District Sales Manager CA 445.26

Dunn-Edwards Paints•Orange, CA

13d

About The Position

The District Sales Manager (DSM) is a first-level sales management role responsible for leading outside sales personnel and overseeing sales activities in the assigned area. The team supports and is supported by local stores and operations, serving painting contractors, general contractors, maintenance painters and organizations, and retail customers. The DSM provides leadership and guidance to achieve sales and profitability goals while operating within the company’s vision and values. The role develops and executes strategies to grow sales, market share, and profitability, and is responsible for the development and performance of team members. The DSM maintains sales performance with an emphasis on market share, margin growth, and district profitability. The role assesses personnel and implements training plans, objectives, and programs; hires team members; holds them accountable to established standards; and may terminate employees when standards are not met. The DSM uses a systems-thinking and critical-thinking approach to planning, evaluating opportunities, and leading team members toward performance targets. The role makes decisions involving account management, pricing, product selection and placement, and customer incentives, and works across the organization to support customer satisfaction. The DSM ensures sales representatives use available training, planning, reporting, and other resources correctly. The role identifies, approves, and promotes sales with accounts in each territory; supports representatives in reviewing past-due reports and contacting accounts to ensure prompt collections; and works with the credit department when needed. The DSM also works with internal teams, customers, and end users to resolve product and service complaints, and trains representatives to handle complaints in accordance with company policy. The position requires a valid driver’s license for the state where the DSM works, driving 25–50% of the workday, and travel 25% of the time, including potential global travel. The role may have supervisory responsibilities, including responsibility for subordinate supervisors. Compensation is base salary plus a bonus based on identified KPIs.

Requirements

Minimum of 3 years of sales management experience.
Bachelor’s degree from an accredited four-year college or university, or 1–2 years of related experience and/or training, or an equivalent combination of education and experience.
Valid driver’s license for the state in which the DSM works.
Ability to drive 25–50% of the workday.
Ability to travel 25% of the time, including potential global travel.
Ability to read, analyze, and interpret contracts, business periodicals, professional journals, technical procedures, and government regulations.
Ability to write bids, reports, business correspondence, and procedure manuals, and to present information effectively and respond to questions from groups, clients, customers, and the general public.
Ability to calculate discounts, interest, commissions, percentages, and profitability, and apply basic algebra and geometry.
Ability to solve practical problems, interpret varied instructions, define problems, collect data, establish facts, and draw valid conclusions.
Good project management, organization, and time management skills.
Good oral and written communication skills.
Good working knowledge of MS Office applications.

Responsibilities

Lead outside sales personnel and oversee sales activities in the assigned district.
Develop and execute strategies and tactics to grow sales, market share, margins, and district profitability.
Provide leadership and guidance to help the team achieve company, regional, district, and individual performance targets.
Assess personnel and develop and implement training plans, objectives, and programs for Sales and Support Representatives.
Hire team members, hold them accountable to established standards, and terminate them when standards are not met.
Use systems thinking and critical thinking to plan, analyze performance, identify sales opportunities, and develop the team.
Make decisions concerning account management, pricing, product selection and placement, and customer incentives.
Work with others within the organization to ensure customer satisfaction.
Ensure Sales Representatives correctly use available training, planning, reporting, and other resources.
Identify, approve, and promote sales with accounts in each territory.
Ensure Sales Representatives review monthly past-due reports and contact accounts to support prompt collections; provide assistance and work with the credit department when necessary.
Understand and follow current company credit procedures.
Work with internal teams, customers, and end users to resolve product and service complaints in a timely and equitable manner.
Train Sales Representatives to resolve and process complaints in accordance with company policy.