Senior Director of Pro Sales in Santa Ana at Behr Process Corporation

Date Posted: 7/12/2018

Job Snapshot

Job Description

Job Summary

The purpose of this position is to lead sales team members to proactively identify, develop and drive both short and long term strategic and tactical plans that will result in profitable growth. The Senior Director is responsible for communicating Masco Coatings' values, strategies, and objectives; while holding the team accountable, and planning, monitoring, and appraising job results of the sales team.


  • Communicate and execute sales strategy and growth initiatives by building and maintaining relationships with key customers, helping the sales team develop regional and national plans, leading the sales team to achieve repeatable results.
  • Monitor, guide, and coach sales team to achieve brand awareness and penetration in the targeted segments, improve selling skills (strategic and tactical) productivity, and build sustainable customer relationships.
  • Develop and manage sales funnel, assign pipeline activity and monitor sales activity against quotas.
  • Communicate and maintain sales program details to the servicing field organization.
  • Conduct information-only presentations, such as seminars, trade show demonstrations, and other efforts to specific channels.
  • Conduct meetings and assist with joint calls on key accounts with the sales team to further the sales process, drive local communication and increase revenue.
  • Responsible for Pro Forma invoices during negotiations (including pricing, future pricing, marketing incentives) supplied detailed data and evaluate prior to negotiating or presenting to customers.
  • Partner with corporate counsel and sales SVP to finalize deal points, review legal contracts, and execute final contracts.
  • Serve as point of contact to resolve escalated disputes, issues (product, service, accounts receivable, and or customer) and expedite resolutions as needed.
  • Accountable for the sales team meeting or exceeding assigned sales objectives and monthly revenue quotas, maintaining existing and building new revenue within named account base.
  • Utilize the technology and tools provided to the sales team to optimize performance and efficiencies.


  • Performs other duties as required.


  • Responsible for hiring and retention of sales team through on-boarding, coaching, mentoring, development and performance management.
  • Manages a geographically dispersed team.


Educations and/or Experience

  • Bachelor’s degree in Marketing, Business or related field equivalent experience is
  • 7+ years prior national account management experience in the Coatings industry.


  • Ability to garner and build on relationships with high level decision makers with the results of generating revenue.
  • Ability to expand the sales thru channels with a focus on targeted segments.
  • Successful track record of leading and managing teams.
  • Exceptionally strong communication skills.
  • Exceptional negotiation skills.
  • Strong ability to build trust and collaborative relationships
  • Strong business judgment with firm grasp of business strategy development.
  • Strategic thinker with experience designing and deploying plans to achieve business goals.
  • Proven project management abilities.
  • Demonstrated problem solving, analytical and financial modeling skills.
  • Self-motivated and driven individual who can design creative and flexible solutions.

Computer Skills

  • Familiarity with Customer Relations Management (CRM) systems.
  • Experience with Microsoft Office (Word, Excel, Powerpoint)
  • Language Skills

  • English (read, write, speak)
  • Mathematical Skills

  • Mathematical proficiency, with a strong ability to understand, interpret and develop spreadsheet data
  • Other Skills

  • Valid driver's license, satisfactory evidence of insurance and state verification of driving record.
  • Ability to work weekends and holidays, and travel may be required.

    While performing the duties of this job, the employee uses his/her hands to finger, handle or feel objects, tools or controls; reach with hands and arms; stop, kneel, or crouch; talk or hear. The employee uses computer or telephone equipment. Specific vision requirements of this job include close vision and distance vision. Must be able to travel by plane and automobile (if applicable).


    While performing the duties of this job, the employee rarely is exposed to fumes or airborne particles, toxic or caustic chemicals. The noise level in the work environment is usually low to moderate.


    Masco Coatings Group is an Affirmative Action and Equal Opportunity Employer.

    Masco Coatings Group is an E-Verify employer. E-Verify is an Internet based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States. Please click on the following links for more information.

    Masco Coatings Group is an equal opportunity employer. Applicants are considered for all positions without regard to race, color, religion, sex, sexual orientation, protected status as a veteran, national origin, age, disability, genetic information, gender identity, or any other legally protected status under federal, state or local law.