Director, Sales - General Market

Join Electrolux Professional Group - as
Director of Sales – General Market

 

 

ABOUT YOUR TASKS:

•    Develop a long-term strategic plan (3-5 years) to grow our core / institutional (dealer / rep sales channel) business to $100MM+ with sustainable long term organic growth.
•    Develop and actively manage the regional sales managers, to be a more effective, passionate, customer oriented, manager focusing on:
      o    Ensure that the regional managers are creating and maintaining a robust annual planning process with manufacturing representatives, key dealers, end users,     consultants, and targeted market segments that deliver the sales and margin required in the annual sales plan for all Electrolux Professional product categories
       o    Ensure that the regional managers are effectively targeting and developing business with key food service consultants to expand EPRO sales and market presence in all products categories.
      o    Track and measure regional sales manager’s performance against established annual and longer-term metrics
      o    Evolve the rep scorecard system to incentivize measurable targeted objectives in both product sales and gross margin expansion. 
      o    Ensure that the regional managers are effectively managing the manufacturing representatives in obtaining targeted sales, creating demand in the marketplace, (expanding the activity in the market for EPRO products), and are being held accountable for results in accordance with the rep scorecard system and their annual plan.
      o    Knowledge of all product lines 
      o    Maintain significant personal involvement with all key channel partners, end users, and consultants, building winning-reliable relationships.
•    Develop strategies and specific programs for buying groups
•    Work with Regional Sales Managers to ensure EPRO has the “A” / Best Possible rep in all markets.
•    Actively participate as a member of the EPRO management team.
•    Responsible for pricing and margin – develop plan to improve margins and reduce discounting.
•    Work with Product Line Director’s on product strategies, new products, and pricing.
•    Work with the Vice President of Sales to develop and implement a robust plan for product and sales training.
       o    All our direct reports
       o    Reps
       o    Dealers salespeople
       o    consultants
•    Organizational development needs to manage and evolve the general market (dealer/rep sales channel) channel and other recruitment and development needs. 
•    Establish a professional network within the FE&S industry for determining benchmarks and best practices for this sales management position.

ADDITIONAL RESPONSIBILITIES:

•    Work with the Vice President of Sales to develop a systematic market intelligence process for the chain and dealer business 
•    Support EPRO’s focus on developing a more robust understanding of the strategies, tendencies and practices of their competitive set 
•    Other responsibilities from time to time as deemed necessary by the VP of Sales and/or the leadership team.  
 

 

 

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

•    Strong leadership skills.
•    Strategic and critical thinking.
•    Ability to implement strong sales processes.
•    Strong interpersonal and negotiation skills.
•    A strong sense of urgency. 
•    A natural sense of curiosity and anticipation for opportunities.
•    A self-starter and independent thinker.
•    Ability to forge winning and reliable working relationships both internally and externally to EPRO. 
•    Professional image and executive presence. 
•    Demonstrated ability to meet or beat assigned targets and deadlines consistently. 
•    Ability to travel extensively 50-75% of time.
•    This person must possess a unique blend of business and technical savvy; a big-picture vision, and the drive to make that vision a reality. Must enjoy spending time in the market to understand the dynamics and find innovative solutions to capture sales in the broader market.
•    Excellent written and verbal communication skills including presentation experience to large and diverse audiences.
•    Seasoned experience using Microsoft Office, PowerPoint, Word and Excel.
 

ABOUT YOU:

•    A Bachelor’s degree in business or related field plus. 
•    Sales executive, preferably in the food service industry with at least ten years’ experience in field sales and marketing planning.
•    Experience in developing relationships with suppliers and co-marketing partners.
•    Extensive sales management experience.
 

PHYSICAL REQUIREMENTS:

• Rarely (0-12%):