Regional Digital Product Manager

PURPOSE

The Regional Digital Product Manager will drive adoption of BFS digital tools through the introduction and usage of myBLDR.com within each BFS market. This will begin by converting our BFS areas into experts and believers in the BFS Way (myBLDR.com) and progress into advanced technology products like 3D Home Configure and the selection driven take-off. This role will be responsible for leading a team of sales professionals representing the digital transformation of BFS homebuilder clients throughout the markets served.

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. 
   
   
   
   • Coach and mentor Digital Product Specialists (DPS):
   
   
   
   

• Teach DPS to understand and navigate our internal organizations.
• Coach DPS on creating effective and efficient communication methods with positions in a variety of levels and scope.
• Learn, train, and enforce compliance processes, workflows and technologies.
• Provide sales management and be a player coach by monitoring, correcting, and influencing sales activity within your assigned markets.
• Responsible for both support and/or lead sales presentations, including final approval of sales decks, and any resulting contract negotiations.
• Responsible for all people management in your region including performance management, evaluating individuals within the expectations of their role, and providing performance correction, opportunities, and growth paths, hiring, daily management, and personnel decisions.

1. 
   
   
   
   • Support BFS's organic growth strategy within your aligned region:
   
   
   
   

• Drive commercialization of the BFS digital tools to support growth in collaboration with the market's sales team and in line with assigned quarterly sales quotas set in the annual operating plan.
• Ensure the success of digital sales and adoption strategies within your area, beginning with myBLDR.com adoption.
• Execute sales plays against identified leads to increase opportunities for project business (homebuilders, general and trade contractors, developers, interior designers, architectural firms, etc.), with weekly CRM documentation expected/communicated to sales leadership.

1. 
   
   
   
   • Support your BFS field sales team:
     
     
     
     • Understand and educate the local BFS Markets on digital tools, workflows, and processes.
     • Partner with BFS' field sales leadership and Outside Sales Representatives that represent localized markets to execute a unified approach to commercialize the BFS Way, following customer segment priorities. This will include market research, monitoring sales goals, product demonstrations, business development & and promotional plans and events.
     • Stay current on industry trends and challenges; you will be expected to become recognized as a Subject Matter Expert in building materials and digital tools and use this knowledge to add value to Paradigm/ BFS customers.
     • Serve as a key resource before and during area conversions to tailor the approach (messaging, training, calibration, customer focus to local needs) and partner with local BFS leadership to maximize internal adoption.
     • Conduct seminars, educational sessions and training for both internal employees and external customers.
     • Provide in-field insights to the Paradigm product team through the SVP of Digital Adoption, Area Digital Captain, and BFS Customer Segment Leads for roadmap consideration and prioritization:
       
       
       
       • This will include collaboration with Paradigm product team customers, estimators, and BFS OSRs and ISRs.
       
       
       
       
     • Analyze business requirements for system configuration and software enhancements.
     • Focus on area adoption and usage of metrics.
     • Provide communication around progress of adoption and new initiatives, beginning with internal implementation process.
     
     
     
     
   • Drive customer adoption of tools:
     
     
     
     • Provide training of the portal for both existing and new customers and be the initial point of contact for troubleshooting.
     • Serve as a pivotal resource for assisting our customers with configuration, testing, training, and issue resolution in collaboration with customer success.
     • Maximize customer satisfaction of digital tools and ensure that the system is configured to meet their needs. This will include ongoing support and maintenance of a customer's configuration to ensure our system evolves as their business needs evolve.
     • Supporting our customers at local sites where they perform business (e.g., lumber yards, construction sites, design centers) and remaining in contact to ensure they are getting the most out of our tools.
     • Upon successful customer deployment of the BFS Way within myBLDR.com, moving toward the use of job site management tools and advanced technology to create greater stickiness with the customer.
     
     
     
     
   • Other duties as assigned by manager.
   
   
   
   

SUPERVISORY RESPONSIBILITIES

Supervises assigned employees both on site and remotely located, including staff selection and training; planning, assigning and directing work; conducting performance reviews; rewarding and disciplining employees; addressing complaints and resolving problems.

MINIMUM REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Bachelor's Degree in business, computer science, information systems, or related field;
• 10+ years of proven sales experience in the architecture, estimating, building products or construction industry
• 5+ years managing people and developing individual contributors.
• Two (2) + years' experience working in a CRM to keep up to date sales activities.
• Strong analytical, prioritization, and negotiating skills.
• Or equivalent combination of education and experience.
• Ability to travel regionally/locally up to potentially 80%.

COMPETENCIES

1. 
   
   
   
   • Excellent verbal and written communications skills
   • Excellent presentation and facilitation skills
   • Strong leadership and management skills, including driving results through people.
   • Excellent interpersonal, influencing and negotiation skills
   • Established strategic and critical analysis skills.
   • Knowledge and prior exposure to pricing and contract concepts.
   
   
   
   

• Understanding of when to continue forward with a conversation and when to shelf the conversation for a future time.
• Critical thinking, requirement gathering skills, and proven problem-solving skills.

1. 
   
   
   
   • Proven experience developing and maintaining strong and effective working relationships
   
   
   
   

• Ability to stay present and provide solutions.
  
  
  
  • Proficiency in Microsoft Office Suite
    
    
    
    • Adept with Microsoft PowerPoint and Outlook for creating presentations and communication; skilled in Microsoft Excel and Word as required for completing analytics, contracts and other business needs.
    • Strong presentation skills with the ability to adjust your presentation style to audiences of different levels.
    
    
    
    
  
  
  
  
• Quick learner of other software and workflow tools that are required to maintain business processes.
• Flexibility to adjust and change direction as the business and technology environments evolve and change.
• Possess an entrepreneurial spirit; unchartered territories and problems energize you with the ability to thrive in the unknown and adapt to changing business needs.

BFS COMPETENCIES

• Business and Financial Acumen
  
  
  
  • Demonstrates depth of understanding for the P&L and financial analysis
  • Teaches business and financial acumen to others.
  • Understands KPIs and how BFS makes money.
  • Knows the different business segments and how they relate to one another.
  • Understands customer sales and engagement.
  • Demonstrates functional and/or technical expertise.
  • Understands complex issues and demonstrates problem solving skills.
  • Understands how to maximize business results regardless of industry cycle.
  
  
  
  
• Results Driven
  
  
  
  • Holds self and others accountable.
  • Communicates and sets clear goals with plans to deliver.
  • Manages competing priorities effectively.
  • Demonstrates appropriate urgency.
  • Drives to exceed expectations in alignment with our BFS SPICE values.
  • Embraces and follows best practices.
  • Demonstrates self-starter, can-do attitude.
  
  
  
  
• Strategic Thinking and Decision Making
  
  
  
  • Leverages resources and teams around them to solve problems and create mutually beneficial outcomes.
  • Demonstrates willingness and courage to make tough decisions in a timely manner.
  • Balances short-and-long term priorities
  • Demonstrates proactive versus reactive thinking.
  • Asks questions to identify root cause and analyze situations more accurately.
  
  
  
  
• Servant Leadership
  
  
  
  • Demonstrates humility by putting others first.
  • Builds trust-based relationships.
  • Leads by example with kindness and respect.
  • Collaborates well across all areas of the business.
  • Advocates for others
  • Actively listens to understand the meaning and intent of what the other person is communicating.
  • Demonstrates authenticity and encourages others to do the same.
  
  
  
  
• Emotional Intelligence
  
  
  
  • Demonstrates situational awareness - knows when and how to adjust leadership style in different situations.
  • Demonstrates self-awareness - understands strengths and weaknesses.
  • Demonstrates empathy - puts themselves in other's shoes.
  • Assumes positive intent.
  
  
  
  
• Develops and Leads Others
  
  
  
  • Drives alignment through clear communication of vision, goals, and expectations.
  • Invests time on a regular basis in performance feedback and developmental conversations.
  • Fosters a respectful and inclusive environment.
  • Empowers, motivates, and inspires others.
  • Coaches and mentor others for their development.
  • Guides and persuades others to deliver positive outcomes.
  
  
  
  
• Growth Mindset
  
  
  
  • Demonstrates a growth mindset; takes appropriate risks, fails fast and forward, learns from mistakes.
  • Perseveres and champions growth, even in the face of resistance, ambiguity, or possible failure.
  • Thinks like an owner with an entrepreneurial spirit.
  • Demonstrates and encourages intellectual curiosity.
  • Continuous learner; seeks opportunities and knowledge for personal and professional growth.
  • Sees possibilities over problems - actively seeks solutions.
  
  
  
  
• Innovation
  
  
  
  • Encourages out-of-the box thinking to create new ways of doing things.
  • Continuously seeks to improve and simplify pain points in the business.
  • Anticipates, embraces, and leads change.
  • Develops and executes breakthrough strategies.
  
  
  
  
• Integrity
  
  
  
  • Does the right thing even under challenging circumstances?
  • Communicates with honesty.
  • Consistently treats others fairly and equitably.
  • Demonstrates reliability and does what they say they will do.
  • Conducts tough conversations and delivers difficult messages with kindness and respect.
  
  
  
  

WORK ENVIRONMENT / PHYSICAL ACTIVITY

• Work is in an office setting and generally sedentary with physical effort associated with using a computer, but may involve walking or standing for brief periods of time.
• May be required to occasionally lift, carry, push, pull, or otherwise move objects up to 25 pounds.
• Travel regionally/locally to your customers daily, travel would flex but range up to 80%.