SUMMARY
Within a defined market, this position manages the Pella field sales team, the customer relationship, the Pella Brand image through the Pella Design Center (PDC) and represents Pella in a geographic area. The District Sales Manager (DSM) is responsible for the development and management of regional sales programs, personnel and relationships with the goal to deliver sustainable, profitable growth. The position requires NA field experience, strong communication skills, excellent problem solving and negotiation abilities, and analytics to be effective. The position typically requires the individual to work and reside in an assigned market and may require overnight travel up to 70% of the time.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
In partnership with National Account Management, the DSM manages the execution of sales, training, and merchandising initiatives to attain sales growth and profitability objectives of the District under their responsibility.
Reviews business plan/practices and acts accordingly to cause necessary and appropriate change to meet short and long-term objectives.
Responsible for the achievement of acceptable levels of sales in the district under this person's responsibility.
Manages up to 15 sales reps and sales volume of $ 50 to 100 million
Responsible for recruiting, interviewing, selection, training, development, and retainment of sales reps.
Responsible for providing competent territory coverage, assessing performance, managing the District to improve organizational (team) performance, coaching under-performers, and managing high performer's development plans.
Develops and manages relationships with (Lowe’s) Market Director, Regional Field Sales Manager (RFSD), and Regional Sales Director (RSD) to influence collaborative and favorable behavior. Some interaction with Lowe's Vice President Of Store Operations (VPSO)
Maintain positive relationships with (PDSN) Directors-Trade and Replacement; Branch Sales Managers and Branch Service Managers in order to reduce /manage channel conflict and to assure customer satisfaction for Lowe’s customers requiring Pella Service.
Responsible for analysis of the District's competitive position within marketplace and the communication of pertinent knowledge to Pella Senior level Sales Management.
Responsible for the development of annual sales forecasts, managing expense budgets, and executing tactical sales plan for District under this person's responsibility.
COMPETENCIES
Coaching and Managing Skills
Organizational and Planning Skills
Communication Skills
Relationship Building Skills/Capability
Selling Skills
Training Skills
Drive Execution
Strategic Thinking Skills
Analytical Skills
Negotiations Skills
Seasoned Judgment
Financial Acumen
Millwork Experience and Industry Knowledge
SUPERVISORY RESPONSIBILITIES
Previous supervision of remotely located sales professionals preferred. Manage up to 15 Sales Representatives in a defined territory. Responsible for the overall direction, coordination, and evaluation of this unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
Responsibilities include interviewing, hiring, coaching and training of assigned Sales Representatives; plan, assign, and directing work; appraise performance; reward and discipline employees; address complaints and resolve problems; provide ongoing reviews (IPDA) and coach assigned subordinates.