This position has full responsibility and accountability for all sales activities related to the Residential Flooring business for the Pacific Northwest Division. This position will exhibit the leadership to ensure divisional sales, margins, and expense goals are managed and exceeded. Additionally, the business leader will need to coach and develop the Regional Vice Presidents (RVP’s) and Territory (TM) Sales Managers into an elite selling team. This leadership position will lead all strategic marketing programs and initiatives for the division as well as the implementation and execution of all product programs for residential carpet and hard surfaces. Finally, this leader will develop the total Company Flooring Team in the PNW Division to deliver “One-Company” to our customers.
The Leadership Imperatives required to perform this job will follow the Company Talent Model:
Establish Strategic Direction
Encourage Innovation & Lead Change
Coach and Develop Others
By leveraging and coaching the Leadership Imperatives, the DVP will drive the desired business outcomes:
Domestic Market Leadership for residential flooring which includes carpet and hard surfaces.
Mainstreet commercial growth for hard surfaces and carpet.
Dramatically increasing hard surface sales revenue and driving a more profitable profit mix.
Exceed all divisional goals for residential flooring…carpet and hard surfaces.
Directly lead all Regional Vice Presidents and Territory Managers in the division.
Coach, teach and train the Company Residential sales 3.0 business model to the division. Work collectively with Sales Leadership, Marketing, and the Sales Enablement team to deliver all initiatives to the sales team and to the customers.
Move the team from a hierarchy culture to a servant leadership model.
Serve the dealer in a way that inspires them to serve the customer.
Lead the change from being a carpet manufacturer to a total flooring solutions provider.
Prioritize sustainable profit in all flooring categories while maintain carpet market share.
Execute the Company Residential Sales 3.0 business model to our customers:
Understand the Triangle Offense and the role of Marketing to create demand for our products.
Drive the Sales Leadership to execute all products and programs flawlessly for the customers.
Lead the division to a daring destination driven by the goal to achieve bottom line 27% Gross Margins and 15.5% Net Divisional Contribution.
Organize and lead the team to have the right people in place driving “One-Company” to the customer.
The DVP will need to exhibit focus on the Leadership Imperative for Strategy by establishing clear strategic direction for the team with a clear focus on the customer.
The Leadership Imperative for growth will be demonstrated by driving execution, exercising outstanding business acumen to achieve all goals, and driving entrepreneurial success through the entire team.
Additionally, the DVP must encourage innovation at every level of the business for the team and empower others to take risk in order to deliver accelerated business growth.
Finally, the DVP must build the right team focused on the customer. This will be achieved by building organizational talent across all categories and coaching/developing the team. Building strategic partnerships with internal teams and our customers will be required to meet all the business deliverables.
Must be experienced in sales and sales management
Must have extensive knowledge of the total flooring industry including all product categories and selling channels.
Need to continuously meet and evaluate team performance having quarterly conversations with leadership. This needs to be driven through the entire division.
Must focus on product mix and sales productivity for every RVP and every TM.
Need to engage and provide updates of the competitive market environment for all flooring products.
Traveling a minimum of 2/3 weeks per month is required. This would also include travel by plane to all corporate meetings or sales meetings outside of market.
Must have demonstrated the ability to lead, coach and mentor others
Must have demonstrated the ability to establish sales strategy and successfully drive execution of sales plans
High School diploma/GED, Bachelor’s Degree is preferred.
Excellent oral and written communication skills are required.
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