Regional Sales Manager

Summary: Under the direction of the Director of Sales–Furniture and in total alignment with the Vice President of Furniture and the Vice President of Sales, the FRSM’s function is to drive the Furniture to new heights.  While being the champion for the Furniture category, the FRSM will sell, support, promote, train, and otherwise further the strategic direction and drive profitable growth of the category.  This position is responsible for improving the SPR and Dealer sales rep capability and knowledge with respect to appropriate aspects of the category. Activities would include conducting training classes/meetings, targeted end user selling with a Dealer rep or owner, assistance in converting business, projects and bid opportunities, and ownership of the improved sales and margin growth of the category.  The successful candidate will possess a thorough understanding of the business channel, with appropriate product knowledge, understanding of business processes, organizational concepts, and a solid ability to communicate effectively both orally and in writing.  Must possess strong public speaking and presentation skills as well as possess above average organizational skills and the ability to work with all levels of the organization as well as with manufacturers and resellers.  Utilizes independent judgment, discretion, and works with total alignment to both HQ and in sync with the Division, GM’s, and Account Manager’s goals in regards to growing both top and bottom line results.

Essential Duties and Responsibilities include, but are not limited to:

• Own the goal of increasing Furniture Category sales as provided by the Director of Sales-Furniture.
• Develops, executes, manages and enhances Furniture related programs and services.
• Lead role in executing dealer training initiatives, solicits participation from manufacturers, and works with internal personnel to host dealer furniture training events in all North American markets.
• As approved by Director of Sales-Furniture, attends industry events and represents the company and promotes the furniture program to the dealer community via presentations, outside sales calls, furniture booths or tabletop shows, and assists with seminar content and speaker selection to ensure overall marketing message is relayed.
• Will provide market feedback and data to support pricing recommendations, contract management, and margin enhancement.
• Will recommend to the business, the creation of marketing materials, flyers, product information sheets, and any other presentation and related marketing materials to ensure the overall marketing message for the category is represented and complete.  
• Performs research applicable to the Furniture Category including competitive programs and product offerings, market studies, benchmarking, and cross references.
• Other duties as assigned.

Qualifications: 

To perform this job successfully, an individual must meet the minimum qualifications outlined above and be able to excel in the performance criteria of each essential duty as defined, and further identified and communicated separately. The requirements listed below are representative, but not limited to, of the knowledge, skill, and/or ability required to perform in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience: 

Bachelor's degree (BA.) from four-year College or university is desired; 5-15 years related experience in the furniture industry and distribution channels.

Language Ability: 

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.

 Math Ability: 

Ability to calculate figures and amounts such as discounts, interest, mark-up, margin, proportions, percentages, etc.  Ability to apply concepts of basic algebra and geometry.

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: 

High skill level of computer proficiency in all Microsoft applications including Word, Excel, PowerPoint and Access.   Working knowledge of the Internet, related software and E-mail.

Work Environment: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  The noise level in the environment is quiet but the pace is quick.

20% to 60% travel is required.