Route Networking Group

Route Networking Group Current Positions

Director of Sales and Account Management

Route Networking Group - Boise, ID

What They Do

Our client integrates their passion for interior design and their partnerships with quality furniture manufacturers to assist in creating functional, comfortable, and attractive environments for all business types. Their experienced team provides comprehensive space planning and design solutions while sourcing unique products to enhance any commercial workspace. The core purpose of our client's company is to Build Culture, Create Community, and Enrich Lives. They seek to achieve this purpose for every client through each project they undertake, and the long-term customer relationships they've developed over the last three decades are a testament to that commitment.

What They Need

To better advance their sales footprint in the Northwest region and further fulfill their core purpose, they are adding a Director of Sales and Account Management to their growing team. As a close-knit group of account managers, designers, and installers, they want someone who shares their values and passions and is knowledgeable and driven in the world of sales and sales leadership. This position has almost limitless potential as they are looking for new ideas, inspiration, and to push the envelope within their team and within their industry.

The Director of Sales and Account Management’s primary responsibility will be leading their team of sales and account managers as well as driving growth in the areas of new business development and account management. This position will also be responsible for market awareness and top-of-funnel growth, through high-level selling, key relationships, and gross profit & margin management. This leader will also ensure the team’s alignment with the company’s core purpose and values. The key to success in this position will be through the development of strategic initiatives that allow their sales and account managers to effectively prospect, manage their pipeline, and ultimately win more business with both new and existing customers.

Strong existing relationships with the Inland Northwest construction, real estate broker, and architecture & design (A&D) industry are a plus and will need to be cultivated with growth into the position, as this leader will interface with key customers, manufacturers, industry peers and A&D firms in the marketplace.

What You Will Do

Duties, Responsibilities, & Day-to-Day Tasks

  • Team Leadership
    • Recruit, hire, train, and maintain staff at appropriate level for overall dealer sales goals and workload; oversee targets, strategy, goals, customer satisfaction, ongoing relationships, and sales effectiveness
    • Ensures sales and account management team’s alignment with company processes, team & individual goals, core values, and core purpose
    • Daily coaching, support, and accountability for sales team
    • Drive “Kaizen” amongst the sales team through continued training from the following sources:
      • Manufacturers
      • Industry experts
      • Dealer leadership
    • Establish and maintain compensation strategy to ensure their team is incentivized toward the correct behaviors and goals
    • Ensure sales & account management team has the appropriate resources and strategies to meet established goals
    • Promote and embody the core values of the company
      • Build trust, rapport, and energize the team towards professionalism, technical competency, motivation, enthusiasm, commitment, and work ethic amongst the sales staff, other internal staff, and customers
  • Sales Strategy & Planning
    • Develop and implement sales strategy for firm and marketplace including volume goals, margin goals, product mix, target accounts, and new business development
    • Adapt sales and marketing strategy within local markets, developing from a deep understanding of market drivers and company differentiation
    • Ability to travel in order to develop regional growth goals and lead remote sales teams
    • Develop short-term and long-term plan to create efficiencies and leverage resources in adjacent markets, working closely with management and preferred manufacturers
  • Sales Development & Execution
    • Function as leader of the selling team, providing high level sales strategy and support professional presentations for major customers; help set pricing, product and service strategy for major accounts, bids and projects
      • Help set company and individual goals for sales, margin and margin percent, new business sales, sales for core furniture lines, etc.
      • Manage selling expense and sales budget within company guidelines
      • Manage sales forecasting and projections, providing timely and accurate sales reports to management
      • Support sales & account management team in key relationships, presentations, accounts, and bid & proposal development
      • Oversee RFP production for major bids and projects
      • Quickly address shortfalls by individual sales & account management staff—coach staff, set short term goals, oversee weekly activity, and cut losses quickly if performance doesn’t improve to acceptable levels
    • Lead the implementation of the company’s sales strategy across the Inland Northwest Region (Idaho, Eastern Washington, Western Montana), understanding each individual market and customizing to meet unique needs
    • Drive new business development activities and distributes sales leads to appropriate sales & account managers
      • Develop and maintain social and professional relationships with customers, manufacturer reps, A&D firms, and real estate brokers
      • Network extensively for leads (business groups, real estate brokers, A&D community, local community organizations, etc.)
      • Help further establish the brand reputation of the company’s dealership
  • Contract Furniture Management
    • Stay up-to-date with major furniture lines, new product introductions, secondary lines, and industry best practices
    • Gain in-depth understanding of contract furniture management at dealer level, including sales role in those processes and procedures
    • Hold strong relationships with key manufacturers and negotiate on behalf of BII
  • Advocate on behalf of the sales & account management team and customers for internal order fulfillment, performance and service products
    • Identify and forecast industry trends and opportunities and plan accordingly

Key Initiatives & Year One Deliverables

  • Effectively structure team and plan to execute Sales & Account Management team into four distinct vertical markets (Healthcare, Higher Education, Commercial, Government)
  • Convert 3 competitively held accounts
  • Make headway into 10 non-held accounts in the Healthcare and Government markets
  • Build and execute a 2020 selling strategy
  • Meet or exceed established sales and profit goals

What You Bring

  • A minimum of a bachelor’s degree in business, design, architecture, construction or related field
  • 10+ years of experience working in a sales and/or management capacity, plus a resume that reflects:
    • Solid leadership experience
    • Proven Sales and or Business Development record
    • Hands on team development and training experience
  • Deep understanding of high value, complex, project sales
  • Proficiency in CRM and reporting software – (Sales Force, QuickBooks, Microsoft Dynamics, etc.)
  • Service-focused mindset, excellent listening skills, and a love of communication and solution-seeking
  • Superb writing and communication skills for customer and team communication in which to deliver BII’s objectives and values
  • Demonstrated success in cross-functional collaboration, critical thinking, problem solving, managing work and professional relationships, and interpersonal communication
  • A passion for customer success and service
  • Ability to thrive in an interdependent team environment
  • Alignment with company core values & purpose

Posted On: Wednesday, October 30, 2019

Tagged: Sales

Apply to this job
  • *
  • *
  • *