This position reports to the Senior Director of Commercial and supports Floor & Decor's Commercial business. Primary responsibilities include supervising a sales team of Regional Commercial Account Managers (RAMs), supervising additional Commercial Sales Managers, and working with the Pro Services Commercial sales team to help define and identify commercial sales opportunities for the company as outlined below. This position is heavily focused on outlining a strategy to incrementally increase business and to develop additional growth opportunities, as well as achieving company sales goals. This position can be located out of Boston, NYC, DC, Richmond, Norfolk, VA Beach, Charlotte, Charleston, Atlanta, Savannah, Orlando, Tampa, West Palm Beach, Miami, Birmingham, Memphis, Columbus (OH), or Detroit .
Minimum Eligibility Requirements:
High School diploma or equivalent. Bachelor’s degree preferred.
3 years of sales management experience required.
Demonstrated sales and business development skills.
Ability to analyze sales data and develop recommendations and solutions.
Proven ability to recruit, hire and train Commercial sales people.
Excellent organizational, planning and time management skills.
Strong interpersonal skills to interact effectively at all levels and across diverse cultures.
Excellent communication skills (verbal and written).
Demonstrated ability to make effective executive level presentations.
Possess self-motivation, determination and persistence, even when confronted with rejection.
Must possess excellent customer service skills and be results oriented.
Ability to multi-task, meet deadlines, and work in a fast-paced environment.
Must have a valid driver’s license and proof of automobile insurance.
Must pass pre-employment background check.
Essential Job Functions:
Identify, recruit, hire and train new RAM’s for the commercial team.
Accountability of the sales team’s results in lead generation, follow-up, client development, and sales results.
Hold sales team accountable for specific sales targets.
Work continuously with store Pro Services Managers, Pro Services Representatives, and Commercial Sales teams to obtain new business through a variety of techniques, including telephone solicitation, in-store sales and outside sales, trade sales, and other business development activities.
Train and monitor Commercial sales team to ensure they maintain current list of all prospects in electronic database as specified by the company.
Work with store Pro Services Managers and Pro Services Representatives and CEM’s when needed on pricing and business development strategies in collaboration with and under the direction of company and/or store management.
Determine prioritization of specific commercial sales targets and directing the sales team resources in accordance.
Determine specific project negotiated pricing and market pricing to make informed pricing decisions.
Negotiate large client opportunities and assist the sales team in closing them.
Work with company Merchandising, Operations and Marketing Departments to focus sales efforts on developed and in developing campaigns to maximize sales efforts.
Participate in trade associations and trade shows and assists in other promotional efforts.
Analyze local market to identify market opportunities, prospective companies and associated buyers.
Train the Commercial Sales team to follow-up on referrals and self-generated leads to identify buyer influences and any timing issues.
Monitor prospects’ contract calendars; prepares reports on status of leads and other reports as required.
Plan visits with appropriate operations personnel, such as the responsible store managers.
Train and monitor store Pro Services Managers and Pro Services Representatives, and the Commercial Sales team on sales presentations to prospective customers.
Solicit orders and process approved services schedules.
Strive to achieve goals for new commercial customers.
Train and monitor the Commercial Sales team to ensure they regularly meet with new customers to assess level of satisfaction with services and to develop a list of strong referrals.
Train and monitor store Pro Services Managers, Pro Services Representatives, and the Commercial Sales team on how to develop and submit proposals and responses to RFQs and RFPs issued by prospective customers after obtaining pricing and specifications approval from management, as appropriate.
Train and monitor the Commercial Sales Team on how to enhance and maintain business development skills through participating in a variety of training programs, as assigned.
Perform additional functions, duties and specific tasks of a similar nature and scope as necessary in order to achieve assigned business objectives.
WORKING CONDITIONS (TRAVEL & ENVIRONMENT)
Frequent travel required including air and car travel
While performing the duties of this job, the employee is occasionally exposed to a warehouse environment and moving vehicles. The noise level in the work environment is typically moderate to noisy
Medium Work – Ability to exert 20-50 pounds of force occasionally, and/or 10-25 pounds of force frequently, and/or greater than negligible up to 10 pounds of force constantly to lift, carry, push, pull, or otherwise move objects. The employee is often required to use their hands and fingers, to handle or feel. The employee is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, and crouch.
NOTE: Floor & Decor considers all applicants for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, medical condition, pregnancy, marital or familial status, veteran status, or based on any other class protected by applicable federal, state, or local law. Floor & Decor also provides reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local law.
This job description does not constitute an employment agreement between the employer and the employee and is subject to change by the employer at its sole discretion.
Floor & Decor is an equal opportunity employer and is committed to equal opportunity for all associates and applicants. F&D recruits, hires, trains, promotes, compensates and administers all personnel actions without regard to race, color, religion, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, gender expression, national origin, age, mental or physical disability, ancestry, medical condition, marital status, military or veteran status, citizenship status, sexual orientation, genetic information or any other status protected by applicable law.
This policy applies to all areas of employment, including recruitment, testing, screening, hiring, selection for training, upgrading, transfer, demotion, layoff, discipline, termination, compensation, benefits and all other privileges, terms and conditions of employment. This policy and the law prohibit employment discrimination against any associate or applicant on the basis of any legally protected status outlined above.
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