District Sales Manager, Northwest
C.F. Martin & Co, Oregon, WI, United States
Reporting to the Director of Sales, North America, the District Sales Manager (DSM), Northwest is the conduit to the dealer network for the facilitation of sales, implementation of programs and policies, and the generation of dealer‑specific planning to meet overall Company objectives.
The DSM is responsible for regular and frequent coverage (visitation) of the entire Dealer Network to improve awareness of all Martin products, maintain and grow inventory and share of merchandising space, as well as advertising space in all marketplaces including brick/mortar, online marketplaces, and social media outlets.
Assigned Territory: Northwest (Washington, Oregon, Idaho, Montana, Wyoming, Colorado, North Dakota, and South Dakota)
Specific Duties & Responsibilities
Sales of all Martin products to authorized dealers within the assigned territory.
Manage and maintain accounts including mix, margin, sell-through, ROI; have knowledge and awareness of competing brands’ products/services, discount and pricing structures, and overall strengths/weaknesses to determine how best to service and motivate key accounts.
Management of dealers within the assigned territory to specific goals for revenue, product mix, and gross margin; active participation in the responsible management of dealer credit.
Visit and support assigned super dealers within territory.
Measured implementation of new products, promotions/programs, and other identified sales priorities of all accounts including brick/mortar stores and online marketplaces.
Significant travel required (up to 70%) to ensure complete coverage (visitation) of all accounts assigned by management to the DSM according to specified frequency requirements.
Development of under‑performing market areas through ongoing assessment of existing dealers, solicitation of new business, and communication to management of such activities; responsible for containing account attrition.
Add value to the dealer relationship through ongoing retail training, product knowledge sessions, and active solicitation of special event opportunities.
Monitor, plan and strategically place & execute Martin Retail or Online point‑of‑sale (POS) materials to drive promotional presence and sell‑through of Martin Guitars and Strings in all authorized dealerships.
Provide essential in‑field product service including product maintenance & adjustment, cleaning, and merchandising.
Maintain, update, and utilize Salesforce.com (CRM) as directed.
Observe and communicate to the Company specific competitive activities within the territory as well as industry trends to the dealer.
Regularly monitor dealer inventory levels by providing accurate inventory information per location.
Promote identified models by in‑store demonstration and effective utilization of sample merchandise.
Attend trade shows, sales meetings, and dealer events.
Account‑based forecasting of categories, models, and revenues.
Manage Martin Showrooms and wall stores within territory and supervise contract or permanent personnel representative(s) in respective territory.
Treat coworkers and visitors equally without regard to protected characteristics, in compliance with applicable federal, state, and local laws.
Position Requirements
Related outside sales experience (minimum 3 to 5 years sales experience or equivalent) preferably within the music industry.
Residence within territory required.
College degree preferred.
Excellent communication and presentation skills with the ability to create dealer‑specific content essential to illustrate dealer performance. Strong organizational and sales reporting skills.
A never‑ending desire to learn and go above and beyond for customers.
The proven ability to work independently in a minimally supervised environment.
Higher functioning aptitude for use of common communication tools (SharePoint, Word, Excel, PowerPoint, PDF & CRM).
Ability to forecast product needs and revenue targets.
Specific experience and track record of building long‑lasting relationships and influencing positive outcomes with external customers ranging from store owners to key string, accessory and guitar buyers and their sales teams.
Specific experience and track record of engaging and driving positive outcomes with internal teams in various positions ranging from DSM peers to Vice President Global Sales and Customer Engagement, Product Development, and the President/CEO.
Core Competencies
Analytics – Ability to pull and analyze internal data and utilize it to demonstrate planning, strategy, give perspective on key performance indicators, and produce favorable sales outcomes.
Adaptability
Aligning Performance for Success
Building Partnerships & Trust with Internal Teams & External Customers
Coaching and Communication
Objection Handling
Customer Focus
Teamwork Focus
Facilitating Change
Leading through Vision and Values
Managing Conflict
Planning & Organizing Work
Commitment to personal learning/knowledge growth
Strategic planning and execution of all retail/online branding and merchandising
Technical Ability/Professional
Strategic Territory Planning
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The DSM is responsible for regular and frequent coverage (visitation) of the entire Dealer Network to improve awareness of all Martin products, maintain and grow inventory and share of merchandising space, as well as advertising space in all marketplaces including brick/mortar, online marketplaces, and social media outlets.
Assigned Territory: Northwest (Washington, Oregon, Idaho, Montana, Wyoming, Colorado, North Dakota, and South Dakota)
Specific Duties & Responsibilities
Sales of all Martin products to authorized dealers within the assigned territory.
Manage and maintain accounts including mix, margin, sell-through, ROI; have knowledge and awareness of competing brands’ products/services, discount and pricing structures, and overall strengths/weaknesses to determine how best to service and motivate key accounts.
Management of dealers within the assigned territory to specific goals for revenue, product mix, and gross margin; active participation in the responsible management of dealer credit.
Visit and support assigned super dealers within territory.
Measured implementation of new products, promotions/programs, and other identified sales priorities of all accounts including brick/mortar stores and online marketplaces.
Significant travel required (up to 70%) to ensure complete coverage (visitation) of all accounts assigned by management to the DSM according to specified frequency requirements.
Development of under‑performing market areas through ongoing assessment of existing dealers, solicitation of new business, and communication to management of such activities; responsible for containing account attrition.
Add value to the dealer relationship through ongoing retail training, product knowledge sessions, and active solicitation of special event opportunities.
Monitor, plan and strategically place & execute Martin Retail or Online point‑of‑sale (POS) materials to drive promotional presence and sell‑through of Martin Guitars and Strings in all authorized dealerships.
Provide essential in‑field product service including product maintenance & adjustment, cleaning, and merchandising.
Maintain, update, and utilize Salesforce.com (CRM) as directed.
Observe and communicate to the Company specific competitive activities within the territory as well as industry trends to the dealer.
Regularly monitor dealer inventory levels by providing accurate inventory information per location.
Promote identified models by in‑store demonstration and effective utilization of sample merchandise.
Attend trade shows, sales meetings, and dealer events.
Account‑based forecasting of categories, models, and revenues.
Manage Martin Showrooms and wall stores within territory and supervise contract or permanent personnel representative(s) in respective territory.
Treat coworkers and visitors equally without regard to protected characteristics, in compliance with applicable federal, state, and local laws.
Position Requirements
Related outside sales experience (minimum 3 to 5 years sales experience or equivalent) preferably within the music industry.
Residence within territory required.
College degree preferred.
Excellent communication and presentation skills with the ability to create dealer‑specific content essential to illustrate dealer performance. Strong organizational and sales reporting skills.
A never‑ending desire to learn and go above and beyond for customers.
The proven ability to work independently in a minimally supervised environment.
Higher functioning aptitude for use of common communication tools (SharePoint, Word, Excel, PowerPoint, PDF & CRM).
Ability to forecast product needs and revenue targets.
Specific experience and track record of building long‑lasting relationships and influencing positive outcomes with external customers ranging from store owners to key string, accessory and guitar buyers and their sales teams.
Specific experience and track record of engaging and driving positive outcomes with internal teams in various positions ranging from DSM peers to Vice President Global Sales and Customer Engagement, Product Development, and the President/CEO.
Core Competencies
Analytics – Ability to pull and analyze internal data and utilize it to demonstrate planning, strategy, give perspective on key performance indicators, and produce favorable sales outcomes.
Adaptability
Aligning Performance for Success
Building Partnerships & Trust with Internal Teams & External Customers
Coaching and Communication
Objection Handling
Customer Focus
Teamwork Focus
Facilitating Change
Leading through Vision and Values
Managing Conflict
Planning & Organizing Work
Commitment to personal learning/knowledge growth
Strategic planning and execution of all retail/online branding and merchandising
Technical Ability/Professional
Strategic Territory Planning
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