Territory Manager - Atlanta, GA

Mission Statement

As a Mannington Associate I am expected to conduct myself in a manner which supports the company's values and philosophy, while performing in the best interest of my fellow associates. I am expected to contribute to our mission statement: to be the best people to do business with in the flooring industry.

ABOUTMANNINGTON:

Mannington is a fifth-generation family-owned business with values that include: CARE; DO THE RIGHT THING; WORK HARD/ PLAY HARD; AND CONTROL OUR OWN DESTINY.Founded in 1915 by John Campbell, Mannington is still privately held and, after more than 110 years, continues to pursue its commitment to quality, customer satisfaction and the environment through innovative product design and marketing, state-of-the-art processes and industry-leading programs.

POSITION SUMMARY:

We are looking for someone who:

• Is passionate about transforming salesand whose values align with Mannington's culture- we achieve our mission through our values and are looking for someone who is humble, effective, adaptable, and remarkable.

• Has high emotional intelligence - you have a genuine empathy forcustomersandmaximize your impact through understanding the motivations ofeachcustomer andadapting your communicationand sales approachaccordingly.

• Has a proventrack recordfor negotiating sales and programs that drive economic value for both parties (company and customer).

• Has a commitment to overachievement -you have a proventrack recordof consistentlyoutperformingsales quota attainment andyou have a never quit"gritty"attitudetowards salestargets regardless of adversity being faced.

• Is a champion of the consultative sales process- youutilizeexisting CRM reports and continue to develop andleverageinternal data to strategically engage customers through the consultative salesprocess.

• Hasexperiencebeingmanaged in a structured sales environmentutilizinga CRM tool.These could include managing viaa salesmethodology,a forecastmethodology, anda structureddeal management by sales stage.

• Has strong business acumen - understands and uses good judgementof existing and potential salesopportunity.

• Is accountable - you havea provenability and strong willingness to follow through on your own promises and commitments.

ESSENTIAL DUTIES OF THE JOB INCLUDE:

1. Establishes,develops,andmaintainsbusiness relationships with current customers and prospective customers in the assigned territoryfor allManningtonproductcategories (Residentialhard surfaceand Mannington Mainstreet Commercial).

1. Conducts product knowledge presentationsto drive saleswith retail and flooring contractor ownership andtheirfront-endsales teams.

1. Coordinatesat residential business headquarters forsales effort with marketing, sales management, accounting,logisticsand technical servicegroup.

1. Analyzes the territory market potential anddeterminesthe value of existing and prospectivecustomer'svalue to the organization.

1. Maintainsan active sales pipelineequal toor greater than30%ofyour annual salesrevenue goalbydrivingtheManningtonconsultativesellingprocess(CSP)defined as; 1)identifyingtotal accountpotentialin the most impactful sales categories, 2)identifying total real account opportunity for individual category growth, 3)gaining mutually agreed uponaccountsalescommitments,4)establishes and documents an account sales business planoutlining plan to achieveaccountsales growth commitments, and 5) regularly tracks and measures account performanceto commitments. 6)consistentlymaintainsup to date andaccuratereporting ofallthe above incompany CRM.

1. Travel andconductsregularaccount salesbusiness reviewmeetingswithtargeted accounts.

1. Is aManningtonproduct knowledge expert regardingappropriate fitfor purpose applications, technical services matters, market insight and conditions, competitive activities,advertising,and promotional trends.

1. Installs new andmaintainscurrent displays with proper updates ensuring thatManningtonmerchandising meets our marketing guidelines andarepresentable to the public.

1. Ensuresthat all customer account price lists areaccurateand up to date.

1. RepresentsManningtonbyparticipatingin trade shows and conventions.

1. Operates territory withinallocatedSample, merchandising and travel/entertainment Expense Budget.

1. Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.

STANDARDS OF PERFORMANCE:

While the list of major job duties explainswhatis to be done, performance standardsprovidesus with specific performance expectations.They are the observable behaviors and actions which explainhowthe job is to be done, plus the results that are expected for satisfactory job performance.

• MinimumStandards of Sales Performance:

• Total Revenue:Achievementof territory sales revenue of$2.1 million intop linesales revenue annually.

• Number of Accounts:A minimum of 75 accountsproducing sales in the territory*

• Quantity of Sales Calls: A minimum of20customerfacingcalls per week(or an average of 5customerfacing callsper dayin the field)

• Quality of Sales Calls: A minimum of10ManningtonConsultative Sales Processcalls per week(or an average of 2consultative sales process calls per day)and a minimum of 5scheduledconsultative sales process calls for the following week.Consultative Sales Process defined as:

1. Uncoveringor updating customer total categoryPurchase Potential

1. Gaining/updatingand documentingcustomer sales purchase commitment

1. Reviewingcustomer current sales performance to documented commitment

1. Developing / updating and reviewing/documentingcustomer business plans

• CRM maintenance:

1. Customereventsand sales activitiesupdateddailywithidentifiednext steps.

1. Target accountsarecurrent withdocumented activitywithin the past30 daysalways.

1. CustomerBusiness plansare always approved and current.

*Number of active accounts vary depending on specific territory size and geography.

JOB REQUIREMENTS:

• Bachelor's degree in business administration, sales and marketing or related field

• A minimum oftwo yearsoutside sales experience with a proventrack recordof performance

• Experienceutilizinga consultative sales process

• ExperienceutilizingCRM to manage and forecast sales opportunities

• Strong analytical skills toidentifytrends and patterns

• Stronginterpersonal communication, teambuilding,decision making, and conflict resolution skillsrequired

• This positionrequires frequent travel

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position.Reasonableaccommodationsmay be made to enable qualified individuals with disabilities to perform these essential functions.

While performing the duties of this job, the employeeis regularly required tosit, talk, andhear. The employeeis occasionally required tostand, walk, reach with hands and arms, and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment

The workenvironmentcharacteristics described here are representative of those an employee encounters while performing the essential functions of this position.Reasonableaccommodationmay bemadeto enable qualified individuals with disabilities to perform these essential functions.

The noise level in the work environment is usually quiet.

Mannington Mills is an Equal Opportunity Employer and maintains a drug and tobacco free workplace. All qualified applicants will receive consideration for employment without regard to any legally protected status.