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Territory Sales Leader

2 months ago

Madison, Wisconsin, United States Andersen Corporation Full time

Position Overview & Requirements

ANDERSEN CORPORATION SUMMARY:

At Andersen, we uphold our core principles of Excellence, Integrity, Innovation, Partnership, and leadership in Corporate Citizenship. As the foremost window and door manufacturer in North America, Andersen Corporation is headquartered in Bayport, Minnesota. We are proud to have been recognized by Newsweek as one of "2023 America's Greatest Workplaces."

Our mission is to illuminate lives by enabling individuals to create healthier, happier environments where they can cherish memories and pursue their passions. This commitment extends to our workforce as well. Andersen celebrates diversity through our nine Employee Resource Networks and has been acknowledged as a Forbes "Best Employer for Diversity 2022."

Earning the 2023 ENERGY STAR Partner of the Year—Sustained Excellence Award, Andersen is dedicated to environmental health and sustainability. Regardless of your role, you will have the chance to make a meaningful impact at Andersen.

ROLE SUMMARY:

This position is accountable for overseeing the management, deployment, and performance of account managers within the designated Area. You will provide clear, actionable expectations and guidance to the team to influence behaviors and secure business for Andersen. You will exemplify and mentor the sales approach known as the Andersen Way, fostering the professional development of account managers to help them reach their full potential and advance their careers at Andersen. Collaborate with the Regional leader, Audience leaders, marketing, Channel team, and other stakeholders to formulate a comprehensive growth strategy for the Area aimed at driving incremental growth. Deliver an exceptional customer experience and cultivate high-value relationships through collaborative selling. This leader must effectively navigate and implement national and regional strategies derived from various audience/channel/key account plans at the local level for a diverse team of roles and skills to execute.

PRIMARY RESPONSIBILITIES:

· Guide direct reports to align performance expectations with organizational objectives through regular one-on-one meetings, in-person territory visits, team meetings, and more. Ensure they recognize their potential and readiness for future opportunities. Coach on pipeline management utilizing CRM and technology to interpret data for informed decision-making. Emphasize the significance of repeatable processes and drive the adoption of CRM and technology. Advocate for Consultative Selling.

· Inspire and lead change initiatives by motivating teams to progress collectively and aligning direct reports to a shared mission of achieving business outcomes. Anticipate potential resistance to change and articulate the necessity of change to secure buy-in.

· Balance and mitigate conflicts with customers, channels, enterprises, and audiences, maintaining a clear vision for the overall benefit of the company while preserving the customer experience.

· Analyze and leverage data to develop a comprehensive Market Area Plan and growth strategy in collaboration with channel and audience leaders to drive incremental growth. Implement strategies and programs to deliver an outstanding customer experience.

· Foster collaboration among other functional leaders and stakeholders to support the Area and facilitate effective business decisions to enhance growth.

· Ensure alignment and focus within teams when faced with conflicting priorities, ensuring that plans and their execution are not conducted in isolation from the broader business context.

· Perform other duties as assigned by the respective leader.

LEADING OTHERS:

This role will drive organizational change and support the adoption of initiatives while championing the go-to-market strategy and its execution. This position manages, develops, and coaches a variety of sales and related functions both directly and indirectly. Management methods include regularly scheduled one-on-ones, team meetings (both in-person and virtual), informal discussions, phone calls, emails, and more. The individual in this role is expected to provide clear, direct, and actionable performance feedback that is timely and based on observed behaviors. Additionally, this position should engage direct reports in discussions about their career aspirations and provide stretch assignments to prepare them for their desired career paths at Andersen. This position is also expected to influence and manage key channel and trade relationships.

QUALIFICATIONS AND SKILLS:

REQUIRED QUALIFICATIONS:

· Bachelor's degree in business, marketing, or a related field, and/or 5 years of equivalent experience in sales.

· Proven ability to coach and manage a geographically dispersed team through the sales process and manage pipeline using business insights and CRM.

· Strong understanding of general business practices, including fundamental sales and marketing principles, as well as commercial and channel sales practices.

· Exceptional ability to train in selling, customer and market insights, product knowledge, and to motivate professional staff to achieve outstanding business performance.

· Demonstrated capability to analyze complex business concepts, identify problems, recognize opportunities, develop innovative solutions, and create strategic plans with specific measurable objectives, timelines, required resources, tactics, and accountabilities.

· Ability to navigate business environments to develop tactics that establish long-term strategic focus while considering industry trends and business management practices.

· Proven experience in customer-facing roles (sales, customer experience, and marketing).

· Excellent skills in CRM, data analysis, pipeline management, and forecast planning.

PREFERRED QUALIFICATIONS:

· Experience with channels and/or audience management is preferred.

· Understanding of sales cycles for different audiences and their impact on pipeline and planning is preferred.

· Strong communication and collaboration skills with the ability to engage in-person and online, including in both large and small group presentations.

· Solid understanding of the importance of fostering a healthy team culture and creating a collaborative mindset that leverages the strengths of others.

OTHER REQUIREMENTS:

· This position requires significant nationwide travel.

· The role holder will be expected to reside within the designated Area.

CULTURE AND BENEFITS:

Our motto, "Be Orange. Be You," reflects our belief that by embracing our differences and empowering individuals, we will form a stronger team capable of achieving what might otherwise be impossible. This Orange spirit has propelled us to become the leading innovative window and door brand and the one that homeowners cherish the most.

Benefits include, but are not limited to:

· Medical/Dental/Vision/Life Insurance

· Contributions to Health Savings Accounts

· Paid holidays plus Paid Time Off (PTO)

· Opportunities for professional development and tuition reimbursement

· Contributions to charitable organizations

· Nationwide career opportunities

We eagerly anticipate how your unique skills, background, and experiences will inspire our team and help us maintain our leadership position.

Andersen is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, disability, marital status, national origin, citizenship, genetic information, protected veteran status, or any other characteristic protected by law.

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