At Seaman Corporation, every associate is instrumental to our success. Become a part of our growing team!
WHO WE ARE
At Seaman Corporation, we are dedicated to creating and supplying quality, high-performance fabrics that protect our planet, our people, and our customers. From humble beginnings in 1949 to a multi-million-dollar organization, this family-owned business has grown to be a leading manufacturer in highly durable coated fabrics, supplying products to customers around the globe.
Every Seaman Corporation associate plays a valuable role in our company’s continuous growth. We believe by investing in the right people and resources, we can drive sustainable growth across the entire business.
Seaman Corporation products are composed of proprietary knitted or woven base fabrics and coating formulas to produce high performance roofing systems, geomembrane liners, truck tarps, architectural structures, and much more. We work exclusively with authorized fabricators, designers, consultants, engineers, and installers for quality solutions start to finish.
WHAT WE OFFER
- Company performance bonus in addition to base salary
- Flexible work opportunities including flex schedules and remote work from home up to two days per week (if applicable to role)
- Professional development opportunities including tuition reimbursement, course training, and networking
- A competitive benefits package including medical, dental, vision, 401(k) with company match, paid time off (PTO), volunteer time off (VTO), and paid holidays
- Fun and engaging activities including department outings, holiday parties, and our annual company-wide dinner
Seaman Corporation is seeking a Strategic Channel Development Manager (SCDM), General Contractors to join our Commercial team! This is a remote position that will report to the Sr. Manager, Strategic Channel Development.
POSITION SUMMARY
In this role, the Strategic Channel Development Manager, General Contractors will identify key decision makers, programs, and offices while developing and executing channel strategies with large national and multinational general contractors and other ecosystem partners that influence the design and construction of commercial facilities. The primary objective is to drive the specification of Seaman Corporation materials for end-use applications, ensuring they become the preferred choice for building owners and channel partners. This person will need a strong background in managing strategic sales activity and a proven track record in attaining sales goals through strategic channel development programs. The individual filling this position will serve as both an independent performer and a vital contributor to our expanding commercial business.
Candidates for this role must exhibit a strong background in navigating lengthy and complex sales cycles, from start to finish. This individual must be comfortable discovering, engaging, and presenting solutions to high-level decision makers at a VP or C-suite level. The ability to collaborate with resources within Seaman Corporation and across customer and partner ecosystems is crucial to this role.
This person should have a strong understanding of specification processes, building materials, and the commercial construction ecosystem - particularly as they relate to commercial design and construction. They must be able to establish immediate credibility through existing industry relationships and demonstrate expertise in aligning Seaman Corporation’s value proposition with project specifications and procurement decisions. Experience in driving specification adoption and influencing top-down / bottom-up channel programs within the construction, architecture, or engineering sectors is preferred.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Include the following. Other duties may be assigned.
- Develop and execute a channel management plan targeting large national and multinational general contractors.
- Establish Seaman Corporation as the preferred basis of design within target firms and projects.
- Ensure continuous engagement with channel partners to capture mind share and market share while driving awareness of Seaman Corporation’s value proposition.
- Build and maintain a robust pipeline of opportunities, ensuring alignment with company sales and specification goals.
- Implement and promote a “win the spec” mentality, engaging with channel partners, their segment leadership, and principal decision makers early in the design process.
- Utilize Salesforce to document, track, and report account and project activity, pipeline progress, accurate forecasting, and specification outcomes to senior leadership.
- Develop, monitor effectiveness, and oversee an AIA and Continuing Education (CE) strategy, ensuring consistent engagement with the Strategic and Core Sales Teams to deliver impactful presentations.
- Maintain transparent communication across the organization, ensuring all stakeholders are informed of channel strategies and activities while working closely with other SCDMs, Strategic Business Development Managers (SBDMs), Regional Channel Development Managers (RCDMs), Core Sales Teams, and Regional Managers to align efforts.
- Independently pitch and close complex sales presentations.
- Conduct negotiations with major companies and key decision makers at the senior executive level and C-Suite.
- Oversee sales performance to meet and exceed target sales goals.
REQUIRED QUALIFICATIONS
- Bachelor’s degree in Business, Sales, Engineering, or a related field (Master’s degree preferred).
- 10+ years of experience in channel management, business development, or sales within the construction, architecture, or engineering industries, with direct exposure to design and construction firms strongly preferred.
- Proven ability to develop strategic partnerships and manage relationships with large national and multinational accounts.
- Expertise in delivering AIA presentations and Continuing Education (CE) courses, with a strong focus on driving specification outcomes.
- Industry knowledge: Strong understanding of the building materials industry and specification processes.
- Excellent interpersonal, communication, and presentation skills.
- Proficiency in CRM tools, particularly Salesforce or similar platforms.
- Demonstrated ability to develop opportunities and close new business or expansion sales.
- Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers.
COMPETENCIES
To perform the job successfully, an individual should be aligned with our company values and demonstrate the following competencies:
Do What’s Right
- Safety: Safety is our priority and everyone’s responsibility. If you see something unsafe, you are called to say something.
- Customer Focus: We are in business for the customer. Our (internal and external) customers deserve our focus, and we can create solutions that solve their needs.
- Integrity: Our words and actions reflect our values, and we hold respect for all individuals.
Work Together
- Collaboration: We must share openly with one another, listen actively, and seek to understand the needs of our colleagues. We will respect diversity and work to find common ground.
- Teamwork: We will trust the person and attack the process.
Create Solutions
- Entrepreneurism: Act with a spirit of entrepreneurism, challenge the status quo, and find innovative solutions to our obstacles.
- Continuous Improvement: Everyone is an advocate for continuous improvement. Be willing to learn something new and accept that failure is a part of the process.
- Results: At the end of the day, results are what drive us forward. Hold yourself accountable to remove roadblocks and focus on the outcome over the activity.
SUPERVISORY RESPONSIBILITIES: None
TRAVEL REQUIREMENTS: 40-60%
Seaman Corporation is an EEO Employer.
Seaman Corporation provides equal opportunity for employment and promotion to all qualified employees and applicants based on experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry, or any other status protected by law.
Seaman Corporation is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.
If you require reasonable accommodation, as a candidate for employment, please inform Human Resources.