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District Sales Manager/Strategic Account Manager
1 month ago
Milliken & Company is a global manufacturing leader whose focus on materials science delivers tomorrow's breakthroughs today. From industry-leading molecules to sustainable innovations, Milliken creates products that enhance people's lives and deliver solutions for its customers and communities. Drawing on thousands of patents and a portfolio with applications across the textile, flooring, chemical and healthcare businesses, the company harnesses a shared sense of integrity and excellence to positively impact the world for generations. Discover more about Milliken's curious minds and inspired solutions at Milliken.com and on Facebook, Instagram, LinkedIn and Twitter.
POSITION TITLE
District Sales Manager/Strategic Account Manager - Floor Covering
POSITION OVERVIEW
The District Sales Manager/Strategic Account Manager is responsible for managing a team of Sales Representatives to implement national and regional sales goals while also maintaining current strategic accounts and identifying and growing strategic accounts within the assigned territory. You will report directly to the Regional Sales Manager (RSM). This position is based in California.
JOB RESPONSIBILITIES
Strategic Alignment and Implementation
- This is a player/coach role that will require maintaining and growing strategic accounts with additional sales management responsibilities for the state of California.
- Responsible for sales across all segments in the commercial business (not including hospitality) located in the assigned territories
- Ensure that representatives understand marketing strategies and thoroughly communicate balanced product information.
- Work with the RSM to develop the overall district strategy and territory structures to achieve targeted market share and sales objectives
- Implements sales processes that result in achievement of annual forecasts to include market plans and pipeline management
- Work with the RSM to set meaningful goals for the district sales team and measures associates against them
- Work with segment leaders and sales representatives to drive growth through targeted accounts within current territory and other territories in the assigned district.
- Participates in key customer activities and contract negotiations
- Leads key account penetration in targeted customers/segments
- Work with the RSM to set clear measurements for each territory and establishes effective countermeasures when trajectory to goal is off target
- Actively use our CRM to drive effective and efficient account and project management.
- Leverage Salesforce to accurately deliver on forecasts and ensure an up to date project pipeline with currently owned accounts and projects and also other territories in the assigned district
- Works with the RSM to hire, train, develop, and lead the sales district within the region
- Focuses on continual associate training/development to exceed forecasts
- Drives accountability through effective Performance Management
- Very active participant in the training sequence of new associates
- Mentors, & coaches to improve sales effectiveness
- Supports talent development of regional team and implements development and action plans
- Leads in succession planning
- Clearly communicates the divisional, region, and territory strategic and tactical goals and objectives
- Communicates performance to forecast on a regular and continual basis
- Effectively communicates market trends and insights to key divisional entities
- Creates the environment and directly engages in capturing unique insights, competitive info, and changes in marketplace and communicates to the Business/Division leadership
- Ensures sales team effectively communicates the Business/Product Innovation based value proposition to their customer base
- Work with the RSM to establish cost competitive budgets for T&E, samples, etc. and manages within those budgets
- Recommends to Business Leadership appropriate participation in regional trade shows and marketing events
- Bachelor's Degree or equivalent work experience.
- Minimum 10 years of management experience within a B2B or B2C sales environment
- Commercial flooring and/or interior market sales management background is desired
- Must possess a high level of leadership acumen and the ability to think strategically and influence decisions at a high level.
- Strong interpersonal, oral and written communication skills.
- Outside sales experience
- Strong organization skills /Experience in Microsoft Office
- Expert knowledge of territory and organization analysis
- Excellent understanding of, and response to, the changing selling environment
- Availability to work and travel locally within assigned market up to 75% of time.
Milliken is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to actual or perceived race, color, creed, religion, sex or gender (including pregnancy, childbirth or related medical condition, including but not limited to lactation), sexual orientation, gender identity or gender expression (including transgender status), ancestry, national origin, citizenship, age physical or mental disability, genetic information, marital status, veteran or military status or any other characteristic protected by applicable law.
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