Description

General Description: Overall accountability for the Management of Account Managers and attainment of the Sales and Margin Goal in assigned Region. Develops and implements a territory sales strategy, based on the Company sales plan that will contribute to the achievement of the company's business objectives and profitable growth.

• Develops and manages to an annual regional sales and profit plan.
o Aligns Business Plan and Territory Sales Plans with Branch Sales Plans to support overall territory sales objectives.
o Executes Business Plan, sales strategies and action plans for existing and identified target accounts in order to achieve region and individual territory objectives.
o Coaches and trains through the Residential Sales Process to ensure consistency, adherence and competency
o Establishes, drives, and continuously grows profitable sales relationships in all Account Manager territories.
o Guides Account Manager focus on Ideal Customer and coaches through the NDA pipeline to ensure correct use of IC checklist
o Directs and drives Territory Sales efforts ensuring achievement of company KPI goals including sales volume, gross profit margin, and net profit margin.
o Increases purchases and profitability of customer base in all customer classes including dealers, contractors, and co-distributors.
o Monitors territory and individual customer attrition and creates action plans to minimize and/or reverse.
o Ensures Account Manager competency to present compelling dealer program presentations and coaches, motivates, and leads Account Managers through the process to convert dealers to company equipment brands.
o Measures and monitors monthly new dealer performance, assigned stakeholder activities and takes appropriate action to assure new dealers and internal stakeholders meet commitments.
o Works with EverRest Success Group Manager to ensure ESG goals are met within the territory for sales, profit and member growth.
o Work with Account Managers to develop a specific Call Management plan which includes strategies for individual customer prospect/account interactions as well as create opportunity management for multiple sales calls. Develop and prioritize opportunities in an effort to maximize long term growth and value.
o Work with Technical Support and Training Manager to develop consistent rhythm of training activities in the region.
o Proactively coordinates and leverages sales resources of company suppliers and representatives in order to maximize exposure of strategic products with current dealers and prospects.
o Provides market feedback to Marketing Manager, Regional & Branch Managers, Senior Product Manager and Pricing Manager and collaboratively creates and implements programs and promotions to drive growth, sales retention, and customer loyalty.
o Monitors and analyzes sales activities and identifies market trends; advises Director of Sales of opportunities, threats, and related recommended actions.
o Manages internal and external relationships with key accounts.

• Meets monthly with Regional Branch Managers and Account Managers to:
o Review previous month’s roadblocks and hurdles and to devise solutions and plans to overcome.
o Review monthly specials to ensure understanding, communication plan and targeted accounts
o Review monthly Gap Analysis report opportunities
o Review monthly Attrition Report and discuss strategies to overcome
o Utilize monthly Attrition Report to follow up with customers, determine status of the customer and attrition, and ensure Sales Force attrition object is updated.
o Plan customer events to build customer intimacy and robust relationships
o Plan and lead factory trip participation for customers and internal stakeholders
• Engage in collaborative customer problem resolution process utilizing Branch and Technical Services to solve issues
• Utilize 5 in 5 management strategy to ensure high ROI Account Manager focus and create regional cohesion

Qualifications

Education and/or Experience:
• Bachelor's degree (B. A.) from four-year college or university; or eight years’ sales experience with at least five years in sales management or equivalent combination of education and experience.
• Valid Class “C” Driver’s License with good driving record.

Knowledge, Skills and Abilities:
To perform the job successfully, an individual should demonstrate the following skills and abilities:
• Excellent analytical and process development skills.
• Demonstrated ability to plan, develop, disseminate, and execute strategic sales and marketing plans.
• Demonstrated ability to oversee and develop customer relationships and growth within existing and potential territories.
• High sense of urgency and attention to detail.

Computer Skills:
• To perform this job successfully, an individual must be very proficient in Microsoft Office products such as Word, Excel, Outlook, and PowerPoint.
• Proficiency in Salesforce CRM and Eclipse ERP competency required within six months of starting in role.
• Proficiency in MITS within 6 months of starting role