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. The representative promotes the company’s full range of products and services, leads account planning, and ensures customer needs and expectations are met. The role builds productive relationships with current customers and prospects, particularly among designers, architects, and builders, to grow sales and market presence. The position develops strategic plans for assigned accounts and territories, identifies growth opportunities and leads, coordinates company resources to support customers, and introduces products through customer locations, showrooms, product knowledge sessions, and branch events. It includes at least 50% regional travel and requires 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.
Detail-oriented and highly organized, with a hunter mentality for developing and executing strategic plans.
Ability to discover, create, and develop new opportunities.
Excellent verbal communication and writing skills, and the desire, ability, and competitiveness to succeed.
Ability to travel regionally at least 50% of the time.
Skills in verbal communication, 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, collaboration, customer service, emotional intelligence, interpersonal skills, and openness to feedback.
Strong work ethic, initiative to learn, multitasking, organization, time management, efficiency, strategic planning, and results orientation.

Nice To Haves

Knowledge of and experience in the building materials industry.
Understanding of competitors’ capabilities and competitive history, and ability to help develop plans to outperform them.

Responsibilities

Establish productive, professional relationships with key personnel in assigned customer accounts.
Coordinate support, service, and management resources to meet account objectives and customer expectations.
Meet assigned profitable sales targets and strategic objectives in assigned accounts.
Lead account planning for mutual performance objectives, financial targets, and milestones over one- and three-year periods.
Assess, clarify, and validate customer needs on an ongoing basis.
Develop sales action plans for high-growth accounts, gather strategic intelligence, and generate leads to expand relationships with designers, architects, and builders.
Participate in local professional organizations aligned with company tactics and strategies.
Create and execute plans to introduce and implement company products in showrooms and customer accounts to create market demand.
Expand Pompeii brand penetration by placing more displays with qualified customers and locations.
Lead solution development to address customer needs and coordinate 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 to company standards.
Coordinate company executive involvement with customer management.
Work with Customer Service Representatives to ensure customer satisfaction and resolve issues.
Meet quarterly expectations for the CR Display program.
Visit each customer with displays at least monthly and email visit reports to the Director of Sales.
Organize the assigned territory and plan sales calls weekly.
Develop plans to approach designers, architects, and builders based on fabricator leads identified during weekly visits.
Promote and conduct product knowledge sessions at customer locations, and invite customers to company branches when possible.
Participate in and leverage branch events to increase sales.