National Sales Manager, US Retail (Boston, MA; Detroit, MI; ...)
As a “caretaker” for our brand’s legacy, the National Sales Manager will increase the size and profitability of the US Retail Division, with a focus on the Hardware, Industrial and Mass Markets. This role is responsible for strategic planning, communicating goals and objectives, and ensuring that operational plans are effectively and successfully implemented. This role will elevate the brand through new categories, partnerships, and business development.
WORK ACTIVITIES AND ESSENTIAL DUTIES
Sales Strategy and Execution
Develop and implement a growth oriented sales plan for the assigned markets/customers that deliver the company goals
Analyze sales metrics and forecasts to formulate sales strategies and tactics that support team success
Ensure that sales and marketing plans, goals and policies are consistent with customers’ current and future needs
Prepare periodic sales reports for Leadership of sales volume, potential sales and proposed customer base expansion
Track revenue goals and gross margins, implement budgets and complete reporting requirements
Monitor and evaluate the activities and products of the competition
Keep Leadership well informed of channel operations and opportunities for acquiring new business
Proven ability to negotiate sales and margin growth with strong business acumen
Monitor POS for accounts that provide sales information and adjust strategies based on trends
Team Leadership and Development
Partner with team members to call on key accounts to meet and exceed goals for strategic sales and new accounts
Oversee and train staff on negotiations that provide value to the customer and profitability to the company
Direct staffing, training and performance evaluations to develop and control sales program
Resolve team grievances and maintain a high level of harmony and camaraderie among reps
Client Relationship Management
Deliver sales presentations to key accounts in coordination with sales representatives
Tactfully and persuasively overcome customer’s technical and business objections to develop sales
Attend trade shows with the goal to expand on relationships in existing accounts and to acquire new contacts
Develop and maintain relationships with purchasing contacts and customer’s other key management personnel
Coordinate and work with the local reps for onsite customer service and training of strategic accounts
As a final stop for escalated issue – work with team to investigate and resolve problems to the customer’s satisfaction
Cross Functional Collaboration and Market Insights
Assume responsibility for the planning and development of effective marketing strategies and policies
Develop presentation materials and customer business analysis utilizing Excel and PowerPoint
Work collaboratively with Operations team on an on-going basis and during the monthly demand planning to provide SKU level projections and forecast revisions where necessary
Other duties assigned as needed
QUALIFICATIONS Basic Qualifications
Bachelor's degree or equivalent combination of education and experience
Ten years of related experience as a top performing outside sales prospector to (hardware, industrial, and various mass markets) retailers, and distributors.
Three years of experience successfully leading manufacturer representatives in hardware, industrial, and mass markets.
Deep analytical experience in sales reporting, diagnosing issues and developing fact-based action plans.
Proven ability in acquiring and growing strategic accounts.
Documented proficiency using MS Office, contact management databases and order management systems.
Reliable transportation and a current and valid driver’s license and must be able to travel 40% of the time.
Preferred Qualifications
Language Skills: Proven experience reading, writing and interpreting documents such as sales agreements, commercial invoice instructions, shipping guides, trade regulations and commercial contracts. Documented experience speaking effectively before groups of customers, employees or leadership.
Mathematical Skills: Documented ability to add, subtract, multiply, and divide using whole numbers, common fractions and decimals. Demonstrable ability to calculate discounts, interest, commissions, proportions, percentages and volume.
Reasoning Ability: Demonstrated aptitude solving practical problems, while dealing with a variety of concrete variables in situations where standardization is limited. Proven ability to provide instructions in written, oral, diagram or schedule form.
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is frequently required to stand and sit. The employee occasionally lifts and/or moves up to 30 pounds. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
WORK ENVIRONMENT The work environment characteristics described here are representative of those employees encounter, while performing the essential functions of this job. This position has an estimated annual salary of $90,000 - $120,000, dependent on experience. The employee is frequently exposed to outside weather conditions. The employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate. This position has the potential to be fully remote within the United States. Restrictions apply.
This is a management position. This is a full-time position.
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WORK ACTIVITIES AND ESSENTIAL DUTIES
Sales Strategy and Execution
Develop and implement a growth oriented sales plan for the assigned markets/customers that deliver the company goals
Analyze sales metrics and forecasts to formulate sales strategies and tactics that support team success
Ensure that sales and marketing plans, goals and policies are consistent with customers’ current and future needs
Prepare periodic sales reports for Leadership of sales volume, potential sales and proposed customer base expansion
Track revenue goals and gross margins, implement budgets and complete reporting requirements
Monitor and evaluate the activities and products of the competition
Keep Leadership well informed of channel operations and opportunities for acquiring new business
Proven ability to negotiate sales and margin growth with strong business acumen
Monitor POS for accounts that provide sales information and adjust strategies based on trends
Team Leadership and Development
Partner with team members to call on key accounts to meet and exceed goals for strategic sales and new accounts
Oversee and train staff on negotiations that provide value to the customer and profitability to the company
Direct staffing, training and performance evaluations to develop and control sales program
Resolve team grievances and maintain a high level of harmony and camaraderie among reps
Client Relationship Management
Deliver sales presentations to key accounts in coordination with sales representatives
Tactfully and persuasively overcome customer’s technical and business objections to develop sales
Attend trade shows with the goal to expand on relationships in existing accounts and to acquire new contacts
Develop and maintain relationships with purchasing contacts and customer’s other key management personnel
Coordinate and work with the local reps for onsite customer service and training of strategic accounts
As a final stop for escalated issue – work with team to investigate and resolve problems to the customer’s satisfaction
Cross Functional Collaboration and Market Insights
Assume responsibility for the planning and development of effective marketing strategies and policies
Develop presentation materials and customer business analysis utilizing Excel and PowerPoint
Work collaboratively with Operations team on an on-going basis and during the monthly demand planning to provide SKU level projections and forecast revisions where necessary
Other duties assigned as needed
QUALIFICATIONS Basic Qualifications
Bachelor's degree or equivalent combination of education and experience
Ten years of related experience as a top performing outside sales prospector to (hardware, industrial, and various mass markets) retailers, and distributors.
Three years of experience successfully leading manufacturer representatives in hardware, industrial, and mass markets.
Deep analytical experience in sales reporting, diagnosing issues and developing fact-based action plans.
Proven ability in acquiring and growing strategic accounts.
Documented proficiency using MS Office, contact management databases and order management systems.
Reliable transportation and a current and valid driver’s license and must be able to travel 40% of the time.
Preferred Qualifications
Language Skills: Proven experience reading, writing and interpreting documents such as sales agreements, commercial invoice instructions, shipping guides, trade regulations and commercial contracts. Documented experience speaking effectively before groups of customers, employees or leadership.
Mathematical Skills: Documented ability to add, subtract, multiply, and divide using whole numbers, common fractions and decimals. Demonstrable ability to calculate discounts, interest, commissions, proportions, percentages and volume.
Reasoning Ability: Demonstrated aptitude solving practical problems, while dealing with a variety of concrete variables in situations where standardization is limited. Proven ability to provide instructions in written, oral, diagram or schedule form.
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is frequently required to stand and sit. The employee occasionally lifts and/or moves up to 30 pounds. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
WORK ENVIRONMENT The work environment characteristics described here are representative of those employees encounter, while performing the essential functions of this job. This position has an estimated annual salary of $90,000 - $120,000, dependent on experience. The employee is frequently exposed to outside weather conditions. The employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate. This position has the potential to be fully remote within the United States. Restrictions apply.
This is a management position. This is a full-time position.
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