Overview "Leaders become great, not because of their power, but because of their ability to empower others." John Maxwell
FinishMaster is a leader in the industry and look for those that have a passion for growing a business, bring an entrepreneurial spirit, and have demonstrated success in sales leadership.
As a member of the Senior Management team, this position is responsible for leading the Organization's Sales Force to continually achieve revenue and profitability growth.
Responsibilities ESSENTIAL FUNCTIONS Develops, implements, reinforces and supports sales strategies and initiatives to drive continual sales and profitability growth:
Partners with the President & COO and Vice President of Operations to create and execute organizational Vendor partnership strategies.
Partners with the President & COO and Director of National Accounts to create and execute organizational National Account Strategy.
Partners with the Regional Vice Presidents/General Manager's to develop Regional strategies and initiatives which address challenging and complex competitive situations.
Helps create and refine FinishMaster's value proposition based on customer segmentation (Industrial/National/Traditional).
Identifies and helps remove barriers to achieving results.
Understands current industry and market trends through research and professional networking to ensure FinishMaster is capitalizing on our infrastructure, technology and human capital.
Builds and cultivates strong partnerships/relationships to further sales growth:
Develops and grows strong partnerships with vendors and customers.
Develops, promotes, and supports a customer focused team-oriented culture throughout the Sales Organization.
Directs, manages and enhances relationships with internal and external customers to achieve strong partnerships that will benefit FinishMaster's success.
Leads Sales to achieve sustainable sales results through team member engagement:
Ensures Sales force focus on driving Branch Sales Growth.
Prioritizes and allocates resources appropriately to support and retain customers
Recruiting and selecting talented team members
Accurately assessing the strengths and limitations of current team members and working with the team members to create development plans
Providing leadership and achievement of sales goals
Providing opportunities for team to learn new skills and expand knowledge through stretch assignments.
Providing regular and timely feedback on performance, addressing limitations and/or underperformance and celebrating successes.
Creating an environment in which individuals can succeed, want to do their best and have a clear understanding of how they contribute to the organization.
Encouraging individuals to generate ideas, strategies and solutions and facilitating implementation of the best solutions.
Reviews and revises Sales systems to drive engagement and continuous improvement:
Reviews and directs Sales Compensation and Incentive Plans to ensure incentive compatibility.
Develops Account Manager segmentation plans: Hunters, Maintainers, Team Selling.
Analyzes and continually challenges the Sales organizational structure for maximum effectiveness: Regions, Districts, Individual roles.
Drives accountability for performance through the sales organization.
Leads sales organization through continuous change, providing leadership in gaining team support and understanding the current and/or revised plans and goals.
Shares and inspires the adoption of best practices and continuous improvement throughout the Sales Organization
5. Sales Tools and Processes
a. Analyzes current sales reporting.
b. Identifies sales best practices and works with Regional Vice Presidents/General Manager's to lead the development of reporting to measure sales performance across Districts/Regions: District Growth Plans, customer attraction, customer retention, profitability, ROI, share-of-wallet, etc.
c. Drives adoption of Non-Traditional Orders when and where appropriate: Contact Centers, E-Commerce, PDAs.
d. Guides the direction of Marketing Programs
i. Develops, directs, and manages the marketing function, including advertising, promotions, and other marketing tools and initiatives designed to increase market penetration.
e. Develops sales initiatives with vendors and field sales.
6. Responsible for overseeing the Sales Budget:
a. Closely monitors P&Ls with the Regional Vice Presidents/General Manager's.
b. Partners with Regional Vice President /General Managers to build the Sales Budgtet from the District level up through the Regional Level.
Qualifications Education: Mandatory Requirements- 1. High school diploma or GED equivalent.
Preferred Requirements- 1. Bachelor's degree in Marketing, Management, or related field.
Experience: Mandatory Requirements- 1. Ten or more years of successfully demonstrated experience within the PBE industry; including both sales and operations experience.
2. Five or more years of leadership experience in a management position; including profitability responsibility.
3. Desire and successfully demonstrated experience and ability to manage a major division consistent with our culture:
a. Customer focused.
b. Team based and team member Oriented internal culture.
c. Coach, counsel, and develop team member to maximize their contribution.
d. View and treat vendors as key partners in our business.
e. Willingness to take risks consistent with our culture.
Mandatory Requirements: Broad expertise in sales tactics, practices and procedures.
Extensive ability to achieve credibility, influence and respect with individuals both internally and externally.
Effective problem solving and negotiating abilities to solve complex issues.
Excellent interpersonal and communication skills to deal effectively with internal and external contacts.
Excellent resource allocation and creative problem solving.
Expert customer service skills with the ability to develop and maintain customer satisfaction and loyalty.
Extensive knowledge of PBE products and services.
Intermediate to advance PC skills including Microsoft Applications (Outlook, WORD, Excel, PowerPoint).
OTHER REQUIREMENTS: The qualifications listed above are intended to represent the minimum skills and experience levels associated with performing the duties and responsibilities contained in this job description. The qualifications should not be viewed as expressing absolute employment or promotional standards, but as general guidelines that should be considered along with other job-related selection or promotional criteria.
Physical Requirements This job may require the ability to perform any of the essential functions contained in this description. These may include, but are not limited to, the following requirements. Specific requirements for a job will be identified at the time of employment. Reasonable accommodations will be made for otherwise qualified applicants unable to fulfill one or more of these requirements):
Ability to enter and retrieve information from the computer.
Working Conditions Works in office conditions.
Periodic to frequent travel to customer, vendor, store and corporate locations, as required.
ORGANIZATIONAL RELATIONSHIPS:
Reports to (title): PRESIDENT & COO
Position(s) which directly report to this position (i.e. titles); and number of employees in each position:
Director of Industrial Sales
Director of Marketing
Director of National Accounts
Project Manager National Sales
Total number supervised, directly and through subordinates: Variable
FinishMaster, Inc. is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
