DIRECTOR, BRANCH SALES - RANCHO CUCAMONGA (CA)

Location: 

Rancho Cucamonga, CA, US, 91730

Our company culture is built upon YKK’s philosophy called the CYCLE OF GOODNESS™.  We believe that providing value and being fair to our customers and our employees is what makes us a successful company in return.  Guided by our core values and fundamental behaviors, we strive to foster a caring company, committed employees and challenging work that benefits our employees, customers, and communities. We offer competitive compensation packages, training and advancement opportunities. YKK AP America provides employees with a comprehensive benefits package designed to provide the security they need to enjoy life at home and at work.  By providing a high level of benefit coverage at a reasonable cost to the employee, we hope to foster a long and productive employment relationship.

 

Position Summary

The purpose of this position is to serve as a key member of the sales leadership team. This role will be responsible for developing and implementing a comprehensive sales plan to drive gross profit growth for a group of sales territories in the Western Regions.

 

Essential Functions and Key Responsibilities

Strategy:

  • Define, segment, and prioritize which customers should be targeted.
  • Determine APA’s value proposition to the target customers, making us the best supplier to meet their needs.
  • Determine the services / capabilities APA needs to offer to best meet customers’ needs.
  • Collect and analyze the implications of industry-specific trends and landscapes.
  • Assess the competitive landscape to identify who we need to beat to win and how we can create sustainable advantages over them.
  • Establish the operational requirements to have processes that are consistently followed by all and systems that are accurate, timely, and allow users to make better business decisions.
  • Create foundational elements of service in customer service, estimating, fabrication, and inventory to provide a high level of customer service that is consistent across all sales territories.

Financial:

  • In partnership with Branch Managers develop the annual Sales Plan including territory quotas and action plans for each territory and Sales Representative.
  • Set the financial guardrails for project level gross profit.
  • Maintain an ongoing sales pipeline report, in part to shape quarterly reforecasts.
  • Produce recurring sales reports and ad hoc analyses to track progress, communicate insights, update relevant stakeholders, reconcile monthly sales / gross profit performance, and identify areas for improvement.
  • Determine, manage, and report operational KPIs for sales and operations.

New Business Development:

  • Create, implement, optimize, and maintain our go-to-market strategy that generates the highest volume of quality leads in a scalable and efficient manner.
  • Conducts surveys of competitors to determine price and promotional strategies; recommends action plans to counteract competition strategies, and exploits weaknesses; and gains in-depth knowledge of competitors including strengths and weaknesses.
  • Assessing inbound leads to determine potential by size, timing, complexity, fit with our capabilities, and competitiveness.
  • Refer unitized curtain wall leads to our sister company Erie AP as appropriate.
  • Assign leads worth pursuing to the sales representative best positioned to win the work.
  • Ensure the scope of each lead is fully understood, documented, and communicated to key stakeholders such as Application Engineering, Estimating, and Customer Service.
  • Author standardized talking points to ensure consistent messaging across opportunities / sales representatives.
  • Engage personally and attack top-tier sales leads in partnership with primary sales representative.
  • Develop best-in-class templates / tools for pitch decks, proposals / estimates, that are polished, professional, customer friendly.
  • Serve as the pricing head on small and medium opportunities to ensure targeted gross profit and payment terms are realized, partner with business group President on pricing of large opportunities.
  • Support Marketing in the development of a marketing strategy and the associated content, collateral, channels, communications.

Customer Retention:

  • Set and maintain sales strategies to retain and grow existing accounts with a focus on the highest value / highest potential accounts.
  • Establish and maintain a systemic way to solicit customer feedback to understand where APA is delivering our value proposition / meeting customer expectations and where there are opportunities for improvement.
  • Implement strategies to enhance customer retention and promote loyalty. Proactively identify opportunities to upsell or cross-sell additional products or services that add value to the customer's business.
  • Support collections as needed.

Sales Team Leadership:

  • Set the tone for the sales team.
  • Realize the maximum value from each team member by training, coaching, and supporting them.
  • Near-term focus on driving consistent execution of the defined / to-be-defined roles, processes, and systems.
  • Accompany sales representatives on visits to customers and architects to develop sales representative’s abilities, and to improve and maintain healthy relationships with these important business partners.
  • Evaluate the current compensation model; Identify strengths and weaknesses; Propose changes.
  • Screen / interview candidates who want to join the Sales Organization at APA.
  • Onboard / set up for success new Branch leaders.
  • Provide training and educational materials to the team as necessary (in partnership with HR).

Executive Leadership:

  • Serve as a cross-functional leader, building relationships and trust through collaboration, communication, and shared accountability across the organization.
  • Partner with Manufacturing to plan and manage capacity, identifying potential manufacturing bottlenecks and proactively identifying solutions.
  • Lead by example. Build and maintain a dynamic, progressive, performance-based culture founded on the values of collaboration, having a growth mindset, being results oriented, taking accountability, initiative and having fun while we work.
  • Fill leadership gaps as needed, step in and provide guidance, empathy, and encouragement across the organization.
  • Build alignment, connecting the dots between customers, sales, design, estimating, customer service, project management, and manufacturing.
  • Build something special!

Supervisory Responsibilities

Individual manages 2 or more employees in the territory. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising.

 

Qualifications and Skill Requirements

  • Bachelor's degree from four-year college or university in business, marketing or construction management plus 5 - 7 years of experience in the commercial products segment of the glazing industry plus supervisory experience; or equivalent combination of education and experience.

At YKK AP America Inc., base pay is only part of our total compensation package and is determined within a range. The base pay range for this role in California is between $113,500 - $192,950 and will depend on your skills, qualifications, and experience.

 

YKK AP America Inc. is an Equal Opportunity Employer committed to a culturally diverse workforce. We take affirmative action to ensure equal opportunity for all qualified applicants to receive consideration for employment without regard to race, religion, color, age, sex (including pregnancy), national origin, sexual orientation, gender identity, disability status or protected veteran status, or other legally protected characteristics. Learn more about your EEO rights as an applicant (Opens in a new window).

 

YKK AP America Inc. will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants. United States Department of Labor. Learn more (Opens in a new window).

 

YKK AP America Inc. participates in the E-Verify program as required by law. Learn more about the E-Verify program (Opens in a new window)

 

YKK AP America Inc. is committed to working with and providing reasonable accommodations to job applicants with physical or mental disabilities. Applicants with a disability who require a reasonable accommodation for any part of the application or hiring process can follow the process outlined below when applying for a position: Provide your name and contact information to YKK AP's  Accommodations team at accommodationrequest@ykkap.com. Your request will be responded to as soon as possible. Reasonable accommodations will be determined on a case-by-case basis.

 

Employment with YKK AP America Inc. is conditioned upon successfully completing a negative drug test for the presence of illegal drugs. 


Nearest Major Market: Riverside
Nearest Secondary Market: Los Angeles