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10/06/08 - MAJOR FURNITURE DEALER IN
NORTHERN VIRGINIA
SEEKING A SALES MANAGER
NOTE: Contract Furniture experience is not mandatory. Experience
developing, leading, and motivating a sales team is more important. A
background with a company involved in the built environment is a plus.
JOB TITLE:
Sales Manager - Business Interiors
DIVISION:
Mid-Atlantic
PURPOSE - Responsible and accountable for supporting the division
implementing the proper sales business plan that will achieve the division’s
specific revenue and profit goals. The Sales Manager will provide
monthly summaries and support senior management in adjusting the plans based
on the specific on-going needs of the division. Identify, recruit,
interview, and hire potential sales candidates. This position reports
to the Senior Vice President, Business Interiors.
ESSENTIAL DUTIES AND RESPONSIBILITIES in order of importance. Other duties
may be assigned.
1. Develops and executes annual business
plans and budgets for all product lines related to the division’s sales
plans.
2. Establishes aggressive and realistic
annual performance goals for each sales representative in the division.
3. Manages profitability and operating
expenses within budget and report to Senior Vice President, Business
Interiors.
4. Reviews Margin Gross Profit results
with Senior Vice President, Business Interiors monthly.
5. Analyzes market growth areas and
ensure representation in those markets. Maintains and continuously improves
the company’s competitive position through sales and marketing activities
throughout the organization. Maximizes the efficiency of sales
territories through appropriate direct reports to ensure maximum sales
volume and profits.
6. Establishes and maintains close
personal contact with top echelon customers (including A&D and other Project
Consulting firms) and prospects.
7. Maintains presence and participation
in industry related associations such as IFMA and IIDA.
8. Recruits, trains, develops, coaches,
mentors, manages, and promotes highly competent Sales Representatives.
9. Acts as an advocate for sales
training by ensuring proficiency, implementation, and continuous
improvement.
10. Interviews sales candidates and ensures that that the
candidate pipeline is full.
11. Ensures that all approved sales initiatives and contests are
appropriately implemented and progress is tracked.
12. Ensures that the division has a comprehensive coverage plan
in place that is routinely updated.
13. Ensures revenue growth through effective sales training,
motivation, coaching, development, hiring and succession planning.
Plans for the development of personnel resources within the sales function
and maintains programs that will encourage successful future management of
the business unit’s sales force.
14. Advises business unit’s executive team by reporting
financial results of sales budget, market share status and customer
attitudes and buying trends.
PRIMARY INTERACTIONS - Collaborates with Division executives on sales
strategy. Interfaces with cross-functional managers to communicate
sales activities. Frequent communication with all sales staff to
motivate and train sales force. Functions as a leader, facilitator,
and developer of sales force and all policies relevant to the customer
experience. Periodic input and review of policies of Customer Service,
Design, Project Management is expected as part of implementing management
strategies.
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