This Northwest District Manager will lead a sales organization including but not limited to Northern California, Washington, Oregon, British Columbia, and Alberta. The successful candidate will work to ensure goals and targets are met annually by implementing business strategies for margin enhancement, strategic product growth, and productivity gains. This includes managing wealth, share, and assessing competitive threats, as well as developing a sales opportunity pipeline.
The District Manager will also be responsible for the implementation of sales strategies for new and existing technologies, products and programs. Developing, maintaining and building strong customer relationships to maximize customer satisfaction and GCP profitability are critical for success in this role.
The District Manager will lead and develop the Northwest team by practicing and encouraging communication, recognition, support and sharing of best practices among sales, service, and technical representatives assigned to District Manager. They will also be called upon to identify high-performers within the team that can be developed to take on higher levels of responsibility over time.
They will work with GCP Operations to forecast anticipated demand to ensure proper product inventories are in place and work with customer service and dispatch to ensure delivery resources and routing are maximized for efficiency.
District Manager’s Mission
To build GCP’s Specialty Concrete Chemicals (SCC) sales district into an integrated entity capable of delivering best-in-class commercial execution against GCP’s financial and strategic priorities.
District Manager Scorecard Outcomes
Financial: Deliver GCP’s quarterly and annual financial and strategic targets within the defined territory.
Excellence in Execution: Drive GCP’s commercial platforms to deliver against the company’s strategic and financial goals via specific targets, prioritized initiatives, appropriate organizational structure and clear resource allocation and accountabilities. Clearly communicate Sales Incentive Plans (SIP) to direct reports, evaluate effectiveness and provide feedback to commercial management about SIP effectiveness.
Commercial: Drive the commercial results for the District.
Team: Be an effective leader on the Americas SCC Management Team. Drive the commercial agenda while acting as a strategic and financial thought partner to the team. Provide leadership and effective communication to employees.
Culture: Evolve the culture of GCP’s commercial team to one that is more unified, collaborative, accountable, and solutions and results-oriented.
People: Build a team of “A” players, recruiting and developing team members continuously. Help develop a pipeline of employees with potential for career advancement within the next 3-5 years.
Innovation & Technology: Embrace new ideas and technology. Influence and lead the District to differentiate through innovation and new technologies and products.
Critical leadership competencies
Commercial Acumen: A commercial thinker who will recognize market and account opportunities for GCP. A strong negotiator and closer with the creativity, financial acumen and tenacity to find the win–win with the customer, but who will ensure that GCP’s financial needs are met.
Customer Orientation: A customer-focused leader who grows and maintains GCP’s customer base and develops and owns the pipeline of opportunities. Able to define and communicate GCP’s value proposition.
Accountability and Results Orientation: Owns the outcome. Brings a high level of accountability and dedication to delivering the desired result and holds others to the same standard of accountability. Proactive and solutions oriented with a strong sense of urgency and exceptional work ethic. A proactive, organized doer who will roll up his/her sleeves to actively problem solve and execute. Will personally participate and support execution versus just delegating.
Collaboration & Influencing: Will work across the organization and find the appropriate level of compromise in order to drive results. Influences both up and down the organization
Strategic Thinker: Understands the fundamental drivers of growth and profitability in the industry and the company. Can quickly connect the dots to understand the issue and see the potential solution. Anticipate change, see competitive opportunities in an evolving marketplace and adapt commercially to get ahead of the coming challenges and opportunities
Leads with Confidence and Humility. A confident thought leader with the courage to decide with speed and conviction, and the humility to listen carefully, incorporate and make space for others’ expertise, and admit mistakes.
Communication: Strong communicator who can communicate good and bad news both up and down the organization. Values transparency and willing to be a highly visible and accessible leader in the organization.
Industry: 10+ years of professional experience spanning operations and commercial leadership in a construction or construction adjacent industry; BA/BS degree required
Commercial experience within the concrete industry is highly preferred
Customer: Must have B2B experience and have served a mix of small local / regional customers and large regional and/or global key accounts
This position will be expected to develop relationships with existing and target clients at Management and executive level and also to drive revenue growth.
Change Management: Demonstrated experience in successfully implementing change
Willing to travel 40-60% of the time to meet with customers, your team, and for company meetings.
Excellent communication, presentation, and training skills with proficiency with Microsoft Office (Excel, PowerPoint, Outlook, & Word).
Familiarity with Customer relationship management systems desired.
Ability to relocate to advance your career is desirable.
About GCP Applied Technologies
In 2016, W.R. Grace separated into two independent public companies, Grace and GCP Applied Technologies. Headquartered in Cambridge, Massachusetts, GCP Applied Technologies has over 50 years of industry expertise and decades of success in creating new product categories and markets.
Our portfolio of construction products includes concrete and cement additives, building materials and technologies that ensure specified quality and enhance business productivity. The world’s most successful architects, producers, builders and contractors insist on GCP brands and solutions for their construction projects.
GCP is focused on a steadily growing global construction industry. Through our Blue360sm Advantage we help customers solve some of the most complex construction challenges in residential and commercial building, infrastructure and underground construction.
Recent innovations include the breakthrough Verifi® In-transit Concrete Management System, CONCERA™ Admixtures for Control Flow Concrete and Silcor® Liquid Waterproofing. In addition, we are advancing commercial and regional success in the tunneling and mining segments with TYTRO® Shotcrete System.