United States Job Openings
Summit Materials Companies
Director, Commercial Excellence, Construction Materials - SSC
Atlanta
September 20, 2024
Director, Commercial Excellence, Construction Materials
Location : Remote (Atlanta, GA | Salt Lake City, UT | Houston, TX)
Compensation : Market Value Pay Dependent on Experience
Ready for a fast-paced job where you can provide the literal groundwork that connects communities together? Join Summit Materials – a construction materials company leading the industry – where we build the foundation for a better tomorrow.
Summit Materials consists of more than a dozen local companies that supply aggregates, cement, ready-mix concrete, asphalt paving, and construction services in the United States and western Canada. At Summit Materials, we support our teammates who lay the groundwork for our communities and live by our core values: Safety, Integrity, Sustainability, and Inclusivity. We’re passionate about our teammates, our work, and our communities. Each of Summit’s companies celebrates their individual legacies, but together - we are Summit Materials.
Benefits
We care for you and your family: We offer comprehensive medical, dental, and vision insurance plans to support the health of you and your family.
We prepare for the unexpected: We offer life insurance, long-term disability, and short-term disability coverage at no cost to you.
We invest in your career growth with Summit Materials and beyond: Get access to our Discover Learning catalog with thousands of available courses to support your professional and personal development. You can learn on-demand, at your own pace, and from any device.
We embrace your well-being: We know that your well-being is more than just physical. We’re here to provide teammates with the resources and tools they need to stay healthy and feel supported, including an Employee Assistance Program (EAP) with free counseling, financial resources, and more.
We support your personal goals: We provide a financial foundation as you plan for the future. Our programs, like our 401(k) plan where we match up to 4% of your annual income, are designed to help you prepare and reach your goals for you and your family.
We give you time to recharge: We offer our teammates Paid Time Off (PTO) so they can recharge and relax with family and friends.
Overview
The Director of Commercial Excellence for Construction Materials will be responsible for identifying, evaluating and implementing on commercial best practices within the Aggregates, Ready-Mix Concrete, Asphalt & Construction lines of businesses across the enterprise to optimize commercial performance and drive business growth.
In this role, you will have the opportunity to significantly impact our company's financial performance and competitive positioning. Your expertise in leadership, sales strategy, pricing management, customer experience and transformative initiatives will drive revenue growth, enhance customer satisfaction and optimize profitability. Additionally, your ability to collaborate effectively with cross-functional teams and senior leadership will ensure alignment and successful execution of commercial initiatives.
Duties/Responsibilities:
Location : Remote (Atlanta, GA | Salt Lake City, UT | Houston, TX)
Compensation : Market Value Pay Dependent on Experience
Ready for a fast-paced job where you can provide the literal groundwork that connects communities together? Join Summit Materials – a construction materials company leading the industry – where we build the foundation for a better tomorrow.
Summit Materials consists of more than a dozen local companies that supply aggregates, cement, ready-mix concrete, asphalt paving, and construction services in the United States and western Canada. At Summit Materials, we support our teammates who lay the groundwork for our communities and live by our core values: Safety, Integrity, Sustainability, and Inclusivity. We’re passionate about our teammates, our work, and our communities. Each of Summit’s companies celebrates their individual legacies, but together - we are Summit Materials.
Benefits
We care for you and your family: We offer comprehensive medical, dental, and vision insurance plans to support the health of you and your family.
We prepare for the unexpected: We offer life insurance, long-term disability, and short-term disability coverage at no cost to you.
We invest in your career growth with Summit Materials and beyond: Get access to our Discover Learning catalog with thousands of available courses to support your professional and personal development. You can learn on-demand, at your own pace, and from any device.
We embrace your well-being: We know that your well-being is more than just physical. We’re here to provide teammates with the resources and tools they need to stay healthy and feel supported, including an Employee Assistance Program (EAP) with free counseling, financial resources, and more.
We support your personal goals: We provide a financial foundation as you plan for the future. Our programs, like our 401(k) plan where we match up to 4% of your annual income, are designed to help you prepare and reach your goals for you and your family.
We give you time to recharge: We offer our teammates Paid Time Off (PTO) so they can recharge and relax with family and friends.
Overview
The Director of Commercial Excellence for Construction Materials will be responsible for identifying, evaluating and implementing on commercial best practices within the Aggregates, Ready-Mix Concrete, Asphalt & Construction lines of businesses across the enterprise to optimize commercial performance and drive business growth.
In this role, you will have the opportunity to significantly impact our company's financial performance and competitive positioning. Your expertise in leadership, sales strategy, pricing management, customer experience and transformative initiatives will drive revenue growth, enhance customer satisfaction and optimize profitability. Additionally, your ability to collaborate effectively with cross-functional teams and senior leadership will ensure alignment and successful execution of commercial initiatives.
Duties/Responsibilities:
-
Sales Excellence
- Conduct thorough analysis of existing sales organizations, go-to-market strategies as well as sales & customer service processes to identify opportunities for improvement and implement targeted interventions.
- Facilitate initiatives with business and sales teams to analyze market trends, customer behaviors and competitive dynamics.
- Support sales leaders with strategic initiatives such as salesforce assessments, territory planning, strategic pricing analytics and go-to-market strategy development.
- Establish and oversee salesforce effectiveness & productivity KPIs—highlight improvement opportunities to business and sales leaders
- Work closely with Sales, HR, and Finance teams to continuously improve as well as administrate sales incentive programs (SIPs).
-
Pricing Management
- Oversee transactional pricing, ensuring accuracy and consistency. Develop and maintain pricing frameworks that balance profitability with market competitiveness, considering factors such as cost structure, customer value perception and competitive landscape.
- Collaborate closely with sales and marketing teams to develop customized pricing solutions that meet the unique needs of key customers and drive value creation.
- Identify and address price and revenue leakages in collaboration with customer-facing teams. Conduct thorough analysis of contracts and pricing data to identify opportunities for optimization and revenue enhancement. Implement robust discount controls and processes to minimize revenue leakage and ensure pricing integrity.
-
Salesforce Experience
- Take ownership of the Customer Relationship Management (CRM) strategy and development roadmap. Oversee ongoing CRM enhancements in collaboration with IT.
- Develop comprehensive e Commerce strategies that leverage market insights and customer segmentation to drive revenue growth. Oversee the development & deployment of e Commerce systems in collaboration with IT.
-
Transformational Initiatives:
- Lead external advisors and internal sales teams to develop sales playbooks (“ELEVATE Sales Programs”) for each of the Aggregates & Ready Mix Concrete lines of businesses.
- Cultivate world-class pricing & value selling capabilities within the sales teams. Provide ongoing training and development opportunities to enhance the salesforce’s voice-of-the-customer and value pricing skills. Foster a mindset of experimentation and learning.
- Implement cutting-edge AI/ML tools to streamline and enhance sales & customer processes. Leverage technology and data analytics to optimize CRM & e Commerce workflows, improve decision-making and enhance customer engagement.
- Exceptional analytical skills with the ability to translate data into actionable insights and recommendations.
- Proven track record of driving commercial performance improvements and delivering measurable business results.
- Excellent strategic thinking and problem-solving abilities, with a focus on driving innovation and continuous improvement.
- Strong leadership and communication skills, with the ability to effectively collaborate with cross-functional teams and influence stakeholders at all levels.
- Experience working in the building materials industry preferred, knowledge or experience in the natural resources industry is a plus.
- Knowledge of sales and marketing technologies and tools, such as CRM systems, marketing automation platforms, and data analytics tools, is preferred.
- Available to travel >50% of the time
- Must be authorized to work in the US; sponsorship is not available for this position
- Enjoys working in teams with diverse backgrounds, skill sets and points of view; dedication to diversity, equality and inclusion
- Mature and confident individual with his/her personal ego in check; comfortable working within a flat structure with a focus on the success of the broader team and organization as the means to personal success
- Bachelor’s degree in Business Administration, Marketing, Finance, or related field. MBA preferred.
- 7-10 years of experience in commercial strategy, pricing, marketing, customer experience, sales operations or related fields
- Proven ability to drive change at all levels of the organization through collaboration and influence
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