Summary:  The Retail Sales Manager is responsible for leading and developing our retail sales team within a defined geographical region. The Retail Sales Manager and their sales team are responsible for growing our retail special order business and our customer’s growth within their professional contactor and builder customer segment. The Retail Sales Manager will develop, execute, and facilitate our pro strategy within their assigned geography, working closely with our customers pro sales teams, our internal retail national account team, our general managers, and our retail salespeople in the field. This role will be focused on all strategic product categories we take to market which include Millwork, interior doors, exterior doors, outdoor living, Huttig Grip fasteners, and specialty building products. This role will also be focused on the development of their team through sales process training, regular observation ride-a-longs, product training, and professional development.

Essential Duties and Responsibilities include, but are not limited to the following:

• Drives for results and performance:
  • Plans and achieves stretch goals for their market, driving profitable growth.
  • Achieves budget for revenue and gross margin.
  • Sets and achieves key performance indicators for both retail special orders and the Pro customer segment.
  • Utilization of data to understand current business, reduce customer churn, and to coach retail sales reps.
• Coaching, development, and management of retail sales team:
  • Manages performance through defined expectations and follow through.
  • Monthly 1 on 1’s to discuss performance, opportunity pipeline, and professional development.
  • Identifies the team’s professional development needs.
  • Spends appropriate time in the field to observe and assist in sales calls.
  • Assess territories – Hiring and training sales team.

• Champions Woodgrain Sales Process:
  • Coaching the 5-stage sales process and skills used throughout the sales process.
  • Holds team accountable to opportunity pipeline engagement and moving all opportunities through the sales process with a sense of urgency.
  • Reinforces all skills used throughout the sales process through regular coaching conversations.

• Customer engagement:
  • Sets regularly scheduled meetings with pro merchandising teams of our retail customers.
  • Schedules product knowledge training with the retail pro sales teams.
  • Tours and site visits at our manufacturing and distribution centers.
  • Attending and engaging in retail pro trade shows.
  • Oversee the quoting and pricing process for pro-related projects.
  • Service as escalation contact.
  • Establish best practices for engaging the retail pro sales teams at the local and regional levels.
    • Job site ride-a-longs.
    • Builder and contractor training.
    • Local events.

• Organization, prioritization, and communication:
  • Sets an effective and efficient schedule for meetings, travel, and office time.
  • Completes all action items in a timely manner.
  • Response times are quick and show a sense of urgency.
  • Takes time for self and professional development.
  • Communicates well across all business functions to satisfy customer needs.

                Our Culture:

• Our Core Values- Servant Leaders, integrity, customer focus, safety, and respect for people.

• Our Division- Committed, empowered, inquisitive, collaborative, and urgent.
• Our Sales Team- Passionate, tenacious, creative, hungry, and competitive.
• Our Sales Process- Professional, consultative, sense of urgency, persistent and customer centric.
• Our Sales Team Leadership- Empathetic, humble, mentors, patient, and accountable.

                Qualifications:

                To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The job functions require the possession of a valid state driver’s license.

Education and/or Experience:                                                        

                Bachelor’s Degree is preferred but not a prerequisite. Relevant experience of at least 3-5 years, unless currently in another role within our organization.

Other Skills and Abilities:

Candidate should have above average skills in Microsoft Windows, Word, Excel, and PowerPoint. They should have excellent communication skills, both oral and written. Attention to detail a must.  Outside sales reps must have time management skills, be self-motivated, be able to build relationships, and always maintain a positive attitude. Customer facing roles require maintaining a professional appearance and providing a positive company image to the public. Position requires travel with overnight stay.

Supervisory Requirements:

• Retail field sales team.

Physical Demands:

                The physical demands described here 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.

                While performing the duties of this job, the employee is regularly required to talk or listen.  The employee must be able to lift, stock, cull, or inspect material on a daily, weekly, or monthly basis. 

Work Environment:

                30% to 50% travel.