LEHMAN-ROBERTS COMPANY - A PROUD TRADITION SINCE 1939
Lehman-Roberts, a Granite Company, has been a part of the fabric of Memphis for more than 85 years. We are dedicated to the manufacturing and placement of quality hot mix asphalt along with surface mining of aggregates from our sister company Memphis Stone & Gravel. Anchoring our company's efforts are the core values of stewardship, humility, continuous improvement, and relationships. With manufacturing facilities located throughout West Tennessee and North Mississippi, we specialize in asphalt production and construction projects ranging from commercial projects to miles of interstate highway paving throughout the Mid-South.
General Summary
Responsible for leading and managing the market development and sales strategy for construction materials in an area and/or region. Including expanding the area's/region's sphere of influence and increasing sales revenue in the area/region to ensure sales goals are achieved.
Essential Job Accountabilities
Manage the materials sales functions including, but not limited to, budgets, forecasts, staffing, compensation and performance management to ensure corporate initiatives are met
Supervise, direct, and mentor the materials sales staff to ensure we attract, develop and retain the very best talent in the industry
Develop and maintain key contacts through market analysis, networking, industry associations, community involvement, and other avenues, to identify new business opportunities
Initiate, develop and maintain contact with existing and potential customers in order to build relationships and ensure sales goals are achieved
Interface with owners' representatives, subcontractors, and agencies to understand existing construction materials needs and identify sales leads
Obtain market information on existing construction materials competitors, including sand and gravel, crushed stone, asphalt concrete and ready mix concrete suppliers, to understand their capabilities and offerings
Develop, build and maintain relationships with internal and external customers to understand existing needs and create solutions of value to both parties
Develop and implement a materials marketing strategy for the area/region
Establish job specific materials pricing for all internal and external projects, and general price lists
Benchmark and leverage sales efforts across regions and throughout the company
Work in conjunction with the local management team to establish strategies, optimize margins, and implement tactics to ensure that business and materials sales goals are met
Continuously streamline the sales processes (prospecting to receivables) to ensure the sales staff is able to maximize face time with customers
Education
Bachelor's Degree in Marketing, Business, or related field, or equivalent experience
Work Experience
10+ yrs outside sales experience
5+ yrs management experience
Experience in construction materials (asphalt, aggregates, cement, etc.) sales preferred
Knowledge, skills, and abilities
Excellent ability to generate leads and close deals
Outstanding customer service, public speaking and presentation skills
Ability to effectively manage and prioritize resources, people and projects
Sound decision-making ability with the experience to balance consensus against authority as appropriate
Team player, with strong leadership skills, who can operate effectively within a matrix management environment
Excellent consultative and communication skills and ability to interface effectively with all levels of management and all types of customers
Strong analytical and problem-solving skills, with demonstrated ability to provide creative solutions to real-time challenges
Ability to work in high production environment and respond quickly and effectively under pressure and deadlines
Strong MS Office products (Word, Excel, PowerPoint, etc.) skills
Advanced written and oral communication skills to effectively disseminate information
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear. The employee frequently is required to stand, walk, sit and use hands to operate a computer keyboard. The employee is occ
Numbers & Facts
Location
Memphis, Tennessee
Skills
Accounts Receivableunmatched
Analysis Skillsunmatched
Benchmarkingunmatched
Budgetingunmatched
Business Performance Managementunmatched
Communication Skillsunmatched
Compensation Managementunmatched
Concreteunmatched
Constructionunmatched
Construction Projectsunmatched
Contact Managementunmatched
Continuous Improvementunmatched
Customer Relationsunmatched
Customer Support/Serviceunmatched
Establish Prioritiesunmatched
Field Salesunmatched
Forecastingunmatched
Keyboardsunmatched
Lead Generationunmatched
Leadershipunmatched
Manufacturingunmatched
Market Analysisunmatched
Market Developmentunmatched
Marketingunmatched
Marketing Strategyunmatched
Materials Managementunmatched
Matrix Managementunmatched
Meet Sales Quotaunmatched
Mentoringunmatched
Microsoft Excelunmatched
Microsoft Officeunmatched
Microsoft PowerPointunmatched
Microsoft Wordunmatched
Needs Assessmentunmatched
Physical Demandsunmatched
Presentation/Verbal Skillsunmatched
Pricingunmatched
Problem Solving Skillsunmatched
Production Systemsunmatched
Resource Managementunmatched
Revenue Growthunmatched
Salesunmatched
Sales Closing Skillsunmatched
Sales Managementunmatched
Sales Prospectingunmatched
Sales Strategyunmatched
Stewardshipunmatched
Strategic Planningunmatched
Surface Miningunmatched
Team Playerunmatched
Time Managementunmatched
Writing Skillsunmatched
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