The person will be responsible to create a strategy to develop wholesale distribution targets in the Central U.S. The scope includes managing sales managers and the development of key relationships with distributor principals throughout the territory. The role involves strategic leadership of direct and indirect sales personnel including manufacturer reps
Principal Duties and Responsibilities:
Create and implement effective direct sales strategies and lead Central US Region direct sales personnel (Team of 5) toward achievement of corporate sales objectives.
Develop competencies and processesrequired to create an effective and efficient sales organization.
Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
Provide sales management, budget control, and feedback for incentive planning.
Ensure effective hiring, orientation, training, development and retention of sales staff.
Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
Prepare monthly, quarterly and annual sales forecasts.
Manage to meet/exceed monthly, quarterly and annual sales forecasts.
Establish effective relationships and collaborations with other departments (Marketing, Operations, Customer Service, etc.) to address key business issues and opportunities.
Provide residential market analysis and strategic plan on how to grow the residential market to Director of DFS/HCS.
Participate in local professional and trade associations.
Provide real time updates of competitive intelligence and market trends.
Actively participate in Distributor Sales planning activities.
Establish strong business relationships to ensure sales and profitability goals are met
Additionally you will:
Leverage your business and technical acumen in order to understand the customer's business for each of the assigned accounts, provide industry input in order to develop the LG value proposition
Cultivate large commercial initiatives of both a complex and strategic importance
Collaborate with internal stakeholders, including functional experts/subject matter experts, energy, operational, engineering, technical, financial, and legal support when necessary on all aspects of strategy, planning, developing, executing and growing LG's business
Develop a strong strategic grasp of the market in order to provide an actionable competitor intelligence to the team on a regular basis
Provide exceptional customer relationships by educating customers on LG products, monitoring and reviewing customer performance for sales optimization, ensuring two-way communication and managing operational excellence
Represent LG at industry events building on our brand reputation to deepen existing relationships while building new ones
Experience leading and managing manufacturer rep. firms, distributor territory managers.
Proficient at time management and managing multi-state territory (Half of the U.S.)
B.A. /B.S. in Business preferred, or degree in related field.
Ten years of progressive responsibility in sales Leadership in the management of large customers, with a proven track record of providing strategic account development to large organizations through matrix environments, requiring multi-million dollar complex contracts.
Significant expertise in Commercial Air Conditioning industry with preferredexperience in VRF space
Strong relationship builder
Outstanding communications skills
Minimum 5 years calling on the residential and mechanicalcontractors.
Familiar with HVAC wholesale channels and dealer networks.
Ability to communicate effectively to a diverse background of people.
Ability to create and understand business plans.
Familiar with PowerPoint/Excel/Word and other Microsoft Office products.
Willingness to travel up to 65% of the time.
Excellent public speaking skills.