Area Vice President, South

Global Industries, Inc.•Sunrise, FL

About The Position

Area Vice President, South will be responsible for executing Global Furniture Group’s U.S. sales strategy within a specified geographical area. The AVP will assume responsibility for the leadership and execution of profitable sales results while overseeing the Regional Managers, area sales teams and oversight for the Southeast, Gulf Coast & South Florida Regions which includes North and South Carolina, Georgia, Florida, Louisianna, Mississippi, Alabama, and Tennessee (excluding Memphis). The AVP, South will report to Senior Vice President Sales.

Requirements

Commercial / Contract furniture manufacturer sales management / 7+ years Leadership experience required
Strong record of recruiting and development of successful sales teams
Consistent achievement or over-achievement of meeting sales/revenue goals
Proven track record in sales and ability to build satisfied, loyal customer base
Strong business/financial/analytical/operational acumen
Industry experience working with a distribution network
Strong negotiation skills and proven ability to close business/management of relationships
Excellent verbal, written, listening and presentation skills
Ability to act independently with minimal direction. Travel 60-75% of the time
Bachelor’s degree required

Responsibilities

Responsible to create & execute the aligned Area Strategic Sales Plan in support of the overall US Strategic Sales Plan.
The AVP will establish and set specific goals & objectives for each Region & for Regional Sales Manager & direct reports. Expectations of AVP will be to ensure that the Area sales plan is implemented & all assigned sales quotas & business objectives, set forth by the Executive Leadership Team, are successfully achieved.
Success for the AVP role will be demonstrated through the development/execution of the overall Area sales strategy, ability to meeting and/or exceed the assigned annual sales goals/quotas.
The AVP will have oversight of the Regional Sales Manager activities, implement the tactical sales approach & initiatives, etc.
AVP will establish and implement performance metrics, sales objectives and KPI’s to measure the sales teams, regions, and Regional Manager’s performance. AVP to utilize performance reviews as a tool to coach and ensure all members are successfully achieving established KPI’s (goals & individual attributes).
AVP must possess the ability to recruit, hire and retain top talent via developing industry relationships, coaching, mentoring, developing talent and implement training programs to support sales teams. The AVP must possess the ability to identify areas /individuals needing improvement, coach to a successful outcome or facilitate a change when required.
Successful management and oversight of Regional Manager funnel(s) & activity via on time, complete and accurate monthly, quarterly, annual forecasting & CEC reporting.
Effective development and management of area budgets. Ability to identify & request funding and prioritize spending through market engagement and informed decision making.
Understanding & engagement of key account activity & impact upon region / dealer.
Ability to assist in negotiations, pricing, RFP’s, contract terms/conditions and serve as liaison to headquarters.
Manage and build top-to-top relationships with key dealer principals and key dealer sales representatives for both aligned/non-aligned distribution. Identify and promptly address areas of potential growth and/or weakness within the Global dealer channel.
Implementation and oversight of internal & external sales programs (BIP, GPP, GGG, SDF, etc.)
Identify key dealer candidates for Special Incentive or Enhanced BIP that have the ability, desire and commit to significant growth. Implement and execute a plan for success.
Identify, validate and support business initiatives via collaboration with peers and cross-functional teams.
Demonstrate the ability to build connections across geographies/corporate headquarters to align actions with business directives/company initiatives for U.S. territories. Work cross-functionally to ensure engagement with and sharing best practices with peer group(s).
Perform additional responsibilities, as requested, to achieve overall business objectives of the organization.