Market Manager
1 month ago
Job Description
Job Description
Position Summary
The principle responsibility of the Market Manager is to partner with the Regional Manager to be the driver of consistent business operations within a defined geographic, multi-branch operation. This includes setting aggressive market and branch sales goals and management of all branch operations (inclusive of internal sales teams and warehousing activities) while working closely with Account Managers to ensure delivery of product and services to all customers. The Market Manager instills the Ware Group culture at the Branch level and works with region wide staff through assigned direct subordinates that may include Inside Sales Managers, Branch Managers, and Warehouse Managers to deliver profitable results.
Essential Job Function
Manages the Customer Experience
Creates a business culture within the market of superior customer service that exceeds the customer’s expectations with every visit to a local branch. Works to support the Johnstone Advantage.
Works in conjunction with Account Managers and Branch Managers to determine customer needs, develop sales programs and promotions, and implements and follows through on established programs. Ensures branch operations and the warehouses are appropriately staffed, trained and in a readiness mode to meet customers’ needs.
Drives sales in the assigned areas including ensuring inside sales personnel are knowledgeable of and ready to support established sales programs, hot deals, ecommerce and special marketing promotions to attain or exceed sales budgets and profitability. Visits key account decision makers and principles with the Account Managers and/or Branch Managers to sell special sales and marketing programs to enhance “win-win” partnerships between customers and WG designed to foster long-term commitments and continued business.
Provides information regarding customer buying habits and needs to leadership on a regular basis.
Holds Branch Managers and Inside Sales Managers accountable to ensure all branches within the market are well maintained, clean, organized, staff that is well trained and ready to service customers, and that the appearance of the showroom facilitates sales through excellent merchandising of the breadth and depth of the HVAC/R product line.
Resolves customer complaints and disputes in a timely, professional manner if such situations escalate beyond the branch level.
Manages Market Operations
Nurtures an environment that exhibits the values of teamwork, integrity, mach speed and empowerment in decisions and actions.
Establishes, in conjunction with the Branch Managers, Regional Managers and Account Managers, the annual sales and profitability goals for each branch and for the Market. Develops and implements operating plans, staffing requirements and budgets to meet those goals.
Reviews and analyzes business reports daily, by market and by branch against established targets and progress toward business goals. Recognizes trends and adjusts actions to achieve stated goals within timelines. With the Regional Manager, hold regular scorecard meetings to communicate and drive accountability with team members.
Establishes, communicates and models performance expectations for Branch Managers, Inside Sales Managers, Warehouse Managers and other subordinate team members. Promotes communication through weekly departmental meetings and daily huddles to keep all team members informed of business conditions and challenges.
Recruits, hires, trains and develops Branch employees. Identifies potential high performers and implements career paths to ensure bench strength within the market.
Ensures Branches are operating safely and comply with federal agency regulations. Promotes and reinforces safety training, operational standards and culture of safety within the Branches.
Regularly monitors product pricing to ensure profitability targets are met or exceeded by reviewing costs, pricing decisions and coaching Branch Managers to take corrective action where necessary.
Monitors branch operational costs and staffing levels are in sync with business levels to ensure overall branch profitability. Takes corrective action with Branch Manager as appropriate.
Ensures leadership is kept up-to-date and knowledgeable regarding branch and market operations challenges and opportunities by continually supplying information and status reports.
Performs all other duties as assigned. The Ware Group, Inc. dba Johnstone Supply believes that each employee's contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.
Internal Relationships:
Regional Managers, Branch Managers, Inside Sales Managers, Warehouse Managers, Branch inside sales and warehouse team, A/R, Purchasing Staff, Human Resources Staff, Product Managers, Account Managers, Senior Leadership Team, Branch Support Managers
External Relationships:
Vendors, Suppliers, Logistics Personnel, Johnstone Cooperative Personnel, and Customers.
Final Decision Maker:
The Market Manager has significant latitude in decision making within the breadth and scope of his / her daily responsibilities for the market as well as for each branch within that market.
Education, Work Experience & Specialized Skills or Knowledge:
A High School diploma with ten plus years’ experience or equivalent in branch operations management in a wholesale environment; Bachelor’s degree in business, logistics, or a related field preferred.
Strong leadership skills are critical to lead the operations teams and to model expected employee behaviors with a sense of urgency.
Knowledge of human resource management principles, including recruiting and hiring, training and development, delegating, coaching, and evaluating employees.
Ability to create and manage high-functioning teams and hold them accountable for end results.
Very strong analytical, planning and organization skills and abilities.
Ability to identify and resolve concerns and needs.
Excellent communication skills and the ability to influence attitudes and actions. Must be able to speak and write proficiently in English.
Strong abilities to clarify company objectives and translate them to daily market and branch activities.
Expert knowledge of wholesale distribution operations, including order fulfillment, inventory control, customer service, showroom merchandising, shipping and receiving, and sales.
Ability to read, analyze and interpret financial P&L and Scorecard Reports.
Strong knowledge of PC-based applications (i.e. Excel, Word, Explorer) and business software (Eclipse and Phocas).
Excellent knowledge of inventory management principles and procedures, including, but not limited to, procurement, storage, forecasting and handling dead inventory.
Knowledge of sales and marketing processes and techniques to drive sales.
Knowledge of the HVACR industry, contractor customer needs and product applications.
General knowledge of governmental regulations as applied to product distribution, including OSHA regulations, Worker’s Compensation, Hazardous Materials Handling.
Why the Ware Group?
Competitive Pay
Comprehensive benefits package including Health, Dental, and Vision
401K with company match
Tuition Reimbursement Program
EAP Program
Employee Wellness Program
Employee Referral Program
Warehouse Safety Reward Program
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