Job Description

Description

At Norix, we design innovative, robust furniture that meets the real-world need for humanizing challenging environments. We are currently looking for a Regional Sales Mgr to work with our rep groups to achieve sales goals in the Central territory, which covers the following states: Alabama, Georgia, Illinois, Indiana, Michigan, Ohio, Iowa, Kansas, Kentucky, Minnesota, Mississippi, Missouri, Nebraska, Tennessee, Wisconsin.

Requirements

Summary: Reporting to the Vice President of Sales and Marketing, the Regional Sales Manager’s primary responsibility is to achieve sales objectives by developing and implementing the strategy for penetrating and increasing share in the assigned territory, and managing all field sales activities. 

Duties/Responsibilities:

- Accountable for meeting annual sales objectives – motivated to exceed targets

- Accountable for ALL lead conversion (targets, prospects, leads, quotes) in assigned territory

- Fully utilize NetSuite CRM software to manage prospects & leads and convert quotes to revenue

- Fully engage in CRM database management (shared with Customer Care and Field Sales Reps)

- Forge strong relationships with decision makers and influencers at key accounts

- Identify, cultivate and manage National Accounts where applicable.  Implement account-specific strategies

- Actively manage customers through the sales cycle and “close the sale”

- Conduct sales calls to achieve sales objectives and nurture business relationships with major accounts

- Proactively prospect for new customers and business segments 

- Identify customer “targets” to deliver incremental revenue

- Develop successful strategies for competitive bids and direct support personnel accordingly

- Proactively seek & establish pre-negotiated contracts (i.e. state contracts) to facilitate procurement with reduced competition

- Keep management apprised of market trends and competitive activity in the field.  

-       Advise Marketing of new product opportunities

- Responsible for managing channel dynamics and implementing successful operating methods with:

*End users

*Dealers & distributors

*Contractors

*Architects & designers

- Conduct accredited CEU presentations with the A&D Community to support company objectives for thought leadership

- Ensure sales transactions are consistent with Norix published Terms and Conditions and company policies

- Approve deviated pricing and other sales concessions as necessary, consistent with company margin objectives and commission policies.

- Manage and participate in assigned national and regional trade shows

- Work closely with Customer Care Specialist to exceed customer expectations

- Conduct assigned portion of annual Sales Meeting and product training as needed

- Participate in managers meetings and strategic planning meetings 

- Convey Norix brand and reputation

- Perform other related duties as assigned

Required Skills/Abilities:

- Must be action-oriented with a strong attention to detail

- Ability to forge strong customer relationships and work with senior level executives

- Excellent verbal, written communication, interpersonal, organization and time management skills

- Computer literate - Microsoft Office package (Word, Excel Spreadsheet, Power Point, and Outlook) 

- Must have experience utilizing CRM software on a daily basis.  NetSuite ERP experience a plus

- Ability to effective interact and communicate with all levels of personnel in a fast-paced environment.

- Solid business acumen, management processes and problem solving skills

-       Must be willing and able to travel domestically as needed

Education/Experience:

- Bachelors degree (preferred) or equivalent combination of skills and experience

- Demonstrated leadership capabilities and 5+ years of sales management experience

- Contract furniture industry sales experience preferred