District Sales Manager - Greater Vancouver

Job Summary

The District Sales Manager is an essential role that is responsible for carrying out sales objectives; implementing sales and account strategies as set out by management and achieving results in a matrix sales organization; discovery, development, and realization of Project Opportunities in own Sales District as well as soliciting new customers/contractors to increase demand for products; cultivating long-term relationships with key account decision-makers; demonstrating effective sales call planning and execution skills including utilization of CRM to manage efforts and drive results tracked through visits and CRM Opportunity Funnel; delivering professional sales presentations; working with local manufacturing reps as directed by Regional Sales Director; maintaining sales reports and forecasts; tracking expenses; drive participation in Corporate training objectives; demonstrating a commitment to continuous professional development.

JOB DESCRIPTION DETAILS

Sales Initiatives

• Increase demand for company’s products by discovery, development, and realization of Project Opportunities as represented in CRM; prospecting/soliciting new business partners; maintaining a cycle of scheduled calls and visits to customers based on CRM Segmentation Strategy; grows customer/contractor database for a specific territory.
• Receive leads from trade shows or other sources; prioritize leads in order to make contact and follow up on resulting opportunities.
• Ownership and ongoing management of annual sales plan and strategic account plans in order to achieve market penetration in various segments/territories to promote each product line.
• Contribute to the development and implementation of sales and account strategies as set out by management, in accordance with corporate goals; develop and implement Key Account Plans for strategic accounts within a specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
• Advance market growth by understanding, adapting, and effectively communicating the value proposition for each constituent group.
• Works with local independent manufacturer’s representative agencies as directed by Regional Sales Director in support of the Residential Sales Management Team.
• Conduct sale calls and deliver professional presentations to various individuals, including but not limited to cross-functional teams, architects, wholesale distributors, builders, developers, facility engineers, plant managers, code officials, educators, contractors, etc. utilizing appropriate resources.
• Cultivate long-term relationships with key account decision-makers; develop a complete understanding of the organization’s structure and key buying influences of the assigned accounts.
• Provide support to cross-functional teams as needed to ensure client deliveries are executed as agreed. Contributes to further adoption of EDI and VMI by Distributors within the District and the Regions.
• Travel to various locations to provide ongoing training and support as requested or needed.

Reporting

• Maintain, update, and utilize CRM/SAP Mobile Sales daily activity calendars to track information, including but not limited to documenting Opportunities in that sales funnel, entering sales call activities, linking customers, ranking contractors, and keeping calendars up-to-date.
• Maintain monthly sales reports and business metrics; identifies business opportunities; report on trends and new products.
• Prepare reports daily/weekly/monthly for management regarding field activity, sales, competitors, and forecasts.
• Provide weekly reporting and updates to management, both ongoing and as requested.
• Track travel and incidental expenses; prepare and submit expense reports on a timely basis ensuring expenses are within budget parameters.
• Will be required to travel up to 80% of the time.

Knowledge, Skills, and Abilities

• Strong relationship building and strategic selling skills
• Ability to identify market dynamics and quickly define and implement well-devised competitive practices campaign
• Ability to travel to meet customer expectations and internal requirements
• Understanding of the construction bid and specification project process, as well as an understanding commercial construction market and various buying influences.
• Planning and execution skills; business acumen to meet revenue, profitability, and customer satisfaction
• Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, area and volume.
• Ability to give presentations in front of various groups
• Ability to acquire and recruit new customers
• Ability to achieve results in a matrix sales organization
• Ability to interpret and forecast changes in customers’ buying patterns and product requirements
• Ability to function autonomously or as a team player
• Proven selling ability and proven track record of business development, including effective sales call

Education, Certification/License & Work Experience

• Valid and Active Driver’s License required
• Equivalent combinations of education and experience may be considered.
• High School Diploma or equivalent AND 3 years of product sales experience
• College Degree preferred