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Trade/Commercial Segment Business Manager

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Sales
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18000888 Requisition #
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Pella Corporation

Segment Business Manager - Trade/Commercial

Pella, IA

 

Are you someone who is looking for development opportunities? Would you like more than just a job?  How about a career in which you are empowered to leverage your strengths and apply them each and every day? If so, apply today at www.pella.com/careers to join our winning team!

 

Pella Corporation is a growing family owned business, established in 1925. We are an Industry leader in environmental standards and support our local communities through charitable giving and volunteerism.

 

If you want to work for a reputable company with a strong brand and a vision for the future, Pella Corporation is interested in YOU!!

 

SUMMARY

Four Key Areas of Focus in the management, coaching and development of a sales region comprised of independently owned branches:

  1. Ensure Achievement of Key Initiatives – profitable growth and increased market share

  2. Ensure Implementation/Execution of Key Business Processes – account acquisition, account retention, talent development, and sustained customer management. 

  3. Provide Business Planning/Consultation – annual planning and performance improvement

  4. Market/Channel Management – performance management, new channel partner assessment, competitor assessment and new owner transition

 

Responsible for partnering with branch principal and management team to deliver sustained profitable sales and market share growth while delivering high levels of customer satisfaction in assigned region by managing the implementation and execution of key business initiatives and processes in the Pella Direct Sales Network.  Acts as a business consultant as well as being accountable for the conduct of business practices consistent with Pella standards and policies in all independently owned sales branch organizations and for managing Pella's sales branch operations so as to achieve Pella Corporation's objectives. Must ensure the long term productivity of region through sales branch development or transitions and consistent execution of key processes.

 

Travel expectations: 50%

 

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

 

Growth

Responsible for the segmented market growth in assigned region in support of the overall corporate market share objectives.  Has the responsibility for the achievement of acceptable levels of sales in assigned region.  Is accountable for causing strategic changes in the sales branch practices, resource deployment and/or structure to ensure sufficient capacity to support overall growth goals.  Assists and supports regional and national sales promotion activities.  Manages Performance Incentive Program initiatives and funds to get desired results.

 

Customer Satisfaction

Responsible for the achievement of acceptable levels of continuous improvement in customer satisfaction in the region under this person's authority.  Is accountable for causing strategic changes in the sales branch practices, which will support overall customer satisfaction goals.  Business Manager will need to provide business assessments, specific coaching and consultation on key processes and practices essential to deliver world class customer satisfaction. 

 

Process & Performance Management

Must maintain an in-depth knowledge of key business processes and performance benchmarks in the applicable business segment including: order acquisition, order fulfillment and after sale service processes.  Conducts in-depth reviews of branch business practices, sales results, and acts accordingly to cause necessary and appropriate change to meet short and long-term sales volume, customer satisfaction and profitability objectives.

 

Responsible for ensuring principal and management team are educated on key processes, best practices and business fundamentals in the areas of lead generation/marketing management, sales management, CRM utilization, installation and operations management.  This includes personal teaching/coaching as well as facilitating best practice forums and training sessions.

 

Identifies the need for and directs continuous improvement work sessions at branches to enhance performance in order acquisition and order fulfillment processes.  Coordinates and/or conducts regional go-to market, sales and customer satisfaction training sessions for branch personnel to ensure continued development of branch capabilities.

 

Profitability

Is responsible for the achievement of acceptable levels of profitability in the region under his/her authority.  Acts as the catalyst for appropriate and necessary changes in business practices which support long-term financial performance.  Provides guidance on financial impact of investments, process performance changes and growth initiatives.  Understands and reviews financial statements and underlying business metrics with the sales branches periodically.

 

Business Planning

Effectively manages the business planning process with sales branches to ensure stated objectives are met.  Ensures sales branches understand programs and corporate direction and have plans in place to achieve objectives.

 

Leadership and Partnership Development

Evaluates and assesses the leadership abilities and commitment level of the branch principal.  Has the responsibility for ensuring the necessary leadership is in place to successfully execute strategic corporate initiatives in assigned region.  Implements long-term development of PDSN management and Succession Planning.

 

Develops and builds a strong, trusting relationship with branch principal and management team to ensure a long-term partnership with Pella Corporation.  Listens to the branch principal and others in the PDSN who have suggestions regarding strengthening of the partnership with Pella Corporation. 

 

Market and Channel Management

Provides competent territory management to ensure individual branch performance.  Will address under-performers and helps secure replacement sales branches when necessary.  Develops and maintains active alternative distribution plans for each territory. Makes effective use of branch scorecard process and "Get Well" program.  Recommends replacing of branch principals and managers who are ineffective in achieving the desired results.

 

SEGMENT-SPECIFIC DUTIES AND RESPONSIBILITIES

 

Trade Business

Must maintain thorough working knowledge of best practices and benchmark performance metrics in the following processes: Prospecting, Account Management, Sales Process, Selling Skills & Effectiveness, Delivery, Warehousing and Service

 

Commercial Business

Must maintain thorough working knowledge of best practices and benchmark performance metrics in the following processes: Prospecting, Lead/Contact Management, Pella Architectural Services & Support Programs, Account Management, Sales Process, Selling Skills & Effectiveness, and Fulfillment.

 

SUPERVISORY RESPONSIBILITIES

No direct supervision responsibilities.

 

 

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. or B.S.) from four-year college or university, MBA preferred; 7 or more years of sales management, distribution/channel management experience and/or general management experience with P&L responsibility preferred or equivalent combination of education and experience.
 
LANGUAGE SKILLS
Ability to read, analyze and interpret financial reports and legal documents.  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/FINANCIAL SKILLS
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to calculate figures and amounts such as discounts, interest, commissions, percentages, and profit margins and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
 
Ability to review and understand financial statements and key financial metrics such as ROS, Mark-Up, Non-Material Cost, Inventory Turns, and DSO.  Ability to understand and communicate financial impact of investments, performance improvements and growth initiatives.
 
REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete 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
Word, Excel and Power Point and Pella systems (PDQ, POETS, POMS, CRM Systems, Lead Mgmt System)
 
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 stand, walk, and talk or hear.  The employee frequently is required to sit and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close 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.
 
The noise level in the work environment is usually moderate.
 
CONDITION OF EMPLOYMENT
Pella Corporation is committed to workforce diversity. Pella is a Tobacco-Free Work Environment.  Pella participates in E- Verify.  Pella will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization.
 
EQUAL EMPLOYMENT OPPORTUNITY
Pella Corporation provides a working environment free of discrimination and harassment.  Pella Corporation treats all persons equally, regardless of race, color, sex, religion, national origin, age or disability, as each is protected under federal law. A number of states in which Pella operates have laws protecting classifications of Team Members not necessarily protected under federal law. Therefore, Pella also treats all persons equally, regardless of political affiliation and belief, pregnancy, national origin, age, creed, marital status, military status, sexual orientation, mental disorder, veteran status, ancestry or handicap as each category is protected under a municipal ordinance or state law.
 
 

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