District Sales Manager

The District Sales Manager is responsible for managing the assigned District. This position leads and coordinates the strategies established by the company and oversees sales, company representatives, and Independent Sales Agencies (ISAs) and reporting functions within the district.

Essential Functions and Responsibilities:

1. Planning and Follow Up

a. Develop their team to be responsible for identifying new sales opportunities with existing clients as well as prospects.

b. Continue to develop sales opportunities and might be called on to manage multiple SOPREMA US Brands within his or her district.

c. Develop diversified market strategies aligned to meet/exceed specific sales and leading indicator goals for their respective district.

d. Ensure that each Sales Representative develops automated business development plans in the company CRM and related systems and execute accordingly by conducting bi-weekly pipeline meetings.

e. Train and lead all Sales Representatives to maintain and implement key customer plans required to meet the objectives of SOPREMA within the assigned district.

f. Develop annual district plans and review bi-weekly their performance against those plans.

g. Establish meaningful objectives and adapt style to the employees as well as customers. Must have a good understanding of the competitive landscape and how to navigate it to produce results.

2. Sales Structure

a. Responsible for meeting / exceeding the expected sales volume established by the annual budget. Amount is dependent on the market size and potential growth of the assigned district.

b. Adhere to company expense policies as well as staying within budget guidelines.

3. Organizational

a. Lead the Sales Representatives, which is responsible for product promotions, the carrying out of company objectives, contractor training, and quality of product installations.

b. Implement key plans required to meet the objectives of SOPREMA within the assigned district including the district strategic plan, annual operational plan, and annual budgets.

4. Technical Structure

a. Responsible for communication with the technical department relative to product or system issues and/or the development of products or systems to meet the industry needs.

b. Manage the activities within the assigned district including but not limited to: site visits, client support, business development plans, and administration of established training programs in cooperation with the SOPREMA technical department.

c. Arrange information and work processes in a useful and logical manner.

5. Planning and Follow Up

a. Plan and implement the district sales and market strategies and present to the Regional Sales Manager.

b. Prepare district sales budgets and present to the Regional Sales Manager.

c. Prepare district operational budgets including investments, projects or staffing and present to the Regional Sales Manager.

6. Customer relationship

a. Maintain a professional presence in industry and community related activities and events.

b. Communicate and liaise with direct customers as well as distributors to ensure their needs are being met and that they are informed of the expectations of the company.

c. Communicate, liaise, and maintain a positive presence within industry associations, all levels of government within the community.

d. Communicate, liaise, and maintain a positive presence with industry professionals, including contractors, architects, engineers, consultants, specification writers and owners.

7. Leading Vision and Purpose

a. Communicate clearly and appropriately using a variety of channels.

b. Behave maturely and invest time and effort in ensuring maximum “buy-in” to ideas and activities.

c. Clearly communicate companies’ objectives.

d. Set challenging objectives.

e. Distribute workloads fairly and appropriately.

f. Maintain and encourage two-way dialogue on issues and results.

g. Set credible development plans and assignments for people.

h. Monitor results, has personal accountability for the attainment of all district goals.

8. Quality Decision Making

a. Make decisions in a timely manner.

b. Understand the decision-making process.

c. Can achieve consensus in a positive way for the Company.

9. Business Acumen

a. Knowledge and application of business policies, processes, practices, trends, and information.

b. Willingness to be accountable and measured on performance.

c. Understand the management environment and disciplines.

d. Recognize legal and fiduciary responsibilities.

e. Is regarded as intellectually strong as well as “street smart”.

10. Integrity and Trust

a. Is widely trusted and seen as a direct and open person.

b. Has a values-based leadership and management style.

c. Has deep situational selling fluency and know how to share that knowledge with district sales personnel to improve their performance and job satisfaction.

d. Can deal with conflict, ambiguity, and information in an appropriate and positive manner.

e. Act in all settings in a way which is befitting of the position of District Sales Manager.

11. Decision Making and Problem Solving

a. Work with staff to assist with sales strategies and possible conflict of strategic priorities and making decisions to resolve them.

b. Make decisions relative to the implementation of marketing policies, strategies, training, market research and execution of special projects within the district.

c. Provide a management resolution to sales representatives and support staff to secure particularly difficult sales or deal with unusual situations, including policy issues, product shortages, defective products and workmanship issues.

12. May require additional functions as assigned by the Regional Sales Manager.

Minimum Qualifications:

1. Extensive building enclosure knowledge and personal selling experience of at least 5 years in the construction and building materials industry.

2. Exceeded budget repeatedly in prior work experience.

3. Is capable and enjoys the creation of market demand (new name accounts) at the Architect, Contractor, and or Building Owner levels and eagerly desires to help others embrace the same.

4. Knowledge of the competitive landscape for the assigned district.

5. Understanding of manufacturing and distribution methods and systems.

6. Excellent interpersonal and communication skills, online and or customer facing.

7. Good management/marketing judgement.

8. Secondary education in business management.

9. Strong leadership, coaching and team building skills.

10. Executive level presentation, selling and negotiating skills.

11. Excellent listening and questioning skills.

12. Resourceful, flexible, and adaptive.

13. Ability to work outside of the box, and multi-task. (flexibility)

14. Excellent organizational and project management skills.

15. Excellent time management.

Working Conditions and/or Physical Demands:

1. The physical demands of the District Sales Manager’s include but are not limited to:

a. Driving long distances

b. Flying in an airplane

c. Climbing and descending stairs and ladders

d. Lifting a minimum of 50 pounds

e. Excellent dexterity

f. Ability to communicate clearly and effectively via telephone, in person and in writing

2. This position will require regular travel within the district. The District Sales Manager should expect occasional travel to Wadsworth and other areas of the United States as well as Canada.

3. The District Sales Manager can expect some after-hours meetings and weekend activities as required to accomplish job responsibilities.

4. Daily work schedule can vary depending on circumstances.

Reports directly to the Regional Sales Manager with possible matrix reporting to National Sales Managers in other SOPREMA US Brands.