The Mannington Commercial District Manager managesdirectunoperate the sales cycle of specified commercial business through a network of ArchitectsInterior Designers, End-users, Flooring Contractors and General Contractors. This includes driving collaboration between internal stakeholders including other DM's, Regional Sales Directors, Product Managers, Strategic Account Directors, as well the Marketing Team and Customer Service to ensure a consistent and positive customer experience. Market Segments include Healthcare (including senior living), Education (K-12 and Higher Education), Government (Federal and State), Corporate, Multi-Family, Hospitality, and Religion. The successful candidate is responsible for generating sales, identifying, and qualifying business opportunities and presenting Mannington Commercial products and solutions to customers as well as preparing formal proposals and leading negotiations to close the sale. Additionally, he or she will continually prospect for viable new accounts while developing a key awareness of what is happening within the assigned Territory. This position is dedicated to growing Mannington's Commercial segment of business. Essential Duties and Responsibilities include the following.
- Continual identification of profitable sales opportunities
- Achieve and maintain a high level of responsiveness and follow-up to customer needs
- A full understanding of the product line is essential. An understanding of the application that each product serves is critical
- Formulate a strategic plan to produce forecasted sales revenue in assigned territory
- Demonstrates care and effective usage of company property and tools. (i.e. samples, vehicles, brochures, computers, etc.)
- Expected to meet individual sales forecast
- Expected to operate within established travel and expense budget
- Manage all expenses within budget set and submit expense reports promptly per policy
- Work with architects, designers, flooring contractors, end users, contractors, etc. to select appropriate products for their projects that fit within their design criteria, budget and time frame.
- Travel daily throughout assigned area to call on existing customers and prospect new customers to solicit business.
- Manage project from inception to completion including identifying opportunity, product selection, specification, order placement, order tracking, delivery coordination, installation oversight, punch walk/ claim coordination (if necessary), and communication of maintenance program.
- Must be motivated and comfortable working and supporting a closely knit team environment.
- Must be able and competent to work with and manage customer base thru CRM (Customer Relationship Management) tool such as Salesforce.com
- Consistently update CRM (Customer Relationship Management) database with all pertinent customer / project / product / pricing information.
- Follow up on a variety of leads from sources such as Dodge, Material Bank, Trade Events, and networking groups
- Establish and execute daily sales calls
- Provide superior customer service and follow through, including but not limited to site visits, installation assistance, claims management, and problem solving
- Network through industry associations (IIDA, IFMA, BOMA), social events, lunches/dinners, planned company events, etc.
- Responsible to develop a thorough understanding of the Company's overall business direction, its mission, and operating strategies.
- Translate the Company's overall direction and objectives into a territory marketing plan encompassing; (i) goals, objectives and benefits, (ii) major account penetration targets, (iii) implementation plan, and (iv) commitments required by the Company and customer.
- Develop proposals by understanding market pricing strategies and available purchase vehicles (Contracts, Group Purchasing Organizations, Buying Agreements).
- Provide market updates for Leadership to including competitive activity, product trends, promotional activity and progress toward KPIs.
- Review daily order entry, confirming customer / segment data is correct, follow through to ensure shipments occur within clients expected requirements.
- Develop strong relationships with flooring contractor, particularly commercial impact contractors. These relations should be built on regular contacts and creative programs resulting in increased revenue.
- Prepare regionalized recommended pricing requirements including (i) annual pricing levels by account and, (ii) special project requests.
- Manage quality issues with customers immediately and facilitates solution to problems locally or in concert with operating management at division headquarters.
- All other duties as assigned.
- Characteristics to include honesty, integrity, hard work, enthusiasm and motivation.
- Manage project from inception to completion including identifying opportunity, product selection, specification, order placement, order tracking, delivery coordination, installation oversight, punch walk/ claim coordination (if necessary), and communication of maintenance program
- Leverage internal sales support resources, provide samples, technical information, and answers to end user questions
- Develop partnering relationships with key dealers, secure their discretionary business
- Identify and remove barriers to closing the sale
- Other duties may be assigned.
Desired skills and experience
- Bachelor's degree in Business, Marketing or other related field; or equivalent combination of education and experience
- Minimum of 4 years of sales related experience required
- Strong computer skills (Microsoft Office) and experience with CRM - Salesforce.com is preferred
- Industry experience strongly preferred
- Strong communication and presentation skills
- Strong organizational and project management skills
- Commercial flooring experience preferred, or commercial interiors or finishes.
- Social Media Selling
Required Competencies:
- Build Trusting Relationships
- Influence Others
- Execute Action Plan
- Build Customer Satisfaction
- Initiate Action
- Adapt and Change
One of the world's leading manufacturers of fine flooring, Mannington Mills, Inc., based in Salem, New Jersey (USA), is a manufacturer of residential and commercial sheet vinyl, luxury vinyl, laminate and hardwood, as well as commercial carpet and rubber. Founded in 1915, Mannington is privately held and continues its commitment to quality, customer satisfaction and the environment. OUR MISSION - TO BE THE BEST PEOPLE TO DO BUSINESS WITHIN THE FLOORING INDUSTRY OUR VALUES - CARE; DO THE RIGHT THING; WORK HARD/PLAY HARD; and CONTROL OUR OWN DESTINY. Supervisory Responsibilities This job has no supervisory responsibilities. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience Bachelor's degree (B. A.) from four-year college or university with a minimum of 5 years commensurate experience. Requires previous successful experiences in Sales or related field with a multifaceted manufacturing organization Competencies To perform the job successfully, an individual should demonstrate the following competencies: Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others. Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments. Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others. Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. Diversity - Shows respect and sensitivity for cultural differences; Educates others on the value of diversity; Promotes a harassment-free environment. Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values. Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions. Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions. Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals. Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans. Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments. Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality. Quantity - Completes work in timely manner. Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events. Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time. Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan. Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed. Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention. Language Skills Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors. Computer Skills To perform this job successfully, an individual should have knowledge of Internet Explorer; Microsoft Excel; Microsoft Word; Microsoft Outlook; and salesforce.com. Other Qualifications Travel is required.