American Standard

  • Director of Showroom Sales

    Job Locations US-NJ-Piscataway
    Posted Date 2 weeks ago(2 weeks ago)
    Job ID
    2018-2346
    # of Openings
    1
    Category
    Sales
  • Overview

    As a key member of the US Field Sales Organization, this position is responsible for profitable sales growth through the effective management of sales activities and demand creation for LWTA premium brands: DXV, Grohe and ASB Luxury through showroom channels. They will have indirect responsibility for directing a team of Premium Brand regional sales representatives and will matrix with Field Sales, Key Accounts and Projects teams. The position will require strategic and tactical thinking that grows share of wallet across the LTWA Premium brands. This role’s primary function for the initial year will be to create, manage and deploy LWTA’s display methodology in the showroom.

    Responsibilities

    • Develop, manage and deploy LWTA’s display methodology
    • Develop, implement and monitor display process
    • Strictly enforces the spirit of the premium brands through showroom display management and monitoring of authorized showroom agreements.
    • Develop, implement and monitor sales strategies and business plans for all premium brands to drive profitable sales growth aligned with LWTA Mission Plan.
    • In concert with Regional and Key Account sales teams, manage and direct customer joint-business planning, sales and demand creation activities to expand opportunities in the showroom channels and raise brand awareness, while safeguarding the unique integrity of each brand.
    • Collaborate with Trade Channel Marketing VP, to develop and present overall premium brand programming as well as promotional programs (sell in and sell through) to the Sales teams by understanding the showroom customer’s needs, brand and business objectives to drive incremental revenues and ensures their successful execution
    • Identify and explore opportunities to expand showroom business opportunities and collaborate with Regional and Key Account Sales Teams to ensure success.
    • Work with Trade Sales, Projects and cross functional peers in product marketing, and supply chain to ensure execution of customer plans, speed new product launches, ease product delivery and solve customer and company challenges in a cohesive and unified fashion.
    • Work in conjunction with channel marketing and the training team to assist in the Development and execution of training plans and activities to educate showroom associates on LWTA Premium products
    • Work with Sales Operations to create and maintain appropriate reporting for management and field that will track and monitor sales and customer performance; initiate appropriate action to address underperforming showrooms, categories and products
    • Serve as liaison and bridge to LWTA project team to specifically align and develop LWTA Premium Brand project sales opportunities.
    • Liaise with channel marketing, market research and product development teams to identify trends, market intelligence and new product opportunities, capacity and volume.
    • Builds and maintains strong working relationships with key partners and showroom customers and works effectively and collaboratively with internal partners and stakeholders.

    Qualifications

    • Bachelor’s Degree in a relevant field, or equivalent combination of education and experience
    • 5+ years’ experience in managing large accounts in relevant customer facing environment (i.e. consumer packaged goods, durables, hard goods and building products)
    • Strong understanding of best methodology for displaying luxury, premium and core decorative products
    • Understanding and/or background in interior design is desirable
    • Strong understanding of the luxury core decorative plumbing showroom sales is desirable
    • Self-directed and results-oriented with a track record of improving results
    • Entrepreneurial and general management mindset with strong leadership, strategic, analytical, business, planning, project management, problem-solving and technical ability.
    • Team player, able to work in a matrix environment
    • Highly developed relationship building skills, ability to build credibility and influence within and outside the Trade Team
    • Strong interpersonal, communication and presentation skills with the ability to interact and negotiate effectively at all levels of the organization as well as with customers
    • Aptitude for utilizing emerging technologies and working knowledge of Outlook, Word, Excel, PowerPoint and SAP.

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