Sales Director, West Sales Region

NWH Overview

NWH, founded in 1967, has become the leading manufacturer and supplier of hardwood lumber to North America, Europe, and Asia. With an unwavering focus on simplifying the customer experience, NWH serves the distribution, furniture, flooring, cabinet, molding, and millwork industries with 14+ hardwoods species from the major U.S. growing regions as well as imported plywood and exotic lumber.

The company operates over 40 manufacturing and warehousing facilities across the country including sawmills, concentration yards and distribution facilities using innovative technologies to streamline the procurement process for customers. NWH supplies only sustainable, high-quality hardwoods to protect our resources today and for future generations.For more information, please visit nwh.com

Position Summary

NWH is looking for a Sales Director to grow the Western business by developing new prospects and maintaining and increasing market share of hardwood lumber for the distribution, flooring, furniture, cabinetry, millwork, and other relevant industries.

The Sales Director will be responsible for leading the Western Sales Team. This role will oversee sales by developing business plans, meeting planned goals, and coordinating with our marketing department on lead generation. In addition, this role will be tasked with exploring how to maximize our Sales Team's potential, while overseeing the activities and performance by tracking sales goals, setting individual targets, and facilitating the ongoing training of team members.

This position will report directly to the VP - Global Business Units.

Key Responsibilities and Duties

• Work closely with the Senior Leadership Team to develop territory and account strategies to support sales growth throughout our Western markets and channels.

• Works with cross-functional teams, such as Finance, Supply Chain, and Marketing, to ensure an industry leading customer experience.

• Lead the West Sales Team to achieve and exceed daily, weekly, monthly, and annual sales budgets.

• Manage and develop Team Members (TMs) to grow a sales territory by identifying new business opportunities and constantly striving to maintain strong relationships increasing market share with existing business accounts.

• Collaborate with customers to understand their needs, create solutions, and ensure a positive and results-oriented sales process.

• Coordinate monthly accurate demand planning.

• Design and implement sales strategies that expands NWH's reach beyond our current customer base.

• Build and promote long-term business growth through objectives setting. Set individual sales targets and initiatives with each TM.

• Identify training and coaching opportunities for the Sales team. Develop team members through motivation, counseling, and product and customer education.

• Develop sales strategies to promote the company's broad mix of products.

• Service customer accounts through building personal and professional customer relationships.

• Travel within the assigned territory to understand the needs of the customers and Sales team.

• Exhibit a highly approachable, customer-service orientation that fully represents NWH values to internal employees, customers, and business associates; a strong commitment to Safety, People, Quality, Stewardship, and Innovation.

• Champion change management initiatives.

• Perform other duties as assigned.

Qualifications

• BA/BS in Marketing, Engineering, Business-related field or an MBA, or 8-+ years sales and marketing management experience.

• 5+ years of direct team management background preferred.

• History of success in industrial sales and a background in forestry or lumber required.

• Ability to work remotely or in a hybrid office environment, as well as travel up to 50% to meet needs of our customers and the team.

• Proven track record on new business development, presenting and meeting with potential customers, proposals, and pricing.

• Background in B2B sales involving complex deals

• Ability to interface with all required internal and external customers (entry level to senior executive).

• Strong negotiation skills with passion and ability to sell and close.

Competencies

• Wide degree of creativity, latitude, and self-initiative is expected and willingness to gain exposure to some of the complex tasks within Sales.

• Strong leader with examples of improving performance and cost savings; KPI implementation experience.

• Strong ability to build trusting relationships and establish customer value.

• Equally capable of working independently and in teams/groups.

• Excellent cross-group collaboration, high-impact communication, negotiation and persuasion, energetic interpersonal skills.

• Can deal with ambiguity, achieve results in a fast-paced, and collaborative team environment.

• Strong business and people acumen with the ability to influence business leaders around complex sales decisions.

• Fluent in using data to drive insights across the spectrum of Sales responsibilities.

• Demonstrated experience manipulating and analyzing data to make recommendations to drive change and continuous improvement.

• Make sales and marketing decisions based on metrics.

• Demonstrate and take initiative on continuous improvement processes and find creative resolutions by identifying opportunities and boldly offering solutions.

• Ready to assume complicated problems and resolve same.

• Passion to identify and develop emerging markets and product lines.

• Multitask and work with a sense of urgency.

• Possess excellent interpersonal communication and presentation skills to the various stakeholders of the company, including Sr. Leadership Team..

• Comprehensive knowledge of building products markets, product lines and purchasing strategies.

Travel

• Travel estimated at 30-50%.

Perks & Benefits:

• Medical Plans/Dental Coverage/Vision Coverage/Prescription Plans

• Employee Recognition and Rewards Program

• Life Insurance

• Short-Term Disability Benefit

• Voluntary Long-Term Disability Benefit

• 401k Retirement Saving with Company Match

• Health Saving Account (HSA)

• Employee Assistance Program

• Employee Engagement Center Support

• Paid Time Off and Paid Holidays

• Employee Engagement Events and Activities

• Employee Referral Bonus (No cap)

Additional Information:

NWH is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, age, sexual orientation, national origin, disability, or protected veteran status.

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