We install innovations where they matter most. In the minds of our customers and partners.

As a driver of innovation, Viega is one of the most important technology leaders in the installation industry. We develop intelligent systems and integrated digital solutions. Quality is incorporated into everything we do. We believe that this is about much more than supplying pipelines. We turn spaces into living rooms: More comfortable. More intelligent. More secure. More sustainable.

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Director, Territory Sales - West Region

Job-ID: 12355; Location(s): Field 

 

JOB DESCRIPTION SUMMARY

Responsible for all aspects of management of field sales teams within responsible Regions. Contributes to the creation and implementation of policies and procedures; schedules meetings with Regional Sales Directors to develop and drive goals and objectives within Regions; analyzes market conditions, and contributes to the development of sales, marketing and key account plans; provides and monitors the provision of staff and customer training; contributes to the development and administration of Territory sales and expense budgets with P&L responsibility for Territory budget; cultivates long-term relationships with regional management of key accounts; responsible for pricing policy, price governance and approval of price exceptions within established thresholds; oversees the management of cross-functional teams within regions; contributes to the negotiation and management of Distributor and Contractor rebate programs; contributes to the development and analysis of various sales reports, forecasts and KPI metrics to identify business opportunities and manage business processes. Participation as part of cross-functional teams to provide decision input or administrative support as directed. Primary and secondary approval of payroll and expenses; authorizes time-off.

 

JOB DESCRIPTION DETAILS

Management

•    Manages, selects, trains, motivates, reviews, coaches, develops and retains a high performance team.
•    Conducts timely and accurate employee performance evaluations; addresses performance issues as needed.
•    Implements, and maintains policies, procedures and territory/regional/intra-departmental communications; maintains managerial relationships by encouraging and providing a timely, two-way flow of information between subordinates, management, and user groups. 
•    Motivates team to improve sales and provides training and development opportunities as needed.
•    Ensures compliance in Health, Environment & Safety/Quality in all areas of operations; ensures company policies and guidelines, as set forth in the  Corporate Human Resources Policy manual are followed; maintains a safe and compliant work environment.
•    Regularly schedules meetings with Regional Sales Directors and field sales teams, via conference calls or in person, to discuss goals, strategies, and objectives; defines and manages monthly and annual sales objectives; monitors overall performance and provides direction and objective coaching as needed.
•    Analyzes and develops individual business plans in order to achieve Territorial and Regional goals.

 

Training
•    Maintains professional knowledge by attending training sessions, webinars, educational workshops; reviewing professional publications; establishing personal networks and attends industry conferences and trade shows. 
•    Offers and supports training for Regional Sales Directors and field sales teams, facilitates and promotes staff training and professional development as needed or requested.

 

Budget
•    Develops and administers territory budget, including reviewing previous years budget/expenses and forecasting short and long-range budgeting needs; communicates and disburses budget to field sales team; authorizes expense reports; approves and manages expenditures; ensures expenditures are in alignment with approved budget.

•    Manages P&L to obtain territory/regional profitability in order to achieve operating profit goals; reviews monthly with field sales teams.

Sales and Business Strategies
•    Develops and implements marketing/sales and account strategies in accordance with corporate goals; implements plans for strategic accounts within specified territory/region in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
•    Cultivates long-term relationships with key account decision makers; develops a complete understanding of the organization’s structure and key buying influences of assigned account.
•    Delivers professional sales presentations, utilizing product samples and PowerPoint slides, to various individuals, including but not limited to cross-functional teams, facility engineers, plant managers, distributors, code officials, educators, wholesalers, contractors, etc. in order to advance market growth and product knowledge/development.
•    Communicates with product management and cross-functional teams regarding product launches and product timelines; forecasts inventory accordingly; notifies wholesalers/contractors of any shortages, shipping and availability issues; ensures proper market execution regarding presence, integrity and deployment.
•    Works with cross-functional teams on new product strategies; attends committees for new product development and launches; performs market research; obtains customer feedback regarding new products; works with VP of Sales to determine pricing and market launch strategies. 
•    Negotiates and manages rebate and pricing programs.
•    Attends annual National Sales Meeting.
•    Initiates sales calls on individual accounts, plumbers, distributors, etc.; travels with field sales team members to make joint sales calls to key customers, distributors, and contractors. 

 

Reporting
•    Maintains daily/weekly/monthly/quarterly/yearly sales reports, forecasts, and business metrics; identifies business opportunities; reports on trends with distributors and products, what competitors are doing and on new business initiatives.
•    Creates and reviews monthly reports to assist in targeting specific accounts, regions, and/or product categories.
•    Prepares various monthly reports on quarterly and annual goals and objectives, highlights and challenges, sales and expenses; Director of Sales- NA.
•    Prepares and reviews monthly reports with Regional Sales Directors, including CRM monthly recap report and BI reports to ensure goals and objectives are achieved.

 

Other
•    Attends meetings as required or assigned.
•    Performs other duties as required or assigned.

 

Special Job Dimensions
•    Will be required to travel up to 80% of the time.

 

REQUIRED QUALIFICATIONS

Knowledge, Skills and Abilities

•    Knowledge of computer programs including but not limited to Microsoft Word, Excel, Outlook, PowerPoint, SAP, Adobe, BI, CRM
•    Knowledge of marketing and industry trends
•    Negotiating and influencing skills
•    Advanced sales management, sales process and presentation skills
•    Excellent oral and written communication skills
•    Strong interpersonal skills
•    Strong analytical and problem solving skills
•    Proven ability to recruit, on-board manage, train and lead a high functioning team
•    Ability to resolve issues with customers and staff
•    Ability to work with minimal supervision with timely results
•    Demonstrated ability to understand and implement financial concepts and measurements
•    Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude within sphere of responsibility; demonstrates a solid understanding and affiliation with Viega LLC’s Core Values; always going above and beyond to help others out, regardless of their position or department.
•    Ability to adhere to the highest standards of quality and professional ethics while continually performing at the highest possible level. 

 

Education, Certification/License & Work Experience

•    Bachelor’s Degree in Business or related discipline required
•    8-10 years of industry experience required
•    5-7 years in a sales management role required  
Equivalent combinations of education and experience may be considered.

 

 

Your contact person:

Sandra Brady

The future needs people like you to shape it.

Apply to Viega now.


Nearest Major Market: San Diego