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19003362 Requisition #

SUMMARY 


Within a defined market, this position manages the Pella field sales team, the customer relationship, the Pella Brand image through the Pella Design Center (PDC) and represents Pella in a geographic area.  The District Sales Manager (DSM) is responsible for the development and management of regional sales programs, personnel and relationships with the goal to deliver sustainable, profitable growth.  The position requires NA field experience, strong communication skills, excellent problem solving and negotiation abilities, and analytics to be effective. The position typically requires the individual to work and reside in an assigned market and may require overnight travel up to 70% of the time.


ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.


In partnership with National Account Management, the DSM manages the execution of sales, training, and merchandising initiatives to attain sales growth and profitability objectives of the District under their responsibility.

Reviews business plan/practices and acts accordingly to cause necessary and appropriate change to meet short and long-term objectives. 

Responsible for the achievement of acceptable levels of sales in the district under this person's responsibility.

Manages up to 15 sales reps and sales volume of $ 50 to 100 million

Responsible for recruiting, interviewing, selection, training, development, and retainment of sales reps.

Responsible for providing competent territory coverage, assessing performance, managing the District to improve organizational (team) performance, coaching under-performers, and managing high performer's development plans.

Develops and manages relationships with (Lowe’s) Market Director, Regional Field Sales Manager (RFSD), and Regional Sales Director (RSD) to influence collaborative and favorable behavior. Some interaction with Lowe's Vice President Of Store Operations (VPSO)

Maintain positive relationships with (PDSN) Directors-Trade and Replacement; Branch Sales Managers and Branch Service Managers in order to reduce /manage channel conflict and to assure customer satisfaction for Lowe’s customers requiring Pella Service.

Responsible for analysis of the District's competitive position within marketplace and the communication of pertinent knowledge to Pella Senior level Sales Management.

Responsible for the development of annual sales forecasts, managing expense budgets, and executing tactical sales plan for District under this person's responsibility.


COMPETENCIES


Coaching and Managing Skills

Organizational and Planning Skills

Communication Skills

Relationship Building Skills/Capability

Selling Skills

Training Skills

Drive Execution

Strategic Thinking Skills

Analytical Skills

Negotiations Skills

Seasoned Judgment

Financial Acumen

Millwork Experience and Industry Knowledge


SUPERVISORY RESPONSIBILITIES 


Previous supervision of remotely located sales professionals preferred.  Manage up to 15 Sales Representatives in a defined territory. Responsible for the overall direction, coordination, and evaluation of this unit.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. 

Responsibilities include interviewing, hiring, coaching and training of assigned Sales Representatives; plan, assign, and directing work; appraise performance; reward and discipline employees; address complaints and resolve problems; provide ongoing reviews (IPDA) and coach assigned subordinates.


QUALIFICATIONS  


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


EDUCATION and/or EXPERIENCE 


Bachelor's degree (B. A.) from four-year college or university; and 3-7 years sales experience and/or a background in building materials required; or equivalent combination of education and experience.


LANGUAGE SKILLS 


Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.


MATHEMATICAL SKILLS 


Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.


REASONING ABILITY 


Ability to solve business problems and deal with a variety of unknown variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.


COMPUTER SKILLS 


Demonstrate a proficiency in working with Microsoft Office (Word, Excel, PowerPoint, Outlook) as well as M2O. 


CERTIFICATES, LICENSES, REGISTRATIONS 


None required.


PHYSICAL DEMANDS  


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; and talk or hear. The employee is sometimes required to stand; and walk.  The employee is occasionally required to sit; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must occasionally lift and/or move up to 100 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.


WORK ENVIRONMENT


The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to outdoor weather conditions. The noise level in the work environment is usually moderate.


Will be required to perform duties at construction sites.


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