Manage territory by developing and implementing business strategies
Regularly review and manage territory business plans to meet sales quotas
Evaluate and manage the territory distribution grid continuously
Communicate plans to support target markets and verticals
Build and maintain relationships with distribution partners and end users
Perform daily in-person travel to meet customers and execute sales objectives
Utilize Salesforce to track opportunities and support sales goals
Benefits
Opportunity for professional growth and development
Supportive team environment
Access to business support materials and technical resources
Training and coaching opportunities for dealer salespeople
Engagement with a diverse range of clients and markets
Full Job Description
Role Description:
The Market Sales Manager is responsible for driving profitable quota attainment within an assigned geographic territory through daily in-market engagement with Distribution Partners, A&D firms, and end users.
This position reports to the Regional Sales Director.
Responsibilities:
Manage the territory through developing, implementing and activating business strategies that align with the company's sales programs, priorities, and in-market execution expectations.
Develop, manage, and regularly review territory business plans to meet or exceed assigned sales quota.
Effectively develop, manage, and evaluate territory distribution grid on an on-going basis.
Develop and communicate plans to support company target markets (including vertical markets).
Understand and manage both day-to-day transactional business and project-based opportunities while developing strategies to grow share within the territory.
Build and maintain strong relationships with distribution partners, the A&D community, and end users to support territory sales goals.
Gain proficient knowledge and use of all business support materials (i.e. all available reports surrounding dealers, dealer sales reps, products, vertical markets, etc) as well as other technical support products critical to tracking and forecasting sales and developing sales tactics and strategies to address opportunities.
Learn and apply knowledge of company products and marketing programs throughout daily business practice.
Train, coach, and motivate dealer salespeople and dealer designers on product application, positioning, and pursuit strategy.
Learn and apply sales negotiation and business-planning skills to serve as a business consultant to customers within the marketplace.
Exercise initiative and creativity in the selling and marketing of Workplace & Health products and programs.
Work to promote a cohesive relationship with team members and internal support staff.
Proven history or ability to demonstrate safe / responsible behavior, and a positive performance record (including attendance)
Perform daily in-person travel throughout the assigned territory to meet with customers, support account strategies, and execute sales objectives.
Maintain disciplined daily Salesforce (SFDC) usage to manage opportunities, advance deals through the sales process, and support forecast accuracy and business visibility.
Use Salesforce (SFDC) daily to develop, maintain, and track target contacts, accounts, and opportunity activity to drive sales goal achievement and forecast accuracy.
Skills to Perform This Role:
Interpersonal Skills
Support team interaction
Energetic, self-starter
Strive for personal excellence with individual contribution to team results
Demonstrate expertise in strategic and tactical opportunity planning and execution
Effective project management skills
Proven track record in developing and executing product sales
Detail-oriented and ability to multi-task
Time Management
Strong negotiation skills
Technical Skills
Utilize product knowledge and persuasive selling skills to drive product sales.
Effective and appropriate use of technology tools, including Microsoft applications, Salesforce & AI.
Educational/ Experience
Undergraduate degree preferred
Previous sales experience preferred
3-5+ years experience in related field; industry experience preferred
Knowledge of Salesforce preferred
The ideal candidate must be located near Milwaukee, Wisconsin and provide support to this territory.
About Kimball International
Kimball International is a furniture company that designs and manufactures furniture for the office and hospitality industries. The company was founded in 1950 and is headquartered in Jasper, Indiana. Kimball International has manufacturing facilities in Indiana, Kentucky, and Virginia, and has showrooms across the United States. The company's products include desks, chairs, tables, and other furniture items.
