Director National Sales

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Job Details:

Director of National Sales

 

Requirements:

 

Successful candidate must have and Bachelors Degree in Business or a related field. Must have at least 10 years experience in management of a sales team. He or she should have unquestioned integrity. Exceptional interpersonal and relationship skills in support of strong customer relationships, to motivate employees, to build effective intra-departmental relationships, and to link with other LII organizations. Strong “platform” and other communication skills; communication oriented; able to formulate and effective communicate plans, progress updates, and information. Executive presence. Demonstrated leadership abilities – able to develop a credible and effective direction/course and able to generate enthusiastic and willing followership. Notable team skills – participating in the EST, building a sales team, and assuring that the sales organization is and is seen as a good member of the overall team. Broad & deep experience base – “been there & done that” – well acquainted with a wide repertoire of alternative approaches, tactics, and strategies HVAC or related experience and/or significant 2-step distribution experience.  Two-Step HVAC experience a must.

 

Duties/Responsibilities:

 

§  Develop and structure the distributor base, managing the allocation of territories and brands to drive increasing market penetration.  This involves identification and addition of significant new distribution as well as managing the appropriate reduction of non-contributing distribution sites.

§  Develop annual plans for growing sales and margins, recommend targets for inclusion in the division annual business plans, and lead the implementation of those plans along with routine measurement and reporting of progress and development of corrective actions as required.

§  Lead the sales organization and the division in the maintenance and further development of exceptional relationships with distributor personnel.

§  Develop extensive personal relationships directly with key distributor principals

§  Develop, recommend, and implement the sales compensation structure for both employed sales personnel and selected rep agencies.  This includes the development of quotas and

§  Structure the sales force to achieve the overall mission adding or reduction rep agencies and direct employment levels as appropriate.

§  Routine analysis of sales and margin progress and the development and implementation of action plans to improve performance, resolve deficiencies.

§  Together with the Director – Marketing develop recommendations for pricing changes and actions to remain competitive, to support the strategic positioning our Allied and its products, and to support business plan margin levels.

§  Lead the sales force in the execution of key Marketing programs and strategies, in the delivery of key messages to the market and customer base,

§  Participate in the division processes to determine forward product line development both as a key provider of market data and intelligence and as an active participant in the consensus decision process

§  Provide the division with market intelligence on competition:  their products, programs, pricing, approaches, tactics and strategies, strengths and weaknesses, gains and losses, etc.

§  As a member of the division Executive Staff Team (EST), participate in team processes to develop overall business unit strategies, plans, and tactics to set and reach aggressive division goals.

 

Benefits:

 

Lennox International offers an excellent salary and benefits package including 401(K) and profit sharing plan. Our health benefits include medical, dental and vision insurance. Lennox International also offers employees basic life and AD&D insurance, a scholarship program and employee tuition reimbursement. Lennox International Inc. is an Equal Opportunity Employer.