Area Sales Manager

Job Name:

Area Sales Manager

General information

Location: Detroit, MI

Date:

20-Mar-2024

Company:

Andersen Corporation

Posting City: Detroit, MI

Ref #:

4732

Job Category:

Sales

Posting City:

Detroit

State:

MI

Description & Requirements

ANDERSEN CORPORATION SUMMARY:

We're focused on bringing more light into people's lives by helping them create healthier, happier spaces to build memories and do what they love. This applies to our team, too. By celebrating our differences and embracing a positive work-life balance, we are recognized as a Yellow Ribbon company, one of Forbes Magazine's 2021 "America's Best Large Employers" and a "Best Employer for Diversity." As a 2021 Energy Star Partner of the Year, Andersen is also committed to environmental health and sustainability. No matter your role, you'll have the opportunity to make a difference.

SUMMARY

Responsible for the management, deployment, and performance of account managers in Area. Provide clear, actionable expectations and direction to the team to influence behavior and win business for Andersen. Model and coach selling the Andersen Way to develop account managers' selling skills and professional development capabilities to realize their full potential to grow their career at Andersen.

Develop holistic growth strategy for Area in collaboration with Regional leader, Audience leaders, marketing, Channel team, and other relationships within Area to drive incremental growth. Deliver world class experience and high customer lifetime value relationships through team selling.

This leader must navigate and implement the national/ regional strategies set from multiple audience/channel/key account plans to their local level for a diverse team of roles/skills to execute.

This role must be located in eastern MI or Central/Northern OH.

PRIMARY RESPONSIBILITIES

• Coach direct reports to align performance expectations and organizational goals through scheduled 1:1s, in-person territory visits, weekly team meetings and more. Ensure they understand their potential and readiness for future roles. Coaches pipeline management using CRM and technology to effectively interpret data for decision-making. Understands the importance of repeatable processes and drives adoption of CRM and technology. Champions Consultative Selling.

• Promote and lead change initiatives by inspiring teams to move forward together and aligning direct reports to a shared mission of achieving business results. Anticipate any potential sources of resistance to change and articulate why change is necessary to gain buy-in.

• Balance and mitigate with customer/channel/enterprise/audience conflict, maintaining a clear vision for the greater good of the company and preserve the customer experience.

• Synthesize and leverage data to develop holistic responsive Market Area Plan and growth strategy with channel and audience leaders to drive incremental growth. Execute strategies and programs to deliver world class customer experience.

• Foster collaboration between other functional leaders and stakeholders working to support the Area and drive effective business decisions to grow the business.

• Responsible for ensuring alignment and focus within their teams when there is potential for conflicting priorities. Ensuring plans and their execution is not accomplished in isolation from the broader business.

LEADERSHIP AND DIRECTION OF OTHERS

Leading Change - this role will drive change and support adoption of organizational initiatives and champion the go to market strategy and execution.

This position manages, develops, and coaches a variety of sales and related functions directly and indirectly. Methods to manage, develop, and coach include regularly scheduled 1:1's, team meetings (in-person and virtual), informal meetings, phone calls, email, and more. An individual in this position is expected to provide clear, direct, actionable performance feedback that is timely and based on behaviors/actions. Additionally, this position needs to draw out direct reports' career aspirations and provide stretch assignments to prepare direct reports for their desired career path at Andersen. This position is also expected to influence and manage key channel and trade relationships

QUALIFICATIONS AND SKILLS

• Bachelor's degree in business, marketing, or related field and/or 5 years equivalent experience in sales (overall).

• Demonstrated ability to coach and manage geographically dispersed team to sales process and manage pipeline leveraging business insights and CRM.

• Demonstrated channel and/ or audience experience preferred.

• Demonstrated understanding sales cycles for different audiences and impact to pipeline and planning preferred.

• Strong knowledge of general business practices, including basic sales and marketing principles as well as commercial and channel sales practices.

• Strong ability to train in selling, customer and market insight, product knowledge skills, and to motivate professional staff to exceptional levels of business performance.

• Excellent communication and collaborative skills with the ability to engage in-person and online including large and small group presentations.

• Demonstrated ability to analyze complex business concepts, identify problems see opportunities, develop creative solutions, and develop strategy and create a plan of specific measurable objectives, timetables, specify resources needed, tactics, and accountabilities.

• Ability to navigate business to develop tactics to build long-term strategic focus in consideration of industry trends and business management practices.

• Strong understanding of the importance of building healthy team culture and creating an "all together" mindset leveraging strengths of others.

• Proven customer facing experience (sales, customer experience and marketing)

• Excellent CRM, data analysis, pipeline management & forecast planning.

CORE COMPENTENCIES

• Strategy & Execution

• Pipeline & Forecast Management.

• Business Acumen

• Coaching & Development

• Team Management

• Change Leadership

Other requirements:

• This position requires substantial nation-wide travel.

• The role holder will be required to reside within the Area.

• This leader reports to the AW Regional Leader.

• Reporting to this leader: Account Managers (channel and audience) with matrixed THD and Inside Sales

CULTURE AND BENEFITS:

"Be Orange. Be You" is how we express our belief that by embracing our differences and empowering you, we'll be a stronger team able to accomplish what otherwise wouldn't be possible. This Orange spirit has helped us become the #1 innovative window and door brand* and the one homeowners love the most. It's also why we're committed to supporting you to approach each day with a bright outlook.

Benefits include, and are not limited to:

• Medical/Dental/Vision/Life Insurance

• Health Savings Account contributions

• Paid holidays plus PTO

• 401(k) plan & contributions

• Professional development and tuition reimbursement opportunities

• Charity contributions

• Nationwide career opportunities

We look forward to seeing how your unique skills, background and experiences will inspire our team and help us continue to be the leader we are today.

• 2020 Andersen brand surveys of U.S. contractors, builders & architects

2020 Andersen Brand Survey of U.S. homeowners

In 2024, Andersen has set a profit-sharing target of $4,000 per eligible employee, prorated as appropriate. Profit sharing will be paid out in quarterly installments to provide eligible employees with payments throughout the year, with payment amounts tied to quarterly operating profit performance.

Andersen is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, disability, marital status, national origin, citizenship, genetic information, protected veteran status, or any other characteristic protected by law.

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Posting City:

Detroit, MI