A&D Sales Manager, Nashville

UMI Stone/Opustone•Nashville, TN

About The Position

The A&D Representative maintains and expands relationships with assigned accounts to maximize sales and profitability and increase Construction Resources’ market penetration in the assigned area. The role represents the company’s products and services to customers, leads account planning, and ensures customer needs and expectations are met. It builds productive relationships with current customers and prospects to grow sales among designers, architects, and builders. The position develops strategic account and territory plans, identifies growth opportunities and leads, coordinates internal resources to support customer accounts, and promotes company products through showroom displays, product knowledge sessions, and branch events. It requires at least 50% regional travel and is full-time, with overtime as business needs dictate.

Requirements

Bachelor’s degree or a proven track record of at least 10 years of experience in sales and marketing.
Excellent verbal communication and writing skills.
Ability to develop a comprehensive understanding of competitors, including their capabilities and competitive history, and help develop plans to outperform them.
Detail-oriented, highly organized, and able to take a proactive, hunter-oriented approach to strategic planning and execution.
Ability to discover, create, and develop new opportunities.
At least 50% regional travel to cover the territory.
Communication skills including listening, negotiation, persuasion, and writing.
Critical-thinking skills, adaptability, flexibility, problem-solving ability, and desire to learn.
Positive attitude, cooperation, courtesy, friendliness, honesty, and respectfulness.
Teamwork and collaboration, ability to accept feedback, customer service, emotional intelligence, and interpersonal skills.
Strong work ethic, willingness to learn, multitasking, organization, time management, efficiency, strategic planning, and results orientation.

Nice To Haves

Knowledge of and experience in the building materials industry.

Responsibilities

Establish productive, professional relationships with key personnel in assigned customer accounts.
Coordinate company support, service, and management resources to meet account objectives and customer expectations.
Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
Lead joint company account planning, including mutual performance objectives, financial targets, and milestones for one- and three-year periods.
Assess, clarify, and validate customer needs on an ongoing basis.
Develop sales action plans for high-growth-potential accounts, gather strategic information, and develop leads to reach designers, architects, and builders.
Participate in local professional organizations aligned with company tactics and strategies.
Create and execute plans to introduce company products in showrooms and customer accounts, and expand Pompeii brand penetration through additional displays at qualified locations.
Lead solution development to address customer needs, coordinating all necessary company personnel.
Achieve assigned sales quotas and profitability expectations in designated strategic accounts.
Achieve customer objectives defined by company management and complete account plans that meet company standards.
Coordinate executive involvement with customer management.
Work with Customer Service Representatives to ensure customer satisfaction and resolve problems.
Meet quarterly expectations for the CR Display program once targets are posted.
Visit each customer with displays at least monthly and submit visit reports by email to the Director of Sales.
Organize the assigned territory or region and plan weekly sales calls.
Develop plans to approach designers, architects, and builders after identifying fabricator leads during weekly visits.
Promote and conduct product knowledge sessions at customer locations and, where possible, invite customers to company branches.
Participate in and leverage branch events to increase sales.