District Manager - Baltimore, United States - Mannington Mills

Description

District Manager

Department: FLD Residential Field Sales Northeast


Location: Baltimore, MD


THIS IS A REMOTE SALES POSITION

POSITION AVAILABLE: District Manager (DM), Residential Sales, North East Region (Baltimore Maryland)


DEPARTMENT: Residential Sales


REPORTS TO: Director of Distribution Sales, Residential


ABOUT MANNINGTON:
Our mission is to be the best people to do business with in the flooring industry.

One of the worlds leading manufacturers of high quality flooring, Mannington Mills, Inc., based in Salem, New Jersey is engaged in the manufacturing and marketing of residential and commercial sheet vinyl, luxury vinyl, laminate and hardwood floors, as well as commercial carpet and rubber under the Mannington Residential, Mannington Commercial, Amtico and Burke brands.

Mannington is a fifth-generation family-owned business with values that include: CARE; DO THE RIGHT THING; WORK HARD/ PLAY HARD; AND CONTROL OUR OWN DESTINY.

Founded in 1915 by John Campbell, Mannington is still privately held and, after more than 100 years, continues to pursue its commitment to quality, customer satisfaction and the environment through innovative product design and marketing, state-of-the-art processes and industry-leading programs.

POSITION SUMMARY:

We are looking for someone who:

Is passionate about transforming sales and whose values align with Manningtons culture- we achieve our mission through our values and are looking for someone who is humble, effective, adaptable, and remarkable.

Has high emotional intelligence

you have a genuine empathy for customers and maximize your impact through understanding the motivations of each customer and adapting your communication and sales approach accordingly.

Has a proven track record for negotiating sales and programs that drive economic value for both parties (company and customer).

Has a commitment to overachievement

you have a proven track record of consistently out performing sales quota attainment and you have a never quit gritty attitude towards sales targets regardless of adversity being faced.

Is a champion of the consultative sales process you utilize existing CRM reports and continue to develop and leverage internal data to strategically engage customers through the consultative sales process.

Has experience being managed in a structured sales environment utilizing a CRM tool. These could include managing via a sales methodology, a forecast methodology, and a structured deal management by sales stage.

Has strong business acumen

understands and uses good judgement of existing and potential sales opportunity.

Is accountable

you have a proven ability and strong willingness to follow through on your own promises and commitments.


JOB RESPONSIBILITIES INCLUDE:
1)

Develops and executes individualized market focused strategic business plans for each assigned Distribution Partner that are aligned to the Mannington residential strategic initiatives.

2)

Works with assigned Distribution leadership and sales management to create appropriate measures of accountability to the strategic plan.
3)

Works with assigned distribution leadership and sales management to audit sales plan and program execution to ensure success.
4)

Executive sponsorship and corporate ownership of the identified top influential retailers for assigned distribution partners.
5)

Analyzes the market potential and determines the value of existing and prospective customers value to the organization.
6)

Is a Mannington product knowledge expert regarding appropriate fit for purpose applications, technical services matters, market insight and conditions, competitive activities, advertising and promotional trends.

7)

Oversees and assists with any changes in freight rates related to the pricing matricies.
8)

Represents Mannington by participating in trade shows and conventions.
9)

Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.


STANDARDS OF PERFORMANCE:

While the list of major job duties explains *what* is to be done, performance standards provides us with specific performance expectations for the District Manager.

They are the observable behaviors and actions which explain *how* the job is to be done, plus the results that are expected for satisfactory job performance.

Minimum Standards of Performance:

• Each Mannington DSR to maintain a minimum of 75 accounts contributing $27k in Mannington purchases annually. Metric reviewed with distribution middle management on a monthly basis.
• Review total sales revenue results, sales pipeline and sales activity linked to annual business plan objectives with key distribution leadership at least once a month.
• Execute a major annual product training event with each distributor once a year and on-going training events quarterly with each key distributor. Training to include, but not limited to; product knowledge, competitive knowledge, sales process, and supporting technology.
• Maintain a target list of at least 10 major key accounts that can help maintain and grow market share with each distribution partner.
• Conduct a minimum of 4 consultative selling business meetings with each targeted key account annually.

KPIs

Key Performance Indicators


JOB REQUIREMENTS:
Bachelors degree in business administration, sales and marketing or related field

A minimum of two-years outside sales experience with a proven track record of performance

Experience utilizing a consultative sales process

Experience utilizing CRM to manage and forecast sales opportunities

Strong analytical skills to identify trends and patterns

Strong interpersonal communication, teambuilding, decision making, and conflict resolution skills required

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