Job Description

Sales Manager

Remote – must be located in Southern California

50% travel to assigned territory

LHH Recruitment Solutions is working with a client who is looking for an ambitious, motivated, go-getter with a proven track record of sales success, building and maintaining lasting client relationships to join their team.

50% travel to assigned territory across New Mexico, Southern California, and Texas.

To be considered- candidates must have experience in plumbing, bath, water technology or similar. This is an absolute must!

Position Overview:

This position will manage the activities of independent sales representatives to meet the overall and specific sales objectives of the defined sales territory. Responsible for hiring and retaining independent sales representatives. Has the authority to change representation for the territory based on performance of the representative and after consultation with the regional manager. Manages the activities of the representatives according to accepted company sales strategies and training methods.

Engaged in the in-person training and meeting of customer constituencies and sales representatives in the designated sales territory. Make sales and specification calls independently and with sales representatives on architects, plumbing contractors, engineers, wholesale distributors, and showrooms to influence the specification of and sales of the company's range of products.

Provide pre- and post-sales support to the aforementioned groups. Maintain and update information on assigned territories’ project pipeline and partnered showrooms by utilizing the company and representative resources available. Communicate your territory needs and opportunities to your regional manager via meeting updates or monthly call reports. Conduct in-person product trainings and attend trade shows and events to establish a technical standard and product awareness in the marketplace. This position requires up to 50% travel within your assigned territory.

Essential Duties and Responsibilities:

Territory Management (20%)

• Assess and evaluate sales contribution of sales representatives.
• Monitor sales development and training activities of sales representatives and direct sales staff.
• Plan for succession of sales representatives.
• Directly manage relationships with large customers within the territory to achieve region sales budget.
• Communicate significant customer and sales staff issues and opportunities with regional manager.
• Conduct modular builder calls independently or with representatives.

Sales Planning (10%)

• Participate in establishing the annual sales budget for the territory. Assign sales budget to independent sales representatives.
• Establish goals, objectives, and activities for sales representatives and direct report/s.
• Assign specific targets for large customers and formulate customer-specific programs where warranted to reach sales objectives.
• Direct project tracking in order to maximize new construction sales potential.
• Participate in and promote company sales campaigns.

Customer Relations (25%)

• Organize activities in a manner that allows for the proper amount of large customer contact.
• Participate in customer meetings and presentations with direct reports and sales representatives.
• Communicate the needs of customers to Sr. VP of Sales and Director of Customer Services.
• Ensure customer relationships are established with independent representatives to improve sales performance and market penetration.

New Sales Activities (20%)

• Conduct modular builder calls independently or with representatives to create growth opportunity in new sales channel.
• Identify and partner with bathroom showrooms to grow product sales.
• Track large construction projects in conjunction with direct and indirect sales staff and report progress on a quarterly basis.
• Promote new products with sales representatives during customer visits, trade shows, and events with large accounts.

Contribute to Sales/Specification Efforts (15%)

• Communicate and understand company’s market, strategies, territory’s sales goals, and other strategic initiatives.
• Develop and coach independent sales reps on the technical aspects of the company’s product for the specific purpose of sales and marketing.
• Create sales opportunities through daily training and technical interactions.
• Facilitate CEU presentations to architects, designers, and interior designers.
• Participate in campaigns to advance specific product initiatives and attend trade shows as required.
• Focus on the following groups: plumbers, qualified installers, trade schools, architects, plumbing contractors, engineers, wholesale distribution partners, showrooms, and modular builders.
• Engage with professional organizations representing the company’s brands and products, such as NARI, AIA, IIDA, ASID, MBI, etc.

All Other Duties as Assigned (10%)

Required:

• Bachelor’s Degree in Sales, Marketing, Business Administration, Business Management, or a related field.
• 5+ years of Building Products Channel experience.
• Working knowledge of the sales process, creation of a sales plan, legal ramifications of sales policies, and establishing a sales budget.
• 5+ years of experience developing customer relationships.
• Proficient in all MS Office applications, including TEAMS.
• Hands-on experience with CRM software.

Preferred:

• Direct industry experience.
• Knowledge of North American Building Products Channel, specifically plumbing wholesale distribution.
• 5+ years sales experience or as a trainer in the Building Products Channel.
• Proven track record of developing strong customer relationships and preference for the company’s products.
• Knowledge of general construction/engineering practices and methods.
• Knowledge of the U.S. plumbing market, codes, and standards.

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