The person selected for this sales management position will be expected to develop and maintain a mutually beneficial relationship with the company's dealers, dealer sales force, direct accounts and end users. In doing so, this individual will be expected to achieve all annual sales and performance goals. Lastly, the selected individual will report to and work with the Regional Sales Director to accomplish the goals set forth in region's annual business plan.
Report a monthly itinerary to the Regional Sales Director
Report all significant activity in the region to the Regional Sales Director in a timely and accurate manner as it relates to:
Ongoing product performance
Sales strategy development
New product development
Dealer issues, Customer Service, Technical Service, etc.
Dealer profile updates
Performing quarterly business reviews with dealers
Weekly Sales Forecasts
Resolves sales issues, product service issues, equipment-related issues and dealer problems in a timely and effective manner
Travel within the sales region in accordance with an already established zone travel schedule in order to maintain, develop, and grow all facets of the company's business with its customers , including dealers, national accounts, and end-users.
2.Dealer Sales Force Management
Directs and participates in developing, motivating, and training the dealer sales force to effectively sell Advance Commercial products
Calling on and developing all existing and prospective dealers within the region
Maintain a dealer prospect list and coordinate sales calls with the Regional Sales Director to develop new business opportunities with prospective dealers
Maintain a customer database
3.Field Sales Management & End-User Account Development:
Maintains a list of the largest end-users in the region
Integrates daily sales call activities into MS Outlook calendar
Makes daily sales call on key end-users to drive new project starts and to increase company market share at the end-user level
Tracks and manages all new project starts via the Sales Pipeline
Performs building surveys and product demonstrations
Effectively utilizes all sales tools and sales resources to ensure successful project completion
Concentrates on displacing competitive machine lines within the Advance dealership to improve the company's market penetration and sales. Focuses on developing a single-source relationship with the dealer.
Communicates product information to the all dealers in a timely and accurate manner
Coordinates sales efforts with National Accounts through National Account Managers and Government Account Managers
Performs field tests in support of product management teams
5.Relationship with all Market Segments
Forges long-lasting, profitable relationships with dealer partners
Bachelor's degree in Marketing, Business Administration, or equivalent education
A Minimum of 5 years sales experience in the sanitary supply industry or in a related industry is required for this position. Emphasis will be placed on the applicant's ability to show experience and accomplishments in the areas of dealer channel management and end-user sales/account management.
KNOWLEDGE & PERSONAL ATTRIBUTES:
Must possess a strong work ethic and be able to demonstrate initiative as it relates to problem solving and implementing corrective action plans on a timely basis.
Must demonstrate maturity as a business professional and the business acumen necessary to be successful in this position
Must be able to demonstrate strong selling skills and end-user account management skills
Must possess strong communication skills, both written and verbal
Must be able to demonstrate proficiency in the use of MC Office Suite applications, including Excel (pivot tables), PowerPoint, Word, and Outlook and SFDC
Must be able to demonstrate effective time and territory management skills
Must possess solid problem-solving skills and the ability to perform gap analyses, action plan development, and effective action plan implementation.
Willingness to travel overnight as required by this position
Must be willing and able to transport any and all company products (commercial floor cleaning equipment and accessories) for demonstrations
Must be capable of conducting product seminars and product presentations in front of an audience
Must be able to successfully pass a physical including lifting, standing for prolonged periods, driving for safe periods of time, etc.