Territory Sales Manager

ABOUT MANNINGTON:

Our mission is to be the best people to do business within the flooring industry. One of the world’s 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, Phenix Carpet, 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 Mannington’s 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.

ESSENTIAL DUTIES OF THE JOB INCLUDE:

1. 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).
2. Conducts product knowledge presentations with retail and flooring contractor ownership and their front-end sales teams.
3. Responds to customer requests quickly and expedites the resolution of customer problems and complaints.
4. Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
5. Analyzes the territory market potential and determines the value of existing and prospective customer’s value to the organization.
6. 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.
7. Travel and conducts regular account sales business review meetings with targeted accounts.
8. Provides the organization with oral and written reports on customer needs, problems, interests, competitive activities and potential for new products and services
9. Is a Mannington & Phenix product knowledge expert regarding appropriate fit for purpose applications, technical services matters, market insight and conditions, competitive activities, advertising, and promotional trends.
10. Installs new and maintains current displays with proper updates ensuring that Mannington & Phenix merchandising meets our marketing guidelines and are presentable to the public.
11. Ensures that all customer account price lists are accurate and up to date.
12. Represents Mannington & Phenix by participating in trade shows and conventions.
13. Operates territory within allocated Sample, merchandising and travel/entertainment Expense Budget.
14. Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.

STANDARDS OF PERFORMANCE:

While the list of major job duties explains what is to be done, performance standards provides us with specific performance expectations for the Territory Sales Manager. They are the observable behaviors and actions which explain how the job is to be done, plus the results that are expected for satisfactory job performance.

• Minimum Standards of Sales Performance:
  • Total Revenue: Achievement of territory sales revenue of $2.1 million in top line sales revenue annually.
  • Number of Accounts: A minimum of 75 accounts producing sales in the territory*
  • Quantity of Sales Calls: A minimum of 20 customer facing calls per week (or an average of 5 customer facing calls per day in the field)
  • Quality of Sales Calls: A minimum of 10 Mannington & Phenix Consultative Sales Process calls per week (or an average of 2 consultative sales process calls per day) and a minimum of 5 scheduled consultative sales process calls for the following week. Consultative Sales Process defined as:
    1. Uncovering or updating customer total category Purchase Potential
    2. Gaining / updating and documenting customer sales purchase commitment
    3. Reviewing customer current sales performance to documented commitment
    4. Developing / updating and reviewing / documenting customer business plans
  • CRM maintenance:
    1. Customer events and sales activities updated daily with identified next steps.
    2. Target accounts are current with documented activity within the past 30 days always.
    3. Customer Business plans are always approved and current.

*Number of active accounts vary depending on specific territory size and geography.

JOB REQUIREMENTS:

• Bachelor’s 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

Working Environment and Physical Efforts:

Work is typically performed calling on flooring retailers and the incumbent needs to be able to move about the store and travel environment. Must be able to drive a vehicle to these appointments. Position also requires standing, walking, reaching, pushing, pulling, and squatting while merchandising product and requires unloading product and building and updating displays. Position works across a wide variety of weather conditions. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability or protected veteran status or disability status. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.