Regional Sales Manager
4 weeks ago
We are seeking a highly motivated and experienced Regional Sales Manager to join our team at Hearth & Home Technologies. As a Regional Sales Manager, you will be responsible for maximizing profitability with increasing fireplace Incident Rate (IR) and upgrade opportunities within assigned production builders.
Key Responsibilities- Use Gold Sheets as reference to align local selling strategy and communication with overall HHT program for all assigned National Builders
- Implement and support on-going Fireplace Expansion initiative with each account
- Establish working relationships with HHT National Account Management team to better understand account strategy and bridge the gap between corporate strategy and local market execution
- Overcome gatekeepers to gain access to key decision makers within assigned accounts
- Identify, establish relationships, and execute consistent contact with all key influencers within assigned accounts (Sales & Marketing, Design & Construction, Purchasing)
- Analyze market trends to assess optimal fireplace mix and option and upgrade pricing by home buyer type within each account
- Recommend option and upgrade selection with recommended resale pricing to create Profit Propositions for all assigned accounts
- Educate decision makers and influencers on hearth trends in market including competitive pictures from market
- Recommend hearth offering that is "Right Fireplace for Right Buyer" and differentiates builder's design while maximizing profit and minimizing complexity
- Educate decision makers on HHT Architect tools on Arcat to facilitate future building plan changes
- Educate assigned account's sales and design center staff on how to properly sell hearth category to home buyers to maximize sell through of options and upgrades
- Value engineer for efficient hearth placement in assigned account's plans
- Manage sales related transactions for assigned accounts (quotes, credits, etc.)
- Conduct annual Key Account Business Reviews (KABR) with all assigned accounts
- Proven track record of successful win-win negotiation
- Proficient at establishing and maintaining relationships and selling all levels of the organization
- Strong verbal and written communication skills and excellent presentation skills
- Ability to proactively manage work schedule to focus on the best opportunities
- Proficient with MS Office products (PowerPoint, Excel, Word etc.)
- Strategic and creative thinking
- Highly resilient
- BA/BS in related field with 3+ years successful experience in sales or design within residential construction, preferably with production builders;
- OR the equivalent combination of education and experience
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