Business Development Manager, Builder Sales

Business Development Manager, Builder Sales

Work Mode: Remote

LOCATION: Remote with up to 40% annual domestic travel (greater US)

OPPORTUNITY

The Business Development Manager, Builder will provide primary field leadership and strategic account ownership that drive Kohler and Sterling brand sales through the homebuilder channel.  The primary focus of this individual will be developing, executing and managing the strategy for defined strategic builders (Top 100) and developing and coordinating the overall regional strategy for Builder that will result in profitable sales growth and increased market share.  Specific areas will include single -family builders, key residential plumbing and mechanical contractors, residential architects and planners and other key influencers of new residential construction.  

Specific Responsibilities

• Develop, articulate and execute a comprehensive strategy that allows Kohler Co. to achieve defined corporate and regional objectives.
• Develop Builder sales plans that include market analysis, account opportunities, short and long-term goals, strategic initiatives and measurable outcomes.  This includes account plans (retention and new business), specification recommendations, incentive program recommendations and customer intimacy events.  Works in conjunction with Branch Sales Managers and extended vertical teams as needed to identify, prioritize, and facilitate growth in the Builder channel.
• Calls on, develops and oversees key relationships with defined strategic decision-makers/influencers to retain existing business and secure new specifications.
• Understands completely the strategic accounts’ business and critical measures that drive the account.  This includes collaborating with the customer at various functional and organizational levels to understand the opportunities and issues relative to the business opportunity. 
• Coaches and develops the performance of a team of high-performing sales associates focused on Builders and supporting contractors.
• Owns TKH goal for branch and region and assists sales executives, branch and region in establishing sales goals and strategy.
• Ensures action and responsiveness to the customer by taking responsibility for the exposure the customer has to Kohler Co.  This includes mobilizing and leading the organization to respond to the customers’ needs, facilitating the organization’s involvement with the customer including other functional departments where their expertise can benefit the customer and ultimately Kohler Co.
• Monitors and consistently communicates business trends, patterns, consumer and trade attitudes, competitive practices and product performance characteristics to the appropriate parties.  In conjunction with Marketing, recommends appropriate price strategies.
• Orchestrates Kohler Co.’s resources to maximize sales opportunities
• Collaborate with affiliated Branch Sales Managers-Wholesale and other Vertical Sales Managers to prepare annual Market Development Plans and to optimize the position of Kohler Co. across all vertical channels.
• Prepare and maintain regional sales forecast reports, develop strategic market development plans for all zones, implement field sales action plan for the Region.