Description
Territory Sales Manager – South Bay, CA San Jose Area
About Us:
Springs Window Fashions has been part of the window treatments industry since 1939. Headquartered in Middleton WI, we have over 8,000 associates and 18 locations worldwide. Our products are available in nearly every major retailer, in thousands of designer showrooms and showcased in large commercial buildings. Our company is privately owned with products marketed across a broad portfolio of brands including Bali, Graber, SunSetter, and Mecho. We pride ourselves as “The Best Experience Company,” striving to provide the best experience for our consumers, channel partners, and associates.
Dealer Field Sales Team:
The Dealer Field Sales team is a dynamic team of sales professionals with a history of growing sales profitably and building meaningful long-term customer relationships. The Dealer Field Sales teams works directly with our independent dealer network, which is a diverse network of passionate and dedicated business owners. The Dealer Field Sales team is primarily focused on business development and supporting our flagship brand, Graber. Supported by a dedicated marketing team and the industry’s best inside sales and customer service, the Territory Sales Manager position represents an exciting opportunity to manage and grow a portfolio of business at the territory level.
Mission:
As a Territory Sales Manager you will play a foundational part of the company’s success by driving business development with our independent dealer network. You’ll be responsible for generating revenue by driving and managing profitable sales of our leading brand, Graber. Your passion for sales will drive your success as a Territory Sales Manager with the Spring’s Dealer Sales team. Innovative new product offerings, joint business plans, and expansion into new markets has created tremendous opportunity for professional growth and career advancement at Springs. A role as a Territory Sales Manager is a great entry point for a starting career at Springs Window Fashions!
Objectives & Outcomes:
The primary objective of this role includes growing sales, meeting and/or exceeding budget, as well as driving business development opportunities in your assigned territory. In this role you’ll be responsible for building and maintaining strong relationships with dealers and sales consultants, with the ability to indirectly influence brand preference and ultimately sales. Territory Sales Managers also need to possess strong business acumen, be comfortable with financials and reporting, as well as can interpret reporting to manage territory and mine for opportunities within their territory.
- 20%: Understand landscape of market and develop and execute strategy for territory development.
- Develop and maintain competitive analysis including products, pricing, and overall strengths and weaknesses in the territory.
- Use competitive analysis and financial reporting to identify opportunities for growth.
- Identify for each dealer how the Territory Sales Manager can add value to their business.
- Collaborate with national account managers on growth strategies for accounts that are part of our national account portfolio.
- Participate in industry associations/groups to better understand your market and make network connections. Use social selling tactics (leveraging own social media profiles to network).
- 65%: Call on window covering dealers and sales consultants within assigned territory; add value to their business and ultimately increase preference for Spring’ products. Facilitate dealer presentations.
- Facilitate quarterly business reviews to dealers, including financial review and recommended opportunities for growth.
- Provide training on new products in a timely manner to boost adoption. Need to be comfortable presenting and can effectively articulate benefits vs. competition to influence our dealers and their sales consultants.
- Call on potential new dealers to develop new business within the territory.
- 5%: Consistently handle dealer problem resolution with diplomacy, tact and understanding to maintain customer loyalty.
- 5%: Keep accurate up-to-date records; reporting expenses as required within 14 days of travel. Uphold company guidelines regarding travel and entertainment to assure profitable operation. Understand and adhere to company sales and personnel policies and procedures.
- 5%: Attend training sessions and Springs sales meetings to expand product knowledge and understanding of company operations. Provide feedback on products and marketing strategies to product management and marketing teams.
Requirements
- What We’re Looking ForAssociate degree required; bachelor’s degree preferred.
- 3+ years of sales experience preferred.
- Experience selling custom products and/or industry experience is strongly preferred.
- Must have excellent sales personality – even tempered, passion for driving sales, sincere, outgoing, and friendly.
- Must possess basic understanding of human behavior and can communicate verbally, and in writing, with confidence and expertise.
- Must be able to travel regularly by car and occasionally by commercial airline. (Depending on the territory, some positions may require 2 -5 nights of overnight travel each month.)
- Should have good analytical and mathematical ability and strong organizational skills.
- Must have good driving record, as company vehicle will be provided.
- Creative selling is essential; must have imagination and innovative ideas to recognize and respond to customer’s needs.
- Communications must be carefully planned and timed. Must sell self as well as product, which necessitates promptness and a projection of cheerfulness, consideration, and sincerity.
- Represent Springs in a manner that adds value to the product offering.
- Must be proficient in Microsoft Office.
Knowledge, Skills, and Abilities
- Human Relations: Should be outgoing and pleasant as well as persistent, yet tactful. Should be a good listener and able to convey concern, interest, and thoughtfulness. Must be proactive and responsive. Must have experience managing teams of associates and developing sales talent.
- Analytical: Should be a fact-based decision maker and have a good analytical, problem-solving approach with ability to analyze customers’ individual needs. Strong understanding of financials.
- Conceptual: Must be imaginative and able to tailor programs to serve customer’s needs. Should be ingenious in developing ideas to make doing business with Springs convenient and preferable over the competition.
- Selling Skills: Must have strengths in solution-based selling and independent business development, utilizing data (retail sales data, consumer insights, industry share data, etc.) to help gain sales and share with account. Must demonstrate past successes and share examples of these best practices and how they can apply to the window coverings industry.
How We Work to Deliver a Best Experience: Our Behavioral Competencies
- Ensures Accountability – Holding self and others accountable to meet commitments
- Drive Engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives
- Instill Trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity
- Drive Results – Consistently achieving results, even under tough circumstances
- Consumer/Customer Focus – Building strong customer relationships and delivering on customer-centric solutions
- Critical Thinking – Making Sense of complex, high quantity, and sometimes contradictory information to effectively solve problems
- Being Resilient – Rebounding from setbacks and adversity when facing difficult situations
- Optimize Work Processes – Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement
