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Regional Sales Leader

2 months ago

El Segundo, California, United States Milliken Full time

Milliken & Company stands as a premier global manufacturing entity, emphasizing materials science to deliver innovative solutions that shape the future. With a diverse portfolio that spans textiles, flooring, chemicals, and healthcare, Milliken is committed to enhancing lives and providing value to its customers and communities. Explore more about Milliken's innovative spirit and solutions on various platforms.

POSITION TITLE

Regional Sales Leader - Floor Covering Solutions

POSITION OVERVIEW

The Regional Sales Leader is tasked with overseeing a team of Sales Representatives to execute national and regional sales objectives while nurturing existing strategic accounts and identifying opportunities for growth within the designated territory. This role reports directly to the Regional Sales Manager (RSM) and is pivotal in California.

KEY RESPONSIBILITIES

Strategic Direction and Execution

  • This role combines direct sales and management responsibilities, focusing on the growth of strategic accounts while leading the sales team in California.
  • Accountable for sales across all segments of the commercial sector (excluding hospitality) within the assigned territories.
  • Ensure that team members are well-versed in marketing strategies and effectively communicate comprehensive product information.
  • Collaborate with the RSM to formulate district strategies and territory frameworks aimed at achieving targeted market share and sales goals.
  • Implement sales methodologies that lead to the fulfillment of annual forecasts, including market plans and pipeline management.
  • Partner with the RSM to establish meaningful objectives for the sales team and evaluate performance against these benchmarks.
  • Engage with segment leaders and sales representatives to drive growth through targeted accounts within the current and neighboring territories.
  • Participate in significant customer engagements and contract discussions.
  • Lead efforts to penetrate key accounts in selected customer segments.
  • Work with the RSM to define clear metrics for each territory and develop effective strategies when performance deviates from targets.
  • Utilize CRM tools to enhance account and project management efficiency.
  • Leverage Salesforce to provide accurate forecasts and maintain an updated project pipeline for both current and prospective accounts within the district.
Human Resource Management
  • Collaborate with the RSM to recruit, train, develop, and guide the sales district within the region.
  • Focus on continuous training and development of associates to surpass sales forecasts.
  • Foster accountability through effective performance management practices.
Leadership Development and Communication
  • Actively engage in the training of new team members.
  • Mentor and coach to enhance sales effectiveness.
  • Support the talent development of the regional team by implementing development and action plans.
  • Lead succession planning initiatives.
  • Clearly articulate the strategic and tactical goals of the division, region, and territory.
  • Regularly communicate performance metrics relative to forecasts.
  • Effectively relay market trends and insights to key divisional stakeholders.
Innovation and Market Insight
  • Foster an environment that encourages the collection of unique insights, competitive intelligence, and market changes, sharing this information with Business/Division leadership.
  • Ensure the sales team effectively conveys the Business/Product Innovation value proposition to customers.
Financial Resource Management
  • Work with the RSM to create competitive budgets for travel, samples, and other expenses, ensuring adherence to these budgets.
  • Advise Business Leadership on participation in regional trade shows and marketing initiatives.
QUALIFICATIONS - REQUIRED
  • Bachelor's Degree or equivalent professional experience.
  • A minimum of 10 years of management experience in a B2B or B2C sales context.
  • Experience in commercial flooring and/or interior market sales management is preferred.
  • Demonstrated leadership acumen with the ability to think strategically and influence high-level decisions.
  • Strong interpersonal, verbal, and written communication skills.
  • Experience in outside sales.
  • Excellent organizational skills and proficiency in Microsoft Office.
  • Expertise in territory and organizational analysis.
  • Deep understanding of the evolving sales landscape.
  • Willingness to travel locally within the assigned market up to 75% of the time.
Milliken is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable law.

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