American Standard

  • Regional General Manager – Trade

    Job Locations CA-ON-Mississauga
    Posted Date 6 days ago(6 days ago)
    Job ID
    2018-2171
    # of Openings
    1
    Category
    Sales
  • Overview

    As a key member of the LWTA Canada Field Sales Organization, this position is responsible for profitable sales growth through the effective management of sales activities and demand creation in their assigned region through multiple customers including, Showroom, Counter, Commercial, Contractor, and Builder, etc. They will lead and direct a blended sales force of both company owned and independent sales representatives working through a two-step distribution system. The position will require strategic and tactical thinking that grows share of wallet across all LWTA brands.

     

     

     

    Responsibilities

    • Responsible for all sales and demand creation activities in the region including growth of current and expansion of customer base/distribution; sales planning, forecasting, and sales representative management.
    • Develop and implement sales strategies and specific business plans to drive profitable sales, aligned with LWTA Mission Plan.
    • Manage and direct customer joint-business planning, sales and demand creation activities to expand opportunities with showrooms, counters and contractors
    • Lead, motivate and build a high performing sales team by identifying, recruiting, coaching and developing current and new sales representatives.
    • Direct activities of field agents to support one LIXIL selling
    • Analyze business for results through regular business reviews and identify profitable high growth opportunities for the region, including development of Regional Key Accounts, while recommending appropriate strategies for underperforming markets
    • Regular reporting (weekly, monthly) of sales results, activities, risks and opportunities
    • Regional financial results ownership and responsibility: sales, margins, expenses.
    • Guided by LIXIL values work with sales teams and cross functional peers in marketing, product management, supply chain and manufacturing to create annual operating plans, speed new product launches, demand forecasting, ease product delivery and solve customer and company challenges in a cohesive and unified fashion.
    • Liaise with marketing and product development to identify trends, marketing intelligence and new product opportunities
    • Cultivate mutually beneficial relationships with customer and maintain high customer satisfaction ratings that meet company standards and goals
    • Gain early adoption of new products through influencers, decision-makers and wholesalers in respective market segments
    • Identify and participate in industry and customer marketing/specification events to maximize exposure, new business opportunities and drive pipeline and endorser network growth

    Qualifications

    • Bachelor’s Degree in a relevant field, or equivalent combination of education and experience. MBA preferred.
    • 10 years sales experience, including 5+ years in sales management, in relevant customer facing environment (i.e. durables, hard goods, building products and consumer packaged goods,)
    • Experience working in a two-step distribution model that includes managing external sales representatives, brokers or distributors
    • Proven ability to drive sales force transformation including process improvement, solutions selling skills, adoption of technology (including CRM) and analytics.
    • Demonstrated ability to grow business organically
    • Highly developed relationship building skills, ability to build credibility and influence within and outside the Trade Team
    • General Management mindset with strong leadership, strategic, analytical, business, planning, problem-solving and technical ability
    • Exceptional and professional communication and presentation skills
    • Aptitude for utilizing emerging technologies and working knowledge of Outlook, Word, Excel, Powerpoint and SAP.

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