Brief Description

Founded in 1936, Roseburg Forest Products is a privately owned company and one of North America's leading producers of particleboard, medium density fiberboard and thermally fused laminates. Roseburg also manufactures softwood and hardwood plywood, lumber, LVL and I-joists. The company owns and sustainably manages more than 600,000 acres of timberland in Oregon, North Carolina and Virginia, as well as an export wood chip terminal facility in Coos Bay, Ore. Roseburg products are shipped throughout North America and the Pacific Rim. To learn more about the company please visit www.Roseburg.com.

Purpose

Provide sales and personnel leadership for the EWP outside sales teams, in support of all market channels serviced by the Roseburg Commercial organization. As the national sales manager, this individual will be responsible for meeting sales goals, understanding and driving EWP products profitability, maximizing customer relationships, and collaborating with operations, planning, logistics, and the business development teams to meet business objectives. The position will also support the strategic sales planning and execution of all EWP new product development and lead product launch execution. The goal is to ensure the sales team meets its commitments to the clients and the organization. The measurement of success will be the profitability of the EWP segment. This position also requires the individual and the team to cascade the One Roseburg culture, to include sales ownership of the entire Roseburg product portfolio.

Key Roles & Responsibilities

Sales Organization Management

Day-to-day leadership of the EWP outside sales team, ensuring achievement of the business plans in volume, return, and profitability
Leadership in the development and implementation of pricing strategies that align with business segment strategy
Ownership of strategic planning and execution for new EWP products and a support role with the new product development team
Lead the commercialization of new product launches for EWP
Develop and maintain strong, high level relationships with key customers
Ownership of the development of sales plans and customer account plans for EWP sales
Work seamlessly with the inside sales teams for EWP, and work cross functionally with sales managers/directors of the other commercial businesses
Provide reporting of sales results that supports cross-functional communication across the businesses
Oversee the training and education of the entire sales team on all products sold through each market channels
Perform administrative functions, including but not limited to; reviews, budget development and maintenance, expense management, compensation, hiring, etc
Oversee talent management, including the performance assessment process, professional development and succession planning for direct reports. Provide or assist in adequate coaching, training, retention, and motivation of direct reports
Conduct quarterly, annual, or interim reviews and evaluations on a formal and ad hoc basis
Motivate and set task direction for fellow team members without direct hierarchical control
Communicate the company strategy and direction effectively across the team, both within Roseburg and across client organizations
Create and maintain a Customer Centric culture in all business activities. Coordinate usage of agendas & performance figures for appropriate level client sales meetings & business reviews. Ensure high value of time & asset management and preparation
Understand, fully embrace, and model Roseburg’s core values; “Safe to the Core”; “Sawdust in the Veins” (have a passion for the business and our clients), work from a “Handshake Integrity” and be “Driven to Win”

Business Management

Working with the Business Management teams, assist in the development, but primarily the execution of sales/marketing strategies, new products and programs for the business of the company, ensuring a fit to the plants’ capabilities, and meeting market or specific client needs
With all aspects of this role, the Sales Manager must work with and communicate with the management team to make sure all strategies and policies (pricing, products, marketing, etc.) are in-line with the overall company and business strategies and plans
Support the collaboration between sale and operations through cross functional meetings and communication

Segment Profitability

Understand the drivers of profitability for the businesses.
Adjust sales strategies to meet financial commitments.
Execute against opportunities to improve business profitability
Collaborate with Credit/AR for approvals of clients and establishing credit limits

Collaboration with Sales, Operations & Logistics Leadership Teams

Sales & operations planning – collaborate in the sales planning process, in conjunction with operations, resulting in achievement of annual plans and periodic forecast and plan reviews
Contributes to estimates and forecasts for the EWP segment
Work with the Marketing and Sales Directors to grow brand awareness of our products, to include advertising, literature, sample programs, architectural specifications support, etc.
Influence and help build the relationship between the customer, inside & field sales teams, mill personnel, and sales management
Collaborate with the Sales Directors and Managers to develop and execute sales, client service, performance tactics and strategies to promote sales growth and improve profitability expectations
Maintain an awareness of day-to-day client relationships regarding ordering, shipments, claims and other transactional issues

Required Qualifications

Minimum ten (10) years of experience in building products sales and/or sales leadership
Bachelor’s Degree in Business Administration, Sales & Marketing, or related major
Established successful leadership of a business and/or team, with a demonstrated ability to lead and motivate
Demonstrated ability to develop, execute against sales plans and deliver results=
Ability to facilitate and lead group meetings under required as an addition to verbal and interpersonal skills
Demonstrated ability to collaborate, align with other functional groups, the capacity to challenge the status quo, and implement change in an organization
Proven experience in leading outside sales teams, developing successful sales strategies and team structure and customer account planning
Developing pricing strategies across business segments and products
Positive demeanor and the ability to lead and/or function within a team
Critical thinking, numerical analysis, an understanding of business finances with the ability to apply knowledge to ensure business profitability performance
Ability and willingness to travel overnight approximately 50% of the time, scaled as needed
Ability to work in various computer platforms (primarily Microsoft Office applications, with an emphasis on Excel)
Ability to multi-task and function in a changing, fast-paced environment
Excellent professional, written, verbal communication and interpersonal skills
Understand and exhibit a sense of urgency
Strong self-motivation and organizational skills.

Additional Qualifications

Evidence of involvement in the development and execution of strategic plans
Good understanding of the strengths, limitations, and weaknesses of key competitors within the industry
Proven ability to work cross-functionally and lead without authority
A comprehensive understanding of the Roseburg product portfolio as well as our value over the competition
Demonstrated ability to develop, execute against sales plans, and deliver results
Ability to facilitate and lead group meetings.
Capacity to develop, analyze, interpret, and utilize data from business intelligence resources, aiding in the decision-making process
Experience with and demonstrated use of best practices in a functional role (i.e., sales and operations excellence)
Evidence of ability to manage talent in an organization, including development and execution of talent strategies around performance management, people development, incentives and succession planning
Advanced leadership and sales training

AN EQUAL OPPORTUNITY EMPLOYER INCLUDING DISABILITY AND VETERANS

Roseburg Forest Products

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