Territory Sales Manager - Seattle, WA

Mannington Mills•Salem, NJ

30d

About The Position

Our mission is to be the best people to do business within the flooring industry. One of the worlds leading manufacturers of high-quality flooring, Mannington Mills, Inc., based in Salem, New Jersey is engaged in the manufacturing and marketing of residential and commercial sheet vinyl, luxury vinyl, laminate and hardwood floors, as well as commercial and residential carpet and rubber under the Mannington Residential, Mannington Commercial, Amtico and Burke brands. Mannington is a fifth-generation family-owned business with values that include: CARE; DO THE RIGHT THING; WORK HARD/ PLAY HARD; AND CONTROL OUR OWN DESTINY. Founded in 1915 by John Campbell, Mannington is still privately held and, after more than 100 years, continues to pursue its commitment to quality, customer satisfaction and the environment through innovative product design and marketing, state-of-the-art processes, and industry-leading programs. POSITION SUMMARY: We are looking for someone who: Is passionate about transforming sales and whose values align with Manningtons culture- we achieve our mission through our values and are looking for someone who is humble, effective, adaptable, and remarkable. Has high emotional intelligence you have a genuine empathy for customers and maximize your impact through understanding the motivations of each customer and adapting your communication and sales approach accordingly. Has a proven track record for negotiating sales and programs that drive economic value for both parties (company and customer). Has a commitment to overachievement you have a proven track record of consistently outperforming sales quota attainment and you have a never quit gritty attitude towards sales targets regardless of adversity being faced. Is a champion of the consultative sales process you utilize existing CRM reports and continue to develop and leverage internal data to strategically engage customers through the consultative sales process. Has experience being managed in a structured sales environment utilizing a CRM tool. These could include managing via a sales methodology, a forecast methodology, and a structured deal management by sales stage. Has strong business acumen understands and uses good judgement of existing and potential sales opportunity. Is accountable you have a proven ability and strong willingness to follow through on your own promises and commitments.

Requirements

Bachelors degree in business administration, sales and marketing or related field
A minimum of two-years outside sales experience with a proven track record of performance
Experience utilizing a consultative sales process
Experience utilizing CRM to manage and forecast sales opportunities
Strong analytical skills to identify trends and patterns
Strong interpersonal communication, teambuilding, decision making, and conflict resolution skills required
This position requires frequent travel

Responsibilities

Establishes, develops, and maintains business relationships with current customers and prospective customers in the assigned territory for all Mannington & Phenix product categories (Residential hard surface / soft surface and Mannington Mainstreet Commercial).
Conducts product knowledge presentations to drive sales with retail and flooring contractor ownership and their front-end sales teams.
Coordinates with Residential Responds to customer requests quickly and expedites the resolution of customer problems and complaints through divisional headquarters.
Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups at residential business headquarters.
Analyzes the territory market potential and determines the value of existing and prospective customers value to the organization.
Maintains an active sales pipeline equal to or greater than 30% of your annual sales revenue goal by driving the Mannington consultative selling process (CSP) defined as; 1) identifying total account potential in the most impactful sales categories, 2) identifying total real account opportunity for individual category growth, 3) gaining mutually agreed upon account sales commitments, 4) establishes and documents an account sales business plan outlining plan to achieve account sales growth commitments, and 5) regularly tracks and measures account performance to commitments. 6) consistently maintains up to date and accurate reporting of all the above in company CRM. 7) 20 face to face sales calls per week & logged into the company CRM platform, SFDC.
Travel and conducts regular account sales business review meetings with targeted accounts.
Provides the organization with oral and written reports on customer needs, problems, interests, competitive activities and potential for new products and services
Is a Mannington & Phenix product knowledge expert regarding appropriate fit for purpose applications, market insight and conditions, competitive activities, advertising, and promotional trends.
Installs new and maintains current displays with proper updates ensuring that Mannington & Phenix merchandising meets our marketing guidelines and are presentable to the public.
Ensures that all customer account price lists are accurate and up to date.
Represents Mannington & Phenix by participating in trade shows and conventions.
Operates territory within allocated Sample, merchandising and travel/entertainment Expense Budget.
Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.