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
This job typically has no supervisory responsibilities.
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
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.
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.
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.
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.
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.