Field Sales Manager-Home Centers

The Field Sales Manager-HC (FSM) is a hands-on position responsible for building and maintaining market share in National Accounts i.e. Big Box or Home Centers, for example Lowes, Home Depot’s etc. The FSM role is responsible for managing the Area Sales Managers to ensure that within their Region they fully understand their revenue targets and how to leverage the Caesarstone value proposition to achieve them.

The role is field based, this individual will need to be a meticulous planner as the demands on their time will be significant. They will need be a road warrior and be willing to spend 4 days a week in the field executing a multitude of tasks including; face to face meetings with key stakeholders both internally (Regional Vice Presidents, Regionals Sales Managers, Business Development Managers and Warranty specialists) and externally with Retail Partner staff (Regional Sales Managers, District Sales Managers, Store Managers, Category Captains, Designers and Pro Account Reps) and with Fabricator partners (Principles, Purchasing managers, Home Center sales personnel and Project Managers). The FSM along with their ASMs have to keep all these partners connected and will rely on their exceptional communication skills to tailor messages from shop floor to senior management.

The FSM will construct compelling training programs from curated content however, while in the field training and coaching, the FSM will have to find time to analyze data and build out reports/trackers to identify trends or gaps in their Zone/Region Revenue Targets. These insights are then passed along to their stakeholders to exploit. To be successful the FSM must have strong analytical skills and possess excellent knowledge of Microsoft Excel.

Key objectives will be coaching and mentoring ASMs to achieve/improve/exceed market share and revenue targets, managing the future order pipeline and providing input into short, mid and long-range forecasts that will be used to develop demand forecasts for the Supply chain team. This input is crucial to meeting the demands of our retail partners and ensure a seamless supply of inventory where and when it is needed.

The successful candidate in this role will pay very high attention to detail and will be a flexible, logical thinker that is results driven.

Key Responsibilities:

• Lead a successful team of ASMs to drive revenue and grow market share
• Develop a set of Revenue targets for all stakeholders in Regions, both internal and external
• Works with Div VP/RSM to deploy Zone/Region resources and track performance against the targets
• Fully understands the future order pipeline, works upstream to identify bulk buy opportunities or inventory gaps
• Provide input into short, mid and long-term forecasting
• Coach and lead ASM’s on how to engage store associates i.e. Designers, Merchandisers, Specialty Assistant Store Managers, Customer Order specialist and Store Manager. District Store Manager
• In person field visits in key markets, to ensure CS brand is top of mind or help blitz a key area
• Develop Strategic relationships with both Home Center Regional and District Managers
• Establish “Green flag” relationships with Category Captains
• Secure and execute group training sessions or road shows both virtual and face to face or as conditions allow.
• Communication with MET/MST regional managers on larger resets / color refresh etc. Get ahead of any challenges
• Develop local incentive programs at district level. i.e. low cost incentives i.e. gift cards or lunches
• Intelligence gathering including market share, competitor intelligence and any trends /gaps in current program
• Cross functional coach ensuring all order and warranty issues are being dealt with effectively
  
  

Requirements:

Knowledge And Skill Requirements

To perform the job successfully, an individual should demonstrate the following competencies and attributes:

• Strong, self-motivated leader
• Responds quickly to customers’ needs
• Team Orientation - Understands how his or her actions can affect morale and performance in a matrixed organization
• Positive attitude – willing to step in and lead whenever the opportunity arises. GM mindset
• Provides feedback - not afraid to raise instances directly with individuals if performance is below standards of excellence
• Ability to balance strategic and tactical tasks, and to decipher which is necessary in any given scenario
• Ability to travel for prolonged periods of time, accustomed to being a “road warrior”
• Tenacious – has the strength of character to persevere in the face of adversity, lack of engagement or enthusiasm.
• Strong presenter – enjoys speaking to large or smaller audiences effectively
• Technical translation – has the ability to take technical information and translate into impactful easy-to-understand stories
• Interpersonal skills –maintains confidentiality, listens to others without interrupting. Keeps emotions under control
• Ethics – Treats people with respect; Keeps commitment: Inspires trust in others: Works with integrity and ethically; upholds organizational values
• Professionalism and Accountability– Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions
• Dependability – Follows instructions, responds to management direction; takes responsibility for own actions
• Ability to quickly audit the competitive landscape and prepare succinct management summaries
• Ability to calculate levels of ROI, gross margin and other measure of payback/ return
• Experience in developing an Annual Operating Plan from the bottom up
• Exceptional analytical and problem-solving skills with attention to detail
• Advanced computer skills in Microsoft Office software suites (specifically Excel/ PowerPoint), including Oracle
• Accepts responsibility and is proactive to resolve issues (‘solution focused’) on a timely basis
• Forward thinking with ability to review/enhance existing processes and create efficiencies
• Ability to work independently and with all levels in the organization
• Excellent communications skills and is comfortable presenting to senior management
• Systemic perspective, high analytical, thorough, excellent organizational capability
• Able to build and maintain lasting relationships with departments and key business partners.
• At least 8 years’ experience in a business development, sales, or training role within the Home Center Channel
• BA education level
  
  

Working Conditions

• Road Warrior – 4 days a week in field
• Manual dexterity required to use laptop computer and peripherals.
• Lifting or moving up to 25lbs may be required.
• Remote office location