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Retail Field Sales Manager

2 months ago

Kansas City, United States Fortress Building Products Full time

**Retail Field Sales Manager - Kansas City, MO**

Remote - Kansas City, MO **Department:** Channel Sales (Retail & eCommerce)

**Manager:** Director, Channel Sales (Retail & eCommerce)

**FLSA Status:** Exempt

**Location:** Remote within field

**OVERVIEW**

The Retail Field Sales Manager will be responsible for managing Fortress Retail Field Sales Representatives (Outside and Inside) calling on all big box retail stores (Home Depot, Lowes & Menards). The primary purpose of this role is to make sure Retail Field Sales Representatives are performing at a high level and achieving sales goals with stores in their respective territories and in total.

The Retail Field Sales Manager will manage, develop, coach/mentor the Retail Sales Representatives on best practices, strategies and protocols to maximize their impact in Big Box retail stores. This person will travel with Retail Sales Representatives across the country, ensuring maximum impact from the Fortress Retail Field Sales Team. They will teach and motivate the team to make sure: Fortress products are properly merchandised in store, training is conducted with store associates on product knowledge and how to order products/get technical information. This role will focus on Home Depot, Lowes and Menards Pro Deck/Pro Sales personnel in the Building Materials/Lumber area nationally. This position will be based out of a home office.

**OUR PURPOSE STATEMENT**

Lead Global Change in the Way People Build and Live

**OUR NICHE**

Innovative Building Solutions

**OUR CORE VALUES**

**Work Hard, Play Hard ** We seek passionate people. We take our work seriously and we take the enjoyment of our lives seriously.

**Positive, Can DO Attitude ** We are optimistic, we set challenging goals and we find a way to accomplish them. We approach challenges with the intention of finding solutions.

**Compete & Win As A TEAM ** We put the TEAM first. Our team is what makes our company great. We are a competitive group that like to win. We keep score.

**Innovate & Seek Continuous Improvement ** We believe it can always be better. We want better products and processes. We want to be better individuals. We want to be a better organization.

**We Are Respectful ** We respect fellow team members, our partners, ourselves and our company. We are known to be the good guys.

**ESSENTIAL DUTIES AND RESPONSIBILITIES** include the following. Other duties may be assigned.

* Maintain a high energy/high caliber working knowledge of the FBP portfolio of products.

* Lead by example, manage and coach up the Retail Field Sales Team.

* Train and develop Retail Sales Representative Team.

* Meet or exceed sales and budget goals on a monthly basis.

* Travel with Retail Sales Representatives to support their development and maximizing their impact/acumen on store calls.

* Engage with Regional and District Retail Big Box store and departmental managers.

* Coordinate sales with Retail Field Sales Team (Retail Outside and Inside Sales personnel), distributors and customer service teams.

* Know and support all company merchandise presentation policies and ensure the integrity of the FBP brand is upheld and consistent across store locations.

* Direct stores to Fortress authorized Retail/eCom distributor partners to facilitate sales.

* Train distributor sales personnel on our products to amplify and extend Fortress brand sales/leadership in the categories we compete in.

* Analyze regional store sales and inventory to ensure best overall product mix and levels are maintained. Seek opportunities for additional product representation.

* Assist Fortress Retail National Account Sales Team (who are focused on calling on the respective buying offices) with store level insights to support Fortresss efforts at the corporate buying offices.

* Foster and maintain strong relationships with all levels of store management as well as in-aisle and pro desk associates at each location.

* Respond to inquiries and resolve customer issues regarding orders, shipments, products, installation, pricing, and products.

* Communicate any variations or schedule delays in customer orders in a timely manner. Collaborate with cross-functional teams to expedite orders as needed.

* Act as the liaison between the customer and the company by addressing customer issues and solving customer problems in a professional and empathetic manner.

* As the market expert, conduct and report competitive market analysis, competitive intelligence, and other sales-related information for the territory.

* Complete and submit a Weekly Sales Activity Report.

* Provide accurate and timely updates to CRM system.

* Perform all other duties as assigned.

**SUPERVISORY RESPONSIBILITIES** Direct responsibility to lead, manage, and hold accountable the following positions and indirect responsibility for all employees that report into these positions. Responsibilities include interviewing, hiring, and developing direct reports; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

* Retail Field Sales Representatives (3-5)

* Retail Inside Sales Representatives (1-2)

**COMPETENCIES:** To perform the job successfully, an individual should demonstrate the following competencies:

***Achievement Focus*** Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

***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, delay, or unexpected events.

***Business Acumen*** Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

***Communications *** Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

***Cooperation*** Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

***Financial Management*** Responsibly allocates and accounts for the use of fiscal resources; works within the designed budget and keeps in mind the short and long-term organizational goals; considers cost implications of decisions; seeks ways to reduce costs; exercises cost control through expense monitoring and attention to detail.

***Managing Customer Focus*** Promotes customer focus; ensures that organizational resources and support are focused on meeting customer needs; holds others accountable for meeting customer needs; establishes relationships with key customers; monitors customer satisfaction; develops new approaches to meeting customer needs.

***Managing People*** Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes oneself available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services; continually works to improve supervisory skills.

***Performance Coaching*** Defines responsibilities and expectations; sets goals and objectives; gives performance feedback; motivates for increased results; recognizes contributions; encourages training and development.

***Planning/Organizing*** Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and obje