Mgr, Regional Sales (East) (Finance)
WAVE is currently looking for a Regional Sales Manager, Integrated Solutions, to join our team!
This position reports to the Vice President, WAVE Sales and Marketing. The position manages 5-6 direct reports and will cover the Eastern Region. This sales team sells the complete line of Armstrong commercial integrated solutions. The overarching challenge for the sales manager is meeting and exceeding the achievement of assigned sales targets through the effective management of volume and mixing with the Acoustical Grid, DGS, and Axiom-Serpentina.
As a manager, this position will be accountable for recruiting, training, developing, and coaching direct reports and leading/managing their performance, including recognizing and rewarding sales excellence. You and your team will focus on profitably growing sales through creating and leveraging relationships with new and existing customers, including direct and indirect contractors, distributors, architects, and designers. Solution Selling will be critical for success.
The successful candidate must also exhibit the highest standards with regard to safe on-the-job conduct and business ethics. Additionally, successful candidates will have the proven ability to develop influential and strategic relationships with key customers, develop and implement account/territory plans, understand and utilize business and financial metrics to drive improved performance, and leverage processes and technology to lead process improvement initiatives.
The ideal candidate will be based in the Eastern US .
KEY RESPONSIBILITIES
- Lead team of sales employees in the region to consistently achieve sales targets: volume and mix for core grid and specialty grid
- Ensures the sales team consistently follows, engages, supports, and influences the opportunities in the region, from the earliest stages to closing the project, with total solution selling being the focus.
- Analyze relevant information to gain a solid understanding of issues - financial, staff, organization, channel - and ensures that important elements are addressed
- Effective relationships with key channel influencers - Distributor; direct and indirect contractors and general contractors
- Consistent support of key business drivers - power specs, close rate for Top Ops/Major Projects, New product/sales promotion, pipeline growth through SFDC.
- Conduct competitive market intelligence: analyze and adjust positioning to retain and grow market leadership.
- Analyze sales results to formulate sales plans and adjustments.
- Manage, train, coach and develop team.
