Commercial Go-to-Market Sales Analyst

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and evaluate high-potential leads in the initial phases of the sales process by utilizing internal resources, third-party databases such as Dodge, and specification platforms like MasterSpec and SpecLink to find and assess priority leads that align with manufacturing capabilities.

• Create detailed vertical analyses and profiles for key architectural firms, building owners, and facility managers to identify essential stakeholders in commercial roofing specifications.

• Implement effective tracking systems within construction publications to plan and assign significant long-cycle projects to the field sales team.

• Track and report on critical pipeline health metrics, concentrating on the efficiency of converting leads to opportunities and ensuring smooth transitions of prospects to Support Reps and Field Sales.

• Advocate for and sell GAF Commercial service offerings, which include design and specification support, roof drainage design, and sustainability and compliance solutions, to distinguish our services during the consultative phase.

• Strategically engage with stakeholders collaborating with architects and specifiers to guarantee the integration of Company products in early-stage construction documents.

• Act as a consultant during the specification process, balancing client preferences with technical requirements to uphold performance standards.

• Provide expert advice by collaborating with Building Design and Science teams to utilize structural principles for upselling and cross-selling opportunities.

• Ensure coordination between GAF Commercial and Siplast sales teams to oversee projects from the design stage to final bidding.

• Collaborate with local sales teams to organize networking events and AIA presentations, using marketing materials to foster brand preference.

• Maintain high data integrity within Salesforce by recording project specifics, managing lead transitions, and tracking relationship milestones.

• Utilize historical data and market analytics to continuously improve understanding of which company types, verticals, and decision-makers are most inclined to specify and purchase our roofing systems.

• Monitor market trends, competitor products, and new technologies to create actionable "Battle Cards" that prepare inside and field teams to address objections effectively.

• Employ social media and digital platforms to gain insights into industry practices, track regional market trends, and engage creatively with potential clients.

• Assist in executing targeted go-to-market campaigns (e.g., specific vertical pushes, such as healthcare or community associations) by aligning market data with sales scripts.

⛳️ Requirements

• Bachelor's Degree

• A minimum of 2+ years of experience in GTM Sales Analysis, Sales Operations, or Specification Sales in the commercial construction, roofing, or building materials sectors.

• Willingness to travel: 5-10%

• Proficient computer skills, including Google Business Suite.

• Demonstrated experience using commercial construction databases (Dodge, ConstructConnect), specification software (SpecLink, MasterSpec), and CRM platforms (Salesforce).

• Familiarity with architectural design processes, construction documents, and building science principles is highly desirable.

• Outstanding verbal and written communication skills, with a proven ability to present technical information (such as AIA programs) to professional audiences.

• A strong level of self-motivation and organizational skills is essential for managing a multi-brand, multi-territory pipeline remotely.

• Operates under close or moderate supervision; requires guidance on more complex tasks.

• Capable of solving routine issues using established protocols/guidelines.

• More focused on well-defined operational tasks.

🏝️ Benefits

• We provide a comprehensive range of health insurance options that cover medical, dental, and vision for you and your family.

• Our Family-Building benefits support various pathways to fertility and parenthood.

• Our robust 401K plan includes employer matching contributions alongside your pre-tax and/or Roth contributions.

• Additional exciting programs and perks are available to assist employees in achieving work-life balance, including (but not limited to) a wellness program, complimentary financial coaching, a referral program, and product rebates for purchases made for an employee’s primary residence.

• We prioritize professional growth and development! We offer internal training programs and courses, as well as a generous tuition reimbursement policy.

• We are dedicated to nurturing a culture that embodies our values of connection, empowerment, evolution, and inspiration. We provide numerous opportunities for employees to engage with one another, including through our Employee Resource Groups that emphasize education and allyship for all employees.