External Sales Manager - US & CA

SUMMARY

The External Sales Manager is responsible for driving the company’s profitable sales growth and assuring we are aligned with the best industry leading distributor partners.  He/she leads Modernfold’s Regional Sales team in US/Canada and supports / manages / improves the external distribution network.  He/she delivers profitable sustainable growth strategies and executes them through all sales channels in US/Canada.  He/she is responsible for helping understand the market and recognizes where we can grow our market share.  Greenfield, IN based position.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Leadership

• Drive profitable sales growth across all Modernfold products and sales territories
• Lead, manage and direct field sales team to satisfy end-customer needs and manage Distribution Partner performance
• Be visible in leadership role with Distributors, Customers, Architects, Designers, and partner with Key Account team when opportunities arise
• Join Modernfold’s Leadership Team and collaborate with other department heads to develop best practices
• Serve as a vocal Voice of the Customer within Modernfold’s Leadership team and advocate for solutions to satisfy customer needs
• Proactively resolve issues and make strategic decisions within area of responsibility

• Design and implement sales programs and strategies in cooperation with Modernfold’s Marketing team

Administrative

• Collaborate with Inside Sales Manager to ensure and maintain customer support strategies to be recognized as the best customer experience organization in the industry
• Implement and maintain sales management tools and techniques to monitor and maximize external distribution sales channel performance in each territory
• Complete ongoing competitive and market share analyses and develop sales program and strategies to succeed in current market conditions
• Develop and strategize with Sales Director sales plans / budgets / forecasts by product line and territory
• Support and develop Regional Sales Team to succeed and grow
• Create and strategize with Sales Director to implement and sustain incentive compensation plans that both motivate the sales team and achieves Modernfold goals

QUALIFICATIONS

• Strong fundamental sales skills, e.g., negotiations, consultative selling, relationship building, product positioning, pricing, strategy, product management
• Minimum of seven years of distribution / sales management / business development experience, preferably with architectural / construction related products.
• Proven track record in selling premium architectural products through distribution sales channels.
• Proven ability to work independently and collaboratively
• Proven ability to challenge internal and external customers to maximize optimal sales growth
• Exceptional leadership skills in developing leaders, salespeople and customers
• In-depth experience in planning, budgeting, business development, sales management, project related sales, including construction products and services
• Extroverted personality with strong interpersonal and communication skills and ability to build strong professional relationships
• Proven ability to problem-solve, prioritize and meet deadlines
• Ability to read and understand architectural drawings and specifications
• Being a persistent and compliant personality, while driving our dormakaba company behaviors: Simple for customers, courageous and play to win, act as ONE global team, respectful and communicate openly, develop ourselves, and celebrate successes
• High interest in learning and developing
• Willing to travel overnight up to 60% of time
• Capable of coordinating with all involved parties to resolve escalating issues arising from customers or internal departments
• Able to use all relevant tools like ERP, Microsoft Office, CRM, electronic sales tools, etc.

EDUCATION AND EXPERIENCE

Bachelor’s degree in Sales or similar discipline is required, MBA is preferred