Director of Sales in Bentonville, AR at Behr Process Corporation

Date Posted: 10/5/2019

Job Snapshot

Job Description

Job Description

JOB SCOPE/ SUMMARY:

  • Lead mass/club/specialty/e-commerce team, including direct management of Walmart business, as well as expanding sales within mass/club/specialty/e-commerce channels as designated, focusing on national accounts.
  • Develop mass/club team members professionally.
  • Achieve defined sales goals as a key metric of performance.
  • Build long-standing relationships with targeted customers in defined segment.

ESSENTIAL FUNCTIONS:
 

  • Develop and manage Walmart categories of business to meet or exceed sales and profit budget targets.
  • Develop and manage sales and profitability for other mass/club/specialty/e-commerce customer segments, as designated, to meet or exceed budget targets.
  • Create new business development plan by identifying top National and Regional accounts in the assigned target segments and work strategically to engage decision makers at highest possible level.
  • Direct, train, motivate, support, develop, and evaluate team personnel.
  • Using critical account strategies and consultative selling skills, build relationships, create value propositions, and grow sales to new and existing customers within key segments.
  • Build brand awareness and penetration within the targeted segments.
  • Develop and manage sales funnel and collaborate with field sales to transition pipeline activity, monitor sales activity against quotas, and communicate all program details to the servicing field organization.
  • Conduct meetings and assist with joint calls on key accounts with direct reports, driving better communication and driving improved revenues.
  • Demonstrate extensive product knowledge of all applicable product lines, as well as maintain a working knowledge of competitive product features, benefits and retail pricing.
  • Work cross-functionally with all appropriate departments (Sales, Marketing, Supply Chain, Sales Operations, Finance, etc.) to exceed sales goals.
  • Conduct high stakes presentations such as seminars, trade show demonstrations, and other efforts to create awareness and build credibility.
  • Create proposals (including pricing, future pricing, marketing incentives), supply detailed data and evaluate with internal stakeholders prior to presenting to customers.
  • Establish strong partnership and analytic leadership/guidance with Masco shared service team resources.
  • Continually leverage strong analytic skills utilizing customer systems familiarity (e.g. RetailLink, POL).
  • Partner with corporate counsel, finance, and executive leadership to negotiate, finalize deal points, review legal contracts, and execute final contracts.
  • Serve as point of contact to resolve issues (product, service, accounts receivable, and or customer) and expedite resolutions as needed.
  • Manage sales expenses to plan, and maintain complete and up-to-date records of expenses, including submission of reports in a timely manner.
  • Provide support, mentoring, and leadership to sales team members and manage business through provided CRM tools.
  • Other duties as assigned.

JOB QUALIFICATIONS:
EXPERIENCE/EDUCATION/TRAINING:

Bachelor’s degree
8+ years of National Account Management or related sales experience
Building materials experience a plus
Knowledgeable in full customer relationship management process
Experience with negotiating and fulfilling national customer contracts

KNOWLEDGE/SKILLS/ABILITIES RECOMMENDED FOR POSITION:
Strong interpersonal skills and well-developed written, verbal, and presentation skills
Strong networking and relationship building skills that result in new account revenue
Ability to work effectively across functions to achieve desired customer satisfaction goals
Strong problem-solving skills
Exceptional Negotiation skills
Ability to adapt approach and style to achieve account objectives'
Demonstrated leadership ability
Demonstrated strong analytical and strategic thinking skills

Computer applications skills, including Microsoft Office, Retail Link, POL, SalesForce, etc.
Proven ability to drive change and results through influential leadership skill

Ability to travel as required (estimated 25%) and work some extended hours

Shift

Full or Part Time

Full time

BEHR (the “Company”) is an equal opportunity employer and we want to have the best available persons in every job. The Company makes employment decisions only based on merit. It is the Company’s policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

BEHR is an E-Verify employer. E-Verify is an Internet based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States. Please click on the following links for more information.

E-Verify Participation Poster: English & Spanish
E-verify Right to Work Poster: EnglishSpanish

No visa sponsorship is available for this position, unless specified within the job description.

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