Territory Manager - Chattanooga, TN

About the Role

We are looking for a sales professional who is passionate about transforming sales and whose values align with Mannington’s culture. The ideal candidate will have high emotional intelligence, a proven track record in negotiating sales and programs that drive economic value, and a commitment to overachievement. You should be a champion of the consultative sales process, experienced in structured sales environments using CRM tools, and possess strong business acumen and accountability.

Responsibilities

• Establish, develop, and maintain business relationships with current and prospective customers in the assigned territory for all Mannington product categories (Residential hard surface and Mannington Mainstreet Commercial).
• Conduct product knowledge presentations to drive sales with retail and flooring contractor ownership and their front-end sales teams.
• Coordinate sales efforts with marketing, sales management, accounting, logistics, and technical service groups at the residential business headquarters.
• Analyze territory market potential and determine the value of existing and prospective customers to the organization.
• Maintain an active sales pipeline equal to or greater than 30% of your annual sales revenue goal by driving the Mannington consultative selling process (CSP):
  • Identify total account potential in the most impactful sales categories.
  • Identify total real account opportunity for individual category growth.
  • Gain mutually agreed-upon account sales commitments.
  • Establish and document an account sales business plan outlining steps to achieve growth commitments.
  • Regularly track and measure account performance to commitments.
  • Consistently maintain up-to-date and accurate reporting in the company CRM.
• Travel and conduct regular account sales business review meetings with targeted accounts.
• Serve as a Mannington product knowledge expert regarding appropriate fit-for-purpose applications, technical services, market insights, competitive activities, advertising, and promotional trends.
• Install new and maintain current displays with proper updates, ensuring Mannington merchandising meets marketing guidelines and is presentable to the public.
• Ensure all customer account price lists are accurate and up to date.
• Represent Mannington by participating in trade shows and conventions.
• Operate within the allocated sample, merchandising, and travel/entertainment expense budget.
• Utilize company-issued technology and CRM systems to drive and maximize sales revenue with customer accounts.

Performance Standards

• Total Revenue: Achievement of territory sales revenue of $2.1 million in top-line sales annually.
• Number of Accounts: A minimum of 75 accounts producing sales in the territory.
• Quantity of Sales Calls: A minimum of 20 customer-facing calls per week (or an average of 5 per day in the field).
• Quality of Sales Calls: A minimum of 10 Mannington Consultative Sales Process calls per week (or an average of 2 per day) and a minimum of 5 scheduled consultative sales process calls for the following week.
• CRM Maintenance:
  • Customer events and sales activities updated daily with identified next steps.
  • Target accounts are current with documented activity within the past 30 days.
  • Customer business plans are always approved and current.

Requirements

• Bachelor’s degree in business administration, sales and marketing, or a related field.
• A minimum of two years of outside sales experience with a proven track record of performance.
• Experience utilizing a consultative sales process.
• Experience utilizing CRM to manage and forecast sales opportunities.
• Strong analytical skills to identify trends and patterns.
• Strong interpersonal communication, team-building, decision-making, and conflict resolution skills.
• This position requires frequent travel.

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 position. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform these essential functions.

• Regularly required to sit, talk, and hear.
• Occasionally required to stand, walk, reach with hands and arms, and stoop, kneel, crouch, or crawl.
• Must occasionally lift and/or move up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform these essential functions.

• The noise level in the work environment is usually quiet.