IWD Distribution Sales Manager

The purpose of this position is to contribute to the Distribution Region and Industrial Wood Division performance by generating Sales and Profit. This Sales Area will focus on driving business through the Distribution Channel. The area covers the Western USA and all of Canada. This will be accomplished through the motivation, coaching, development, and management of dedicated Distribution Account Managers in your Geography. You will be responsible for the implementation of the Industrial Wood Sales strategies and Sales Excellence program.

* Successfully achieve Area and Region Industrial Wood sales/margin goals.
* Successfully achieve gallon growth goals.
* Successfully achieve overall territory performance goals.
* Successfully manage controllable expenses.
* Select, train, develop and directly supervise and coach dedicated personnel to drive sales through our Distributor customers.
* Improve Industrial Wood Distribution sales and market share in area of responsibility and region through the development and implementation of the Industrial Wood sales strategies.

* Deliver excellent service to Distributors through highly motivated and trained service personnel.
* Select, train and develop Account Managers.
* Provide leadership and assist with the development and achievement of Account Managers selling strategies and Business Planning for the Wood segment.
* Manage Account Managers selling activity; setting goals, reviewing progress, approving pricing, distributor assessment and goal alignment

* Support Distributor activities to maximize territory sales and gross margin dollars.
* Visit Distributors with Account Managers and provide support and coaching with the selling process.
* Help proactively prevent and resolve customer concerns.
* Develop sales, gross margin and expense budgets for Account Managers.
* Make pricing decisions in line with Division guidelines and level of authority.
* Settle complaints in accordance with level of authority.
* Understand Distributor Network in your area and opportunities for expansion
* Attend QBR's and assure Distributor goals align with the Region Goals
* Communicating with new and existing Distributors and End Users.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company's staff, employees, and business relationships.

FORMAL EDUCATION:

Required

• High School Diploma or equivalent

Preferred:

• Bachelor's Degree

KNOWLEDGE & EXPERIENCE:

Required:

• 5+ years of previous sales experience in the paints and coatings industry
• Wood segment knowledge and/or experience.
• Must be able to distinguish one or more chromatic colors.
• Employee must be able to tolerate non-toxic paint odors and be able to wear a respirator as required.
• Must be legally authorized to work in country of employment without sponsorship for employment visa status.

Preferred:

• Wood segment knowledge and/or experience.
• Previous experience sell through Distribution Sales Channel.

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

• 50% or more