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Territory Business Manager job

American WoodmarkCharleston, SC
American Woodmark jobs

Company

Skills

Benefits

Job Description

PURPOSE:

To solicit sales of kitchen and bath cabinets on a day-to-day basis in an effort to meet and/or exceed sales targets.

ESSENTIAL FUNCTIONS:

  • Perform territory and account evaluations using web-based platforms
  • New business development planning and execution
  • Develop and implement sales and marketing strategies for specified territory to increase revenue and profitability of the sale.
  • Develop business relationships to promote Kitchen and Bath Dealer and Distributor sales
  • Preserve and improve client orders by performing regular client visits with an emphasis on training of sales/design personnel on American Woodmark product/policies
  • Manage and consult clients on development of joint business initiatives
  • Development of time management and priority selling skills is essential for improvement of productivity and territory management
  • Drive market share in existing dealer and distributor accounts while consistently evaluating territory growth opportunities through new dealers and distributors
  • Work with existing dealer and distributor base to grow their overall revenue ultimately growing American Woodmark revenue simultaneously through a partner relationship
  • Identify and leverage local marketing and networking opportunities involving targeted dealers and distributors to maximize revenue
  • PRINCIPLE ACCOUNTABILITIES:

  • Determine market size, target accounts and territory capacity
  • Establish new accounts in targeted geographic locations
  • Develop sales and marketing business plans for all accounts
  • Increase sales at targeted margins at existing accounts
  • Manage territory account base and strategically eliminate non-performing accounts as necessary
  • Maintain proper expense ratios
  • Maintain high quality business relationships with customers
  • Achievement of sales, expense, & transactional quality goals
  • Execute marketing programs and promotions
  • Participation in local K&B Professional Networking Associations
  • Follow AWC policies and procedures in performing responsibilities of job
  • Maintain and promote a team spirit among all AWC personnel
  • Identify and present large project opportunities to management leveraging relationships to be the vendor of choice asking for these opportunities
  • Consistently meet or exceed stated goal metrics for account acquisitions and revenue as determined by sales management annually
  • Train and mentor new sales personnel as needed
  • Sit on cross-functional teams within AWC as needed (QMS plant teams, logistics meetings, etc.)
  • Provide detailed competitive information as requested by management
  • SUPERVISORY RESPONSIBILITIES:

    This job typically has no supervisory responsibilities.

    QUALIFICATIONS:

    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required.

    Education, Experience and Skills

  • Undergraduate degree in marketing, business or related field or comparable professional experience
  • Proven track record with 7 or more years of successful new business development and account management experience in the Kitchen and Bath Cabinet Industry
  • Proven history of successful territory management with American Woodmark
  • Proven history of kitchen design skills with multiple brands in the Kitchen and Bath Industry
  • Ability to utilize 20/20 software proficiently to design and price projects
  • Advanced knowledge of web-based search engine utilization
  • Working knowledge of Microsoft windows based applications
  • High levels of strategic thinking
  • Drive, determination, and discipline of a self-starter
  • Excellent oral and written communication skills
  • Excellent presentation skills
  • Excellent interpersonal skills, the ability to be persuasive
  • The ability to work well in a fast-paced, high pressure environment
  • The energy and focus to be goals and results oriented
  • Excellent organization skills.
  • Must have valid license and no record of previous suspensions/revocations within the last 3 years
  • Cannot have any vehicular offenses that resulted in a criminal conviction or more than 3 moving violations in the last year
  • Advanced 2020 skills including extensive knowledge of the American Woodmark catalog and it's place in the market
  • Proven track record of success with territory development having shown ability to exceed sales goals and drive revenue over an extended time period
  • Understanding of AWC policies and procedures with a proven ability to manage day-to-day business within the company guidelines
  • Understanding and knowledge of current territory including competition, potential dealers and distributors, local K&B organizations and groups, etc.
  • Working knowledge of iPad and Apple devices and programs
  • Working knowledge of Lead Tracker and InTouch
  • Language Skills:

    Ability to read, and interpret common business documents including technical reports, charts, graphs and diagrams. Ability to listen and communicate effectively with customers/clients in an effort to respond to common inquires or complaints from customers/clients, members of the business community and public.

    Mathematical Skills:

    Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio and percent and to interpret graphs and diagrams. Ability to determine and understand sales margins and cost/retail pricing correlations.

    Reasoning Ability:

    Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

    PHYSICAL DEMANDS:

    While performing the duties of this job, the employee is regularly required to stand, walk, talk or hear. The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to sit. Must be able to lift up to 30 pounds over head.

    WORKING CONDITIONS:

    Significant travel, both in and out of town, is required. Travel is typically by company car and commercial air carrier. Typically offices will be out of a sales representative's private home. Hours will vary as necessitated by business. Occasional evening and weekend work is required.

    TASKS

    • Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
    • Resolve customer complaints regarding sales and service.
    • Review operational records and reports to project sales and determine profitability.
    • Oversee regional and local sales managers and their staffs.

    SKILLS

    • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
    • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
    • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
    • SpeakingTalking to others to convey information effectively.

    KNOWLEDGE

    • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
    • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
    • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
    • Personnel and Human ResourcesKnowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
    Company Car

    American Woodmark

    Type

    Company - Public

    Size

    Large

    Revenue

    $500M to $1B

    Location

    Multiple locations

    Industry

    Business Services (Unclassified)

    Founded

    1980

    CEO

    Cary Dunston

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