Commercial Sales Manager

What if you didn’t have to sell the brand, just our amazing product line? What if you didn’t have to convince your customer that your product was top quality? That’s what it’s like to sell for Andersen Windows and Doors. If you want endless opportunities working with colleagues who support and inspire you to do your best work, you want to sell for Andersen. At Andersen, Orange is how we describe a spirit that drives us to imagine what’s possible. Our commitment at Andersen is to have an inclusive and diverse workplace where employees feel respected, valued and driven to realize their full potential. Whether in product development, our manufacturing processes, sales programs and services, the relationships we build—with our customers, our communities and each other—we see possibility everywhere, every day and use our collective talents to make it happen. We hope you’ll accept our invitation to Be Orange, Be You at Andersen.
PURPOSE:

Responsible for the management, deployment and performance of the Commercial Sales Representatives in a region, which focuses on the attainment of specific Architectural and Commercial segment objectives. Provide direction to the commercial sales team and influence the Regional Sales Managers and BDR-Ts to develop competencies and increase market share and effectiveness in all of the Architectural and Commercial segments. Develop programs with sales leadership to improve competencies in the dealer channel to capitalize on incremental opportunities.

RESPONSIBILITIES:

Manage the Business Development Representatives - Commercial (BDR-C's), collaborating with their assigned Regional Sales Manager & sales representatives to help develop and grow the commercial segment within their respective geographical area. Support the integration of the BDR-C's within their regions and determine ongoing BDR-C educational requirements.

• Collaborate with Commercial Sales Director and Regional Sales Managers to develop comprehensive Architectural and Commercial sales programs and initiatives to increase market share and deliver measurable sales growth within the segment.
• Provide direction to Regional Sales Managers and Channel Development team on the development of a commercial dealer channel to effectively support the Commercial segment.
• In conjunction with Architectural and Commercial segment. Marketing Managers, develop tools and promotional materials to increase brand awareness and sales.
• Collaborate with Regional Sales Managers on programs and processes to drive market share gains in the Architectural and Commercial segment.
• Provide insight to Sales Leadership on the Architectural and Commercial segment.
• Develop qualitative and quantative insight in their markets on the Architectural and Commercial segment to identify products and services to grow share and provide to appropriate business units.

• Manage Commercial Sales Representatives and work closely with Regional Sales Managers on Architectural and Commercial segment programs and process improvements. Manage Architectural and Commercial sales team deployment to drive incremental sales growth. Influence Marketing and business units on the development of products, programs and tools to support the Architectural and Commercial segment in their markets.

Qualifications

• Bachelor's degree in business, marketing or related field or equivalent experience, and 3-5 years experience managing geographically dispersed, professional sales staff required.
• Knowledge of codes, regulations and construction management including energy, sustainability, and Leadership in Energy & Environmental Design (LEED) or "green" building practices, for both residential and commercial construction.
• Strong knowledge of general business practices, including basic sales and marketing principles, as well as Commercial and Channel sales practices.
• Knowledge of the Architectural and Commercial segment and a demonstrated ability to direct a segment-focused sales team to influence specific behaviors and market share gains.
• Demonstrated ability to achieve business success in terms of measurable sales and margin results personally and through others.
• Strong ability to coach and train in selling and product knowledge skills, and to motivate professional staff to exceptional levels of business performance.

• Excellent analysis, planning, program development and communication skills, including demonstrated skills in large and small group presentations.