American Standard

Territory Sales Manager

US-VA
3 months ago(9/29/2017 10:23 AM)
Job ID
2017-1863
# of Openings
1
Category
Sales

Overview

The District Sales Manager will drive the overall sales plan and implement a game plan that focuses on achieving the sales plan for the current year. The person in this role will work with the local manufacturing rep agency, wholesalers, contractors, engineers and other key influencers to drive sales across all GROHE product categories. In addition to sales and margin growth, the District Sales Manager will lead/direct all local sales initiatives that focus on plumber, builder and showroom incentive programs. This position will report to the Regional General Manager and will work closely with projects and key accounts teams, product managers and sales leadership.

Responsibilities

  • Meet assigned targets for profitable sales growth and share of wallet for GROHE products for prescribed district / geographic area
  • Develop, execute and monitor business plans, that includes forecasting sales and profit targets, identification of product potential and gaps, and displacement of competitive brands, to effectively achieve individual and team financial targets that drive sustainable growth
  • Engage with customer in the development of joint business plans to drive customer profitability; displace competitive brands; and develop and lead the business review with customers
  • Develop and maintain strategic partnerships with customers at all decision points; liaise with key internal stakeholders to sustain well-regarded customer service and relationships
  • Develop, prepare and deliver customer specific sales presentations.
  • Manage, monitor and control the entire sales process life cycle from lead to closing
  • Develop “pull through” opportunities for all GROHE customers
  • Own and coordinate the activities that take place at the showroom level: coordinate product training personnel and schedule timing of presentations; coordinate displays and updated changes to display products
  • Support development of activities to increase product knowledge to assigned customer(s) account(s)
  • Responsible for developing pricing scenarios for local jobs that require competitive pricing
  • Liaise and engage with marketing and product development to identify trends, marketing intelligence and new product opportunities
  • Work closely with marketing to support and engage in the development of effective marketing tools to drive demand creation at the customer level
  • Provide regular internal reporting on business that includes forecasting for financial and demand planning (Supply Chain).

Qualifications

  • Bachelor’s Degree in a relevant field, or equivalent combination of education and experience
  • 5+ years selling experience. Plumbing experience a plus but not mandatory
  • Knowledge of consultative selling processes and techniques
  • Well-developed relationship building skills, ability to build credibility and influence within and outside the Trade Team
  • Excellent communication skills in writing, presentations and negotiations
  • Self-directed and results-oriented with a track record of improving results
  • Team player, able to work in a matrix environment
  • Skilled in business acumen, analysis and problem-solving
  • Aptitude for utilizing emerging technologies and working knowledge of Outlook, Word, Excel, PowerPoint, SAP and CRM tools.

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