Area Sales Manager

Career Development Framework (“CDF”) Information:

Band Description

• Accountable for managing people, setting direction and deploying resources; typically, is responsible for performance evaluation, pay reviews and hire/fire decisions

• Results are primarily achieved through the work of others and typically depend on the manager's ability to influence and negotiate with parts of the organization where formal authority is not held

• Progression within Career Band reflects acquisition of broad technical expertise, business and industry knowledge, process and people leadership capabilities, scope/complexity of the role

• Accountable for business, functional or operational areas, processes or programs, which may include dotted-line or matrixed management

Career Level Description

• Manages professional employees and/or supervisors or supervises large, complex support, production or operations team(s)

• Has accountability for the performance and results of a team within own discipline or function

• Adapts departmental plans and priorities to address resource and operational challenges

• Decisions and problem-solving are guided by policies, procedures and business plan; receives guidance from senior manager

• Provides technical guidance to employees, colleagues and/or customers

JOB SUMMARY

Reporting to the Central Texas General Manager- Sales, the Area Sales Manager will be responsible for the sales team and activities for the Austin/ New Braunfels market. The incumbent will coach and assist in cultivating strong customer relationships. They will direct the sales team and provide leadership towards the achievement of identified business objectives in line with Martin Marietta’s vision and values. Additionally, they will contribute to the development and education of customers, peers, and sales representatives.

ESSENTIAL FUNCTIONS

Cultivates customer relationships to understand and anticipate short and long-term customer needs Analyzes financial and logistical risks and implications during decision making with regards to strategic customer accounts Leads the creation of insight-driven innovative solutions which meet customer needs and drive innovative growth Partners with marketing to analyze target markets, segmentation strategy, and margin enhancement opportunities Responsible for the hiring, performance, development and evaluating of the sales team Prepares action plans for sales personnel and the sales team that lead to the effective search of sales leads Assists in the development and implementation of marketing plans as needed Conducts frequent and regular reviews with all sales representatives to build more effective communications, understand training and development needs, and provide insight for the improvement of sales representatives’ sales and activity performance Provides timely feedback to senior management regarding performance Maintain accurate records of all pricings, sales, and activity reports submitted by sales representatives Assists sales representatives in preparation of customer proposals and presentations Control expenses to meet budget guidelines Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team Help develop and accept accountability for achieving the annual sales plan and budgets Hire, coach, develop, and evaluate the sales team members Develop sales tactics that are consistent with Martin Marietta’s short term and long-term marketing objectives for ATX/NBTX Area Understand the strengths and weaknesses of competitive producers and how these attributes reinforce the competitive advantage associated with Martin Marietta. Develop and maintain sales relationships with key accounts Partner with the Credit Manager to ensure sales team fulfills account management requirements with respect to DSO receivables objectives Perform all duties deemed necessary by management in support of Martin Marietta’s strategic goals and objectives PREFERRED EDUCATION AND EXPERIENCE

Five years of experience in sales and/or account management Bachelor’s degree in business and/or construction industry or similar industry preferred Proven sales, negotiation, and customer service skills Strong understanding of customer and market dynamics within the ATX/NBTX market area Experience in implementing or managing Customer Relationship Management tools/system KNOWLEDGE, SKILLS, AND ABILITIES

Must be an enthusiastic, highly motivated self-starter Ability to perform well under stress and meet deadlines Good interpersonal, analytical and communication skills Proven leadership and ability to drive sales teams PHYSICAL REQUIREMENTS

Make visits to quarries plants, construction/job sites which may have uneven ground Lift up to 50 pounds Frequent local travel Minimal out-of-town and/or overnight travel

WORKING CONDITIONS Most time is spent in an air-conditioned office environment with occasional outside assignments that may require short periods of work in all weather conditions-heat, cold, wet or dry. May have exposure to dust, sand, gravel, diesel exhaust, etc.