Director of Showroom Sales

Job Title: Director of Showroom Sales
Reports to: EVP of Sales & Marketing
Department: Sales
FLSA Status: Exempt

Primary Tasks and Responsibilities

          Sales and Sales Leadership:

• • Directs, coordinates, manages and motivates the activities and efforts of regional sales managers and the outside sales representatives in all regions (USA, Canada, Caribbean, and Mexico).
  • Leads business channel by setting a high standard of performance and continuous improvement. Develops, motivates and retains a team to drive performance and meet those high standards.
  • Conducts field visits with sales reps, regionals and distribution partners.
  • Manages existing customer base through planning, programs, promotions and further relationship development.
  • Evaluates and coaches representative and regional performance. Develops plans with each representative territory to grow sales and ensures accountability to goals. 
  • Helps plan and execute company sales meetings, also an active participant in such events.
  • Identifies and engages new customer and channel partner opportunities. 
  • Collaborates with leadership to understand business objectives and revenue goals.
  • Organizes and executes showroom customer visits and communicates findings from field visits with HQ team on a regular basis.
  • Lead contact for key organizations and initiatives (such as: Ferguson, PP, HH, L1, LPG, H.U.). 
  • Keeps leadership informed of competitive developments in showroom and trade channels and provides regular performance reports.
  • Provide expert guidance to team in developing operational plans for projects and initiatives.

                   Marketing: 

• • Collaborate with marketing on initiatives directed to the showroom and trade channels
  • Communicates and recommends promotional material for customer events, promos and initiatives.
  • Provides market insight to ensure Hinkley marketing programs are competitive.

            Product Development:

• • In conjunction with regional sales managers, provides insight into important competitive offerings.
  • Participates in and gives feedback on product releases.

            Budgeting:

• • Presents annual sales forecast for showroom and trade.
  • Develops quarterly and annual strategic business plan for achieving forecasted sales figures for showroom and trade channels.

Supervision Received   

• Works under guidance and direction of the EVP of Sales & Marketing.

Supervision Exercised  

• Exercises supervision over Regional Sales Managers.

Level and Type of Education Required   

• Bachelor’s Degree in Marketing, Communication or related field.

Related Work Experience Required  

• Minimum five (5) years of related sales work experience.
• Minimum three (3) years of senior sales management experience.
• Strong knowledge of B2B and B2C sales, distributor relationships, and sales in commercial and residential markets.
• Industry experience in lighting, furniture, plumbing, trade, or commercial is preferred.
• Prior experience managing and collaborating with independent sales rep agencies is highly preferred.

Necessary Specialized Training, Knowledge, Skills, and Abilities    

• Demonstrated problem solving and negotiation skills.
• Competence in statistical analysis and database management.
• Ability to work under pressure and meet deadlines.
• Integrity, sense of responsibility, independent judgment. 
• Ability to communicate effectively, verbally and in writing.
• Ability to work with and maintain confidential information.
• Knowledge of or training in computer applications used within the department.
• Other abilities, skills or training that may be required for a specific department.

Special Requirements   

• Travel, minimum 50% of time. 
• Monthly visits to corporate headquarters as needed.

Work Environment and Physical Requirements

The following descriptions are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to work in an office and perform in a corporate environment
• Ability to sit for prolonged periods of time
• Ability to view computer screen and type on a keyboard
• Ability to converse over a telephone (hear, speak)