District Sales Manager - Ohio

Job-ID: 17699; Location(s): Field This role is based in either Columbus, Cincinnati or Dayton.

SUMMARY Responsible for carrying out sales objectives; implementing sales and account strategies as set out by management and achieving results in a matrix sales organization; discovery, development and realization of Project Opportunities in own Sales District as well as soliciting new customers/contractors to increase demand for products; cultivating long-term relationships with key account decision makers; demonstrating effective sales call planning and execution skills including utilization of CRM to manage efforts and drive results tracked through visits and CRM Opportunity Funnel; delivering professional sales presentations; working with local manufacturing reps as directed by Regional Sales Manager or Lead, Regional Sales; maintaining sales reports and forecasts; tracking expenses; drive participation in Corporate training objectives; demonstrating commitment to continuous professional development.

DETAILS Sales Initiatives Contribute to the development and implementation of sales and account strategies as set out by management, in accordance with corporate goals; develop and implement Key Account Plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty. Increase demand for company’s products by discovery, development and realization of Project Opportunities as represented in CRM; prospecting/soliciting new business partners; maintaining a cycle of scheduled calls and visits to customers based on CRM Segmentation Strategy; grows customer/contractor database for specific territory. Cultivate long-term relationships with key account decision makers; develop a complete understanding of the organization’s structure and key buying influences of assigned account. Conduct sales calls and deliver professional presentations to various individuals, including but not limited to cross-functional teams, architects, wholesale distributors, builders, developers, facility engineers, plant managers, code officials, educators, contractors, etc. utilizing appropriate resources. Advance market growth by understanding, adapting and effectively communicating the value proposition for each constituent group. Ownership and ongoing management of annual sales plan and strategic account plans in order to achieve market penetration in various segments/territories to promote each product line. Works with local independent manufacturer’s representative agencies as directed by Regional Sales Manager or Lead, Regional Sales in support of the Residential Sales Management Team. Travel to various locations to provide ongoing training and support as requested or needed. Receive leads from trade shows or other sources; prioritize leads in order to make contact and follow up on resulting opportunities. Provide support to cross-functional teams as needed to ensure client deliveries are executed as agreed. Contributes to further adoption of EDI and VMI by Distributors within the District and the Regions. Reporting Maintain monthly sales reports and business metrics; identifies business opportunities; reports on trends and new products. Provide weekly reporting and updates to management, both ongoing and as requested. Prepare reports daily/weekly/monthly for management regarding field activity, sales, competitors and forecasts. Track travel and incidental expenses; prepare and submit expense reports on a timely basis ensuring expenses are within budget parameters. Maintain, updates, and utilizes CRM/SAP Mobile Sales daily activity calendars to track information, including but not limited to documenting Opportunities in that sales funnel, entering sales call activities, linking customers, ranking contractors and keeping calendars up-to-date. Other Attends meetings as required and/or assigned.