential clients by first selling the TP Service First model. Once this model is understood then we focus efforts on matching client needs to the products we offer, understanding that we may need to guide a client to a competitor that can better meet their needs. Although often challenging, our products must align with their needs, not the other way around.
Work with mill managers and finance staff to establish sales objectives by forecasting and developing annual sales quotas for territories. Project expected sales volume and profit for existing and new products. Maintain and grow sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators and competitor behaviors.
Plan, source, and negotiate the acquisition of lumber used in Component Mill. Develop and manage vendor relationships to generate consistent sources of materials to prevent supply chain disruptions. Work with finance team to project expected materials costs to establish pricing for finished products. Anticipate and be proactive to address weather and seasonal issues.
Monitor competition by gathering current marketplace information on pricing, current and new products, delivery schedules, etc. Recommend changes in products, their packaging, as well as service policies by evaluating results of market research and assessing competitive developments. Adjust procurement needs to meet final product demand.
Travel to meet with customers and vendors, as necessary, to develop and maintain cohesive business relationships.
Analyze trends and economic indicators, stay current with supply and demand, and research competition to determine pricing.
Keep management informed by submitting activity into the company CRM such as daily call reports, new opportunities, and monthly and annual product and/or territory analysis. Analyze reports to recommend future changes.
Provide sound customer service by representing the Company's entire product line, problem solving, and providing solutions matching the customer's specific needs. Also service the customer by following up after the sale to assure customer satisfaction on quality and delivery. Resolve customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management. Act as lead negotiator and problem solver with credit and claims issues.
SKILL REQUIREMENTS:
Bachelor's degree in marketing, Business Administration, or related field and a minimum of 2-4 years of successful sales experience relating to Hardwoods (Maple, Oak, Cherry, Walnut, Poplar, Birch) is preferred. An equivalent combination of education and experience may substitute for a bachelor's degree.
Excellent oral and written communication skills and the ability to proactively prospect potential new customers and develop strong working relationships with customers, vendors, and other Timber Products corporate and plant management staff.
Proven experience in meeting sales revenue targets and creating and updating sales proposals is required.
Excellent negotiation and persuasion abilities to sell final products/services and procure materials at favorable prices.
Strong leadership and managerial skills.
Strong project management, interpersonal and organizational skills, ability to work in a team environment and produce results in conjunction with fellow team members, and willingness to travel within the USA, with additional visits to Canada, Mexico, and other countries as needed, is essential.
Must be proficient in the use of computers and a variety of software programs, as well as Microsoft Office programs, including Word, Excel, Outlook, and PowerPoint.
Must be able to manage multiple priorities or projects simultaneously and keep them progressing to completion.
