Territory Sales Manager

Description

The Company

JSI is a fast growth privately owned company operating 1 manufacturing facility in Massachusetts and 4 distribution, assembly, and modification locations in USA. JSI combines state of the art manufacturing with best-in-class service and delivery speed. We compete on customer intimacy and operational excellence. JSI sells kitchen cabinets through a network of Dealers and Distributors based on superior finish & product quality, fast delivery, and on fashion product.

The Mission

JSI growth has more than tripled in the last 5 years. Growth plans model doubling revenue in the next 36 months through 2025/2026. Tenants driving growth:

· Continued & Rapid fashion forward product introductions focused on consumer trends.

· Increased designability for product portfolio to engage Designers & their customers.

· Repositioning Brand, Company, and value proposition.

· Engagement of Sales Force in repositioning of brand with dealers, designers, consumers.

· Elevate Industry perception of brand with value proposition delivered.

· Lead, Alignment, and engagement of sales organization in company position and objectives.

Position Summary

We are looking for a Territory Sales Manager to work with Director of Sales to develop regional strategy to drive engagement. Responsible for executing strategy that drives overall market growth and profitability of the JSI portfolio. Manages all aspects of Dealer Channel sales in territory.

Accountabilities

· Manages execution of strategic sales plan including prioritization of related initiatives and alignment of sales goals to exceed growth targets and strategic milestones.

· Responsible for development of Dealer Pipeline. Recruits, trains and develops dealer network, providing optimal market coverage.

· Maintain and develop positive customer relations and promote customer intimacy.

· Research, catalog, and present information concerning competitive activity, competitive pricing, customer preferences, buying trends, tactical and strategic options.

· Responsible for negotiating and establishing profitable product pricing arrangements for creative and successful dealer programs.

· Participate in development of new product to meet business plans.

· Effectively manage, develop and close dealer pipeline for continued growth.

Requirements

Required Knowledge, Skills and Experience

· BS in business or equivalent in related field

· 2-8 years’ experience in sale/marketing in building materials

· Demonstrated record of strategic sales planning & market growth

· Innovative change agent with strong consultative & persuasive selling skills

· Strong problem-solving skills: ability to conduct gap analysis and develop comprehensive plans

· Highly developed interpersonal skills; strong written, verbal and presentation skills; demonstrated ability to align customer, product line, and manufacturer.

· Experience managing channel sales; Dealer-specific sales management experience a strong plus.

Strong leadership style:

· Managerial Courage

· Ability to lead change.

· Ability to bring team together in a new direction.

· Diverse, Adaptable, Nimble leadership style & skill set.

· Comfortable managing conflict

Fact Based Decision Making

· Define opportunities in quantitative terms.

· Define options, alternatives, and actions.

Dynamic Business Skills

· Fluid between business advocate and customer champion.

· Ability to compel a wide range to business stakeholders.

· Ability to define stakeholder needs & motivations.

Team Orientation

· Collaboration across broad range of functions and stakeholders.

· Clear and concise communication to allow other to act.

· Own individual results and results of team.

Integrity

· Factual, honest, and direct communication.

· Puts the company, employees, and customer ahead of the individual.

· Own mistakes, communicates them fast, finds actions to resolve or mitigate.

Action Orientation

· High sense of urgency.

· Works milestones to long term objective.

· Creates accountability in others.

Metrics

· Revenue performance to goal.

· Diagnostic Sale Metrics:

· New Customers Growth customers.

· Declining customers.

· Lost customers.

· Gross Margin and ASP

Benefits:

· Dental insurance

· Health insurance

· Vision insurance

· Life insurance

· Accident Insurance

· AD&D insurance

· Cancer Insurance

· Critical Illness Insurance

· Short & Long-Term Disability

· Paid time off

· 401(k) matching