The Regional Market Manager is responsible for managing sales members, the distribution strategy, and driving aggressive profitable growth in a predetermined market(s) or geographic area(s). The Regional Market Manager directs and focuses the team members on HNI International (HNII) objectives within their specific roles while creating a cohesive market strategy to move the market(s) forward. This role aligns sales efforts, member development, and sales leadership efforts within the designed market(s).
Essential Duties and Responsibilities:
•Collaborate with the VP & GM HNII and local sales team to develop, plan, and implement the market strategic plan(s), including evaluation of current and potential distribution to maximize HNII’s market share.
•Collaborate with sales team to develop and drive annual dealership activity plans that will have significant impact in driving HNII business within the dealer and the market.
•Recruit and develop a sales organization of highly engaged and high potential members. Foster a collaborative, success-oriented team environment where members are empowered and accountable.
•Coordinate market focused selling activities – including lead development, joint calling, DSR training and targeted marketing communications.
•Outline business development opportunities to local sales team members – including identifying target accounts, specifier coverage, and selling support & tools (such as brand portals).
•Manage market conflict through proactive communication with dealers, HNII sales team members, and other influencers.
•Build effective relationships with key accounts to strengthen HNII’s position within the account and leverage against competition.
•Cover select accounts assigned by the VP & GM HNII and increase market awareness of HNI brands.
•Coordinate training events with HNI brand Training Departments.
•Meet with distribution partners at least quarterly to conduct professional business reviews with dealer principals to provide market analysis and communicate the benefits of doing business with HNII and to build and ensure long-term profitable growth for both parties.
•Ensure sales team accuracy in salesforce to track and deploy key account activities, including managing sales funnel activity and associated reporting requests from management.
•Supervises, coordinates, provides leadership and reviews work of assigned members. Conducts performance evaluations and recommends merit increases, promotions, transfers, corrective actions and other personnel actions. Interviews and recommends candidates for employment. Drives member engagement.
•Participates in activities as appropriate to ensure the success of the organization.
Education & ExperienceRequired:
•Bachelor’s Degree required, preferably in Professional Sales, Marketing, Business, Communications, or related field.
•3 years of experience in professional sales required.
•Preference will be given to candidates who have HNI Field Sales experience.
Required Skills and Abilities:
•Demonstrated success in developing a strategic direction in the assigned market which aligns with HNII’s goals.
•Cultivates a team environment and leverages sales members’ skills and abilities to drive profitable growth.
•Ability to lead a sales team and train others in a fast paced environment to be successful with high energy, integrity, and a results-oriented leadership style.
•Ability to build and maintain deep and lasting relationships resulting in the expansion of new and existing business.
•Strong business acumen.
•Proven consultative sales capabilities including a strong track record of sales development and growth.
•Ability to work effectively with cross functional groups.
•Self-motivated with a strong results orientation.
•Strong conflict management skills. Ability to handle difficult situations skillfully.
•High impact communication ability, both written and verbal, as well as active listening skills.
•Demonstrated negotiation and presentation skills.
•Strong organizational, planning, and follow-up skills.
•Technologically savvy, adept with MS Office Suite, Web Tools
•Experience in the office furniture industry or related field.
•Extensive travel to customer base.
•Travel to customer locations as needed.
•Member may reside outside Muscatine but must be available to come to Muscatine as needed for required meetings.
Job Req#: FI17005