Commercial Go-To-Market (GTM) Sales Representative

Job description

At GAF Commercial we cover more than buildings. We cover each other. No matter what role, tenure, or department, under this roof you are helping to build the market leader in commercial roofing. Under this roof, we are assembling a winning team that puts the customer at the center of every decision and doesn't back down from hard work. Under this roof, we support one another in delivering operational excellence daily, while working to make a positive impact for our planet and our communities. Becoming the market leader only happens when everyone feels they have the opportunity, and the support, to thrive. We are GAF. And under this roof, we protect what matters most. Team Summary The Commercial GTM Sales Representative acts as the high-velocity orchestration engine for the closing half of the commercial roofing sales cycle. Operating at a geographical Area Manager level, this role functions as a strategic, data-driven partner to the field, turning qualified intelligence into coordinated action. Upon formal hand-off from the GTM Sales Analyst and entry into Salesforce, the GTM Sales Rep takes full operational command of the project lifecycle. Shifting focus away from early-stage prospecting, this role centers entirely on the critical deal-execution phase. Job Summary As the primary driver for late-stage success, you will oversee the complex flow of inbound project demands and steer field representatives toward high-priority targets. By orchestrating bid meetings and performing rigorous win/loss analytics, you provide the vital market intelligence needed to accelerate regional revenue and identify key growth opportunities in emerging strategy markets. Essential Duties Handoff Orchestration & Nurture Cadence- Formally take ownership of projects and qualified leads once they are logged in Salesforce by the GTM Sales Analyst, initiating a tight, collaborative strategy with field reps.- Actively monitor the area funnel to identify "stuck" projects. Work directly with field reps to provide the necessary technical data, submittals, or incentives to nudge the contractor or owner to a "yes."- Turn top-funnel data into precise field execution, maintaining a rigorous follow-up cadence so multi-month construction timelines are never missed. Bid and Quoting Coordination- Facilitate, track, and manage the execution of Buying Agreements, ensuring they align with regional pricing boundaries and margin targets.- Monitor and report on how effectively our customers are leveraging BAs. Evaluate whether current price points and packaging strategies are accelerating or hindering overall sales velocity.- Coordinate and track critical project pre-bid and bid-day meetings. Ensure field reps, contractors, and estimating teams are perfectly aligned and equipped with the necessary project data and documents.- Establish a continuous feedback loop following bid meetings to gather real-time market intelligence regarding competitor positioning and pricing strategies.- Manage the post-bid transition by facilitating final commercial negotiations and resolving outstanding terms.- Ensure the finalized opportunity package is primed and ready for a seamless handoff to the Territory Manager (TM) for deal closing. Win/Loss Analysis & Post-Project Insights- Conduct thorough "autopsies" on pipeline outcomes to pinpoint why we won or lost (e.g., price, spec break, contractor preference) and translate findings into actionable data.- Collaborate with sales and support teams to ensure won accounts deliver sustainable, high-quality revenue over the long term.- Report win/loss trends back to Product, Pricing, and GTM strategy teams to adjust upstream messaging and product development.- Act as the gatekeeper for Salesforce data accuracy during the closing stages, ensuring regional pipeline forecasting ...