Director National Account Sales

Forney Industries Inc•Dallas, TX

11h

About The Position

Forney Industries is one of America’s longest operating family-owned welding and metal working product companies. Forney is celebrating 93 years in business, and introduced the first publicly available arc welder in the 1940’s. With such a longstanding history, it’s safe to say that Forney Industries has been there for welders and metal workers since the beginning of the trade. Headquarters in Fort Collins, Colorado, the company now offers more than 5,000 products for the automotive, hardware, farm and ranch, and do it yourself markets. Distributing products to all 50 states, Forney has an extensive customer network and is committed to providing the highest standard products and customer service possible Director Warehouse Sales: Summary: The Director National Account Sales will have national responsibility for all designated warehouse customer business as well as national buying coops in the retail sector. The Director will manage a Direct Sales Force and or a Broker sales force, with the responsibility for achieving Forney revenue, expense, and profit objectives in the assigned accounts. The Director will develop Forney assigned accounts with specific channel strategies that are consistent with Forney strategic priorities and objectives. In addition, the Director will establish specific account goals for the account sales team.

Requirements

Bachelor’s degree preferred; or equivalent industry experience.
Minimum of 3 years sales management experience, managing 5 or more direct reports in multiple states.
Minimum 5 years calling on key accounts at the corporate level.
Proven track record of success showing progressive levels of responsibility.
Strong organizational skills.
Working knowledge of Microsoft Office Suite.
Working knowledge of Oracle NetSuite.
An understanding of Profit Loss statements.
Handle selling activities at the key decision maker level in key accounts.
Strong communication skills both written and verbal.
Ability to present sales plans and strategies to executive management team.
Ability to communicate across all departments within the company to achieve desired company results.
Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.
Overnight travel required – 40% to 50%
Use of personal vehicle required for travel.
Must possess a valid driver’s license and a clean driving record that meets Forney guidelines.
Must possess a valid passport for international travel.
Must be able to sit/drive for several hours at a time.
Physically able to lift up to 50lbs on a regular basis.
Revenue
Profit
Expense management
Account obtainment.
Account penetration.
Personnel development and advancement.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed above are representative of the knowledge, skills, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Responsibilities

Complete understanding of Forney channel strategies, objectives, policies, procedures and capabilities. Ensure warehouse sales team compliance pertaining to corporate policies and procedures.
Maintain a detailed knowledge of company products and services.
Insures company initiatives and branding strategies are executed in assigned warehouse / coop accounts.
Develop sales plans and strategies insuring consistent revenue growth and expansion of Forney’s products and services within warehouse and national accounts.
Maintains, updates and communicates one-page annual account plan document
Develop and execute a specific sales plan for identified statement, influence, and opportunity accounts.
Comprehensive understanding of channel norms, trends, requirements.
Ability to negotiate favorable, sustainable contract terms for Forney at multiple account levels.
Document, communicate, execute, and maintain the agreed terms in account contracts.
Establish revenue goals and measure results by account.
Research and analyze market conditions, demographics, and financial factors to capitalize on selling opportunities within specific accounts and provide competitive analysis information for new and existing programs.
Forecast new product sales and provide penetration goals for warehouse and national accounts.
Develop and maintain working relationship with key decision maker at key warehouse accounts.
Facilitate communication from Warehouse sales team across the organization.
Collaborate with Forney field sales team and sales management to achieve Forney point of difference with our warehouse customers.
Coordinate and provide proper staffing for key account events and shows.
Responsible for the development of the warehouse sales team and the maintenance of a succession plan to meet market needs.
Interview and hire warehouse sales positions as needed.
Interview and hire Broker sales forces as needed.
Maintain a schedule and execute performance reviews of the warehouse sales team on an annual basis.
Perform all other duties as assigned or required.