Founded in 1890, The D.S. Brown Company, a Gibraltar Industries Company, is a world-wide leader and supplier of engineered products to the bridge and highway industry. Headquartered in North Baltimore, Ohio, the Company actively sells to bridge and pavement contractors, specialty subcontractors, and construction product distributors. The D.S. Brown Company prides itself on its quality workforce and its reputable products. Check us out at www.dsbrown.com and become part of our awesome team!

Responsible for the revenue generation in districts, sales offices, and key accounts within a wide geographic area. Has responsibility for both direct and indirect sales professionals. Ensures high post-sales satisfaction facilitating positive long-term relationships and high potential for repeat business with customers. Responsible for setting account and territory plans on an annual, quarterly, and/or monthly basis. Generally, develops business with key or named accounts and may lead dedicated account teams. Assist with coaching and mentoring Entry Level and Intermediate Sales Representatives. Reports to National Sales Manager. Typically requires at least Ten years of experience in sales including advanced knowledge of or previous work within the industry. This candidate preferably resides in the Western Region territory as listed below.

Who We're Looking For

All your life, you've been a thinker – a practical innovator with rolled-up sleeves, a strong sense of purpose and healthy dose of optimist in you. A maker who gets things done. If you dream of using technology to make a difference in the world, we want you with us.

At Gibraltar, we're solving big problems and pushing the boundaries of what's possible, changing lives with smarter products and services in agtech, infrastructure, renewable energy and residential products that will shape a better future for people and the planet. So, we're looking for more than great talent, we're looking for good people with a unique point of view – creators ready to tackle our most important challenges.

What You'll Do

Adept in securing owner specifications favorable for D.S. Brown products.
Contacts prospects and explains features and merits of products or services offered, utilizing persuasive sales techniques.
Develops new and maintains existing accounts.
Develops contacts and relationships with and keeps records and continuously monitors these contacts and relationships to develop a favorable position for D.S. Brown.
Communicates directly with new and existing customers or clients to explain features and merits of products or services offered both verbally and with good written communication.
Public speaking in front of large groups performing product line presentation both by PowerPoint or other methods.
Communicate with Department heads and customer service representatives to insure timely delivery of products and services.
Demonstrates products or services and provides assistance in the best application of products or services. Must have prior experience with calling on Consultant Engineers as well as Department of Transportations.
Products or services are of a complexity that could generally be mastered in a twelve-to-eighteen-month period.
Answers all questions concerning a product or service, with appropriate referrals where required.
Experienced in customer service with the ability and knowledge to communicate internally and externally.
Closes transactions and takes orders. Has previous training in negotiation seminars or classes
Has both a working knowledge of Microsoft Office, Oracle and CRM databases
Submits time and expense reports to management.
Investigates product/service warranty claims with the ability to determine if products have material defects or fabrication errors or miss use by the customer. Negotiate and resolve issues to ensure compliance within organization policies.
Analyzes and interprets records of present and past sales, trends and costs, estimated and realized revenue, administrative commitments, and obligations incurred for management.
Executes company pricing policies for the product in the territory.
Monitors competitive pricing in the territory.
Maximizes value to the company by securing orders at the highest margin possible.
Solicits pre-bid and post-bid competitive feedback.
Leverages solicited information to strategize and position D.S. Brown to achieve “last look” to secure orders.
Skilled at high level customer communication including negotiating favorable pricing and contract language for our company.
Sets territory budgets and presents budgets to management.
Develops territory plans to achieve budget.
Shop drawing knowledge: ability to read and interpret contract and shop drawings
Coordinate company technical engineering support and services to ascertain customers' needs.
Experience in customer service
Jobsite coordination of installations, interface with key personnel for client, DOT, inspectors with the ability to portray knowledge of D.S. Brown products and services
Knowledge of data reporting service, state and client websites in order to ensure timely ordering of contract documents to facilitate timely bidding and quoting of upcoming projects.
Knowledge of Design Build and 3 P bidding process
Required to attend and evaluate regional/territory and national trade shows
Ensures most cost-effective travel
Actively searches for new products that D.S. Brown may be able to add to existing product breadth.

Territories:

Canada:
- Alberta
- British Columbia
- Manitoba
- Northwest Territories
- Saskatchewan
- Yukon Territory
US:
- Alaska
- Arizona
- California
- Colorado
- Hawaii
- Idaho
- Kansas
- Montana
- Nebraska
- Nevada
- New Mexico
- North Dakota
- Oklahoma
- Oregon
- South Dakota
- Utah
- Washington
- Wyoming

Supervisory Responsibilities:

No supervisory responsibilities for this position at this time

What We Need

To perform this job successfully, an individual must be able to perform each primary accountability satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Additionally, the physical demands and the work environment typically encountered are listed below. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

Education / Experience (an equivalent combination of education and experience required to successfully complete the primary accountabilities is indicated below)

Degree: Bachelor’s Degree Major: Business or Engineering

Years of Experience: 10+ Years Area: Sales

Competencies / Technical Skills

Core Competencies:

Fostering Teamwork
Managing Performance
Building Collaborative Relationships
Customer Orientation
Result Orientation
Personal Credibility
Competitive
Aggressive

Organizational Competencies:

Initiative
Highly motivated and able to work independently
Strong work ethic

Technical Skills:

Microsoft Office Applications

Physical Requirements (Approximate time spent to be included in physical demands such as walking, or bending, specific lifting requirements (lbs.) and/or other requirements such as vision or hearing.)

Most of the time spent sitting and walking. May be situations which require up to 50 pounds of lifting. Must be able to bend periodically. Must be able to see and hear.

Work Conditions

Environment: Office and/or Worksite Travel: Up to 60%

What We Offer

Health & Welfare

Medical, dental, and vision insurance plans for employees and dependents
Health care & dependent flexible spending plans
Free Life and AD&D coverage with supplemental coverage options
Employee assistance programs focused on mental health

Financial Wellbeing

Competitive compensation
Bonus opportunities
Generous 401(k) plan

Flexibility & Time Off

Paid time off, including vacation, bereavement, jury duty, sick leave, disability, holidays.
On-site & hybrid work opportunities available

Community & Personal Development

Donation matching and time off to volunteer
Educational reimbursement

About Us

Gibraltar is a leading manufacturer and supplier of products and services for North American agtech, renewable energy, residential, and infrastructure markets. By building solutions that make life better for people and the planet, Gibraltar advances the art and science of engineering, science, and technology to shape the future of comfortable living, sustainable power, and productive growing.

Guided by an inclusive, values-driven culture that celebrates and rewards different perspectives, we work together to create lasting positive impact on everyone our business touches. To learn more about what makes us #GibraltarProud, visit our website: www.gibraltar1.com

Gibraltar is an Equal Opportunity Employer; and considers applicants for all positions without regard to race, color, religion, creed, gender, gender identity, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status. In addition, Gibraltar will provide reasonable accommodations for qualified individuals with disabilities.

The wage range for this position takes into account an array of factors that are considered in making compensation decisions including but not limited to skill sets; education; experience and training; licensure and certifications; geographical location and other organizational needs. Compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $87,250.00 to $119,250.00 USD. For a general description of all employment benefits, visit: https://www.gibraltar1.com/careers/.

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