Vice President Distributor Sales

Our client is one of the leading manufacturers of segmental concrete products for the commercial, residential, contractor, industrial and retail consumer, in the United States. They currently have over 20 regional manufacturing locations, distributing to over 40 states.

 

DESCRIPTION

 

Reporting directly to the Executive Vice President/Chief Executive, the Vice President Distributor Sales is the key person responsible for developing and implementing an annual sales and marketing plan for achieving the objective of creating significant growth and penetration into the Landscape Distributor Sales Channel in our client's existing and future national locations.

 

RESPONSIBILITIES

 

The Vice President Distributor Sales will be responsible for:

1) Developing a sales and marketing plans and strategies to achieve increased market penetration, sales and profitability objectives in the Distribution Sales Channel.

a) Create plans that incorporate market and product analysis into actionable steps for our client's sales representatives to implement, to achieve product and sales objectives focused on the landscape distribution sales channel.

b) Present an executable annual plan to the Executive Committee based on individual market analysis of the markets that our client serves.

c) Continuously evaluate the effectiveness of the sales and marketing plan, updating current plan as needed.

2) Conduct on-going analysis of the distributor sales channel, becoming the organizational expert in market trends, products, competitors and customer needs by market location.

a) Track and analyze product sales, financials and other activities against annual business plan.

b) Evaluate current products in comparison to competitor products and pricing.

c) Conduct on-going research into current and new product opportunities.

? Continually evaluate the distributor?s satisfaction with current products, pricing, value perceptions and expectations.

? Identify potential enhancements and modifications to current products.

? Identify potential opportunities for new product development.

? Identify and select new distribution or channel partners as needed.

 

3) Manages and directs the activities of the national sales force responsible for the distributor sales channel.



a) Establishes measurable goals for each location as well as defined goals and objectives for individual sales people.

b) Pursues sales training and development opportunities, striving to continuously build knowledge and skills as well as share expertise with others.

c) Develops sales training tools and ensures that sales skills are continually  trained, coached, and managed.

d) Measures performance of the sales force, documenting through sales reviews, analysis of sales reports, and annual performance reviews

e) Maintains a well organized sales reporting system and CRM data base 

f) Meets regularly with key sales people and shares sales volume expectations, quotas, and other sales measurements, holding individual sales people accountable for these measurable expectations.

g) Prepares analysis reports for presentation to Executive Management.

h) Ensures sales strategies are in line with the organization's mission for the distribution sales channel.

i) Creates, communicates, and reinforces company-wide sales performance standards.

j) Establishes and monitors annual sales expense budget.

k) Develops and coordinates the administration of sales incentive programs.

 QUALIFICATIONS AND PERSONAL CHARACTERISTICS

 

a) Bachelor?s degree and five to eight years of sales/marketing experience with exposure to strategic planning and execution or equivalent work experience.

b) Education or experience must demonstrate familiarity with business planning processes, marketing and sales techniques, and ability to manage and motivate sales professionals toward business objective.

c) Previous background successfully selling through a distribution channel on a regional or national basis.

d) Understanding of contractor or building products market highly desirable.

e) Strong leadership, communication and interpersonal skills.

f) Ability to build the business through strategic planning and business development.

g) Ability to supervise people remotely to achieve desired results.

h) Ability to travel up to 65% of the time.

i) This position is located in the Dallas/Fort Worth Metro area and the successful candidate will be required to live in this area.