American Standard

  • Regional Project Sales Manager, Northeast Region

    Job Locations US-PA-Philadelphia
    Posted Date 7 days ago(7/9/2018 10:44 AM)
    Job ID
    2018-2276
    # of Openings
    1
    Category
    Sales
  • Overview

    As a key member of the US Project Sales Organization, this position is responsible for driving sustainable profitable sales growth in all LWTA product categories through the effective management, brand building, specification creation, conversion activities delivering project sales growth in all project channel verticals in the assigned region. They will lead, coach and motivate independent sales agents’ and any direct full time employees (if applicable) with in the market to achieve project sales goals in the region. Responsible to interface with all key endorsers in the region, A&D Owner, Developer, Contractor and wholesaler partners in conjunction with sales agents. Additional direct responsibilities for localized project sales growth in the assigned market will be a key measurement of success for this role. This position will require strategic and tactical thinking that grows share of wallet across all LWTA brands.

    Incumbents will be required to have residency within the assigned region.

    Responsibilities

    • Develop and implement LWT’s Project channel growth strategy to drive profitable sales and pipeline opportunities that are aligned with mission and national sales strategy by market segment, customer group and product category
    • Organize, direct and lead all project field sales and business support resources in all project business activities from demand creation to demand conversion
    • Lead and direct key account planning activities by the team and ensure that key account plans are in place for top stakeholders and decision-makers: Developers, Ownership Groups, Owner Consultants and Agents, and other Endorsers as needed.
    • Lead and direct a strategic sales planning process with current key wholesale customer accounts that develops mutual performance objectives while connecting and providing best value proposition with the Developer/Owner national key accounts.
    • Implement and manage LWT project management systems and processes to measure all aspects of the project business including but not limited to sales, margin, pipeline and conversion rate
    • Proactively seek out specification opportunities; Create specifications and project proposals
    • Collaborate with Trade and Key Accounts Sales Leaders and independent sales agents to share business plans and ensure market demands are identified and met.
    • Develop key relationships with Owner/Developers directly while supporting their hired Designers, Architects and Owners Agents in the specification process.
    • Identify and participate in Owner/Developer marketing/specification events to maximize exposure and new business opportunities and drive pipeline and endorser network grow
    • Liaise with marketing and product development to identify trends, marketing intelligence and new product opportunities
    • Conduct monthly pipeline line review calls with each sales unit to deliver forecast the management team
    • Establish, articulate, measure and monitor team and individual objectives and provide feedback on a regular basis
    • Responsible for all channel results, take ownership and responsibility: pipeline, conversion, sales, margins, profit and expenses

    Qualifications

    • Bachelor’s Degree in Sales, Marketing, Communication or Business preferred. Equivalent combination of education and experience will be considered.
    • Required 10 years sales experience with at least 5 years in a sales/business development management position with people leadership and budget responsibility.
    • Experience working in project or commercial sales is preferred
    • General Management mindset with strong leadership, strategic, analytical, business, planning, problem-solving and technical ability
    • Demonstrated competence in account development, consultative selling, and negotiation skills
    • Demonstrated ability to grow business organically
    • Highly developed relationship building skills, ability to build credibility and influence within and outside the projects Team
    • Ability to effectively communicate orally or in written form with internal and external customers.
    • Basic plumbing knowledge an asset
    • Aptitude for utilizing emerging technologies and working knowledge of Microsoft Outlook, Word, Excel, PowerPoint and SAP / CRM systems.
    • Frequent travel required

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