General Manager (GM) - US Team Institutional

MUELLER SPORTS MEDICINE INC•Town of Prairie du Sac, WI

51d

About The Position

Design top line Sales strategies to deliver incremental net sales, consistent profit growth and successfully manage a corporate strategy driving revenue from the national Team Institutional market channels of ATC’s, Sports Therapy, and independent SGRe/RX Buying Groups. Mentor and develop Mueller Sports Medicine’s (MSM’s) National Sales Team (Regionals and Sports Therapy) through the employment lifecycle (hiring, performance management, exit strategies).

Requirements

Bachelor’s degree in sales, marketing, business or other related field or an equivalent combination of education and experience sufficient to perform the position functions of the job.
Ten or more years of industry-related sales experience.
Proven experience and demonstrated understanding of channel dynamics and relationships.
Ten or more years of progressive leadership and management experience, specifically with sales staff working in regional territories.
Demonstrated exceptional leadership, presentation, strategy development, communication and influencing skills.
Proven track record of sales success (exceeding sales targets) and strategic alignment with retailers.
Demonstrated growth of Team, Institutional, Sports Therapy sales.
Ability to understand and comply with Mueller Safety Systems and current regulatory requirements.
Able to travel nationally 40% of the time.
Exercises judgment within broadly defined practices and policies.
Extensive experience and judgment to plan and accomplish sales goals.
Makes sound decisions based on analysis, discussion, experience and judgment.
Makes sound decisions based on analysis, discussion, experience and judgment.
Ability to interpret data and determine key actions in response.
Strong understanding of category management/shopper insights practices and principles.
Demonstrated team player with active participation in meetings.
Strong understanding of profit and loss (P&L) dynamics.
Strategic channel insights and ability to drive effective customer and channel planning processes.
Knowledge of industry Category Management processes & systems (POS, Nielson, Profitero, etc.)
Selects, evaluates, and engages team members.
Strong planning and project management skills.
Strong ability to transition efficiently from working independently to working collaboratively.
Anticipates emerging and future trends accurately based on broad knowledge and perspective.
Willingness to “roll up your sleeves” to help find new opportunities, be diligent in holding people accountable, and having passion to WIN.
Communicate a vision and provide motivation and direction to team members.
Demonstrated ability to be effective in highly volatile and ever-changing marketplace.
Superior written and verbal communication skills, with ability to communicate at all levels of the organization including with the board.
Develops and maintains interpersonal relationships.
Strong organizational and problem-solving skills, attention to detail, and the ability to balance multiple priorities.
Advanced use of Microsoft products, including Word, Outlook and Excel, and related industry applications.
Creates focus and eliminates roadblocks for team members.
Develops and manages a budget.
Valid driver’s license and United States passport.
Responsible to appropriately protect the confidentiality, security, and integrity of the organization’s systems and data as well as client data.

Responsibilities

Contribute to marketing and innovation strategic planning, resourcing and ensuring thorough execution.
Create an effective and efficient sales organization.
Lead through providing exceptional direction, coaching and planning to increase the sales team performance, conduct engaging team customer planning process, maintain fiscally responsibility, trade effectiveness and efficiency.
Ensure effective hiring, orientation, training, development and retention of sales team.
Lead, train, monitor performance and develop skills, competencies and capabilities of the national sales team.
Delegates effectively and monitors the team to ensure they have the skills and resources to meet deadlines and commitments.
Lead all aspects of the sales process from philosophy to training, mentoring and evaluation.
Partner with executive leadership and sales leadership to identify opportunities for sales process improvement.
Develop and implement strategic account plans and sales programs to increase revenue within company guidelines and budgets.
Implement strategy and tactics to achieve sales and marketing objectives.
Lead through effective communication of Mueller Sports Medicine (MSM)’s vision, active coaching, and development while comparing sales results to goals while taking appropriate action to correct, when necessary.
Manages with excellence, utilizes resources efficiently, and develops talent.
Manage executive level relationships with key distributors as needed to maximize brand awareness and sales performance.
Execute development of customer category management platforms and selling tools which influence customer category strategy, assortment, pricing, promotion, and layout/location.
Work closely with management and sales staff to analyze ROI and align marketing efforts with sales goals.
Sustain effective leadership to national sales force and independent sales representatives.
Manage to meet/exceed monthly, quarterly, and annual sales forecasts.
Lead all BMF and other distributors headquarter accounts.
Lead all Buying Group accounts (Sport Inc., ADA, NBS, etc.)
Support Inside Sales Manager who leads all independent and Regional/Local RX accounts.
Aid VP Retail who leads all SGRe accounts except Big 5.
Help lead customer analyses (i.e.: brand performance, competitive analysis, consumer tracking, customer/shopper tracking, shipment, customer spins and other analyses) incorporating varied data sources (i.e.: POS, Nielsen, Profitero, etc.).
Develop and execute custom co-marketing programs aligning with customer shopper activation strategy.
Work with the entire sales management team across channels and hierarchy to create strategies that achieve financial results and align with MSM’s performance goals.
Effectively establish, lead, monitor and course-correct strategic team sales and potential agency priorities.
Support Team Institutional and Sports Therapy MSM’s marketing efforts with key customers (BMF) regarding branding (catalogs, flyers, customized literature, etc.) that generate revenue for MSM.
Identify and lead the development of solutions for partner’s base business and/or innovation through the integration of end user consumer, marketplace and business insights from data sources and business analysis.
Help identify changes in sporting goods market channel regarding delivery, quality, trends, and competitive pressures using this information to develop and modify strategies.
Collaborate with internal and external sales teams to coordinate transparent customer sales planning, volume forecasting and trade reporting.
Active participation as a member of the sales and marketing team working with high profile markets sch as – NBA, NFL, PFAT, and NCAA Division 1 schools.
Establish involvement with marketing and innovation in initiating opportunities that lead to successful sales.
Conduct ride along with Regional Sales Managers to schools, team dealers, Sports Therapy, independent S.G. retailers and pharmacy organizations.
Introducing new products to customers.
Assist Regional Sales Team and National Sales Manager - Sports Therapy in generating leads, making sales presentations and product demonstrations, conducting product training, MSM set-up and resetting, quoting, closing sales and processing customer orders
Advise independent sales representatives in each territory.
Attend key trades shows for national sporting goods market – Buying Groups, NATA, etc. while partnering with marketing to execute trade show(s) in organization/planning – Buying Groups, NATA, etc.
Active participation in Teams and on-site meetings.
Prepare monthly, quarterly, and annual forecast for Team, Institutional, and Sports Therapy market channels.
Calculate and approve quarterly regional sales staff commissions.
Complete appropriate paperwork in a timely manner.
Produce and monitor an annual budget.
Communicate with sales associates and sales leadership on a weekly basis.
Effectively communicate with sales leadership and associates as needed.
Maintain good working process and relationship with all sales departments, operations, customer service, and accounting and finance.
Other duties as assigned to meet the needs of the organization.