Our company culture is built upon YKK’s philosophy called the CYCLE OF GOODNESS. We believe that providing value and being fair to our customers and our employees is what makes us a successful company in return. Guided by our core values and fundamental behaviors, we strive to foster a caring company, committed employees and challenging work that benefits our employees, customers, and communities. We offer competitive compensation packages, training and advancement opportunities. YKK AP America provides employees with a comprehensive benefits package designed to provide the security they need to enjoy life at home and at work. By providing a high level of benefit coverage at a reasonable cost to the employee, we hope to foster a long and productive employment relationship.
Summary:
The purpose of this position is to serve as the leader of the Residential Sales team. This role will be responsible for developing and implementing a comprehensive sales plan to increase gross profit and grow sales territories for Residential Sales in AL, GA, FL, NC, SC and TN.
Essential Duties and Responsibilities include the following:
- Define and prioritize customer targets.
- Evaluate the competitive market to plan and direct sales strategies designed to grow new markets.
- Determine Residential’s value proposition to the target customers, making us the best supplier to meet their needs.
- Monitor and analyze implications of industry trends and market.
- Develop and implement strategic sales plans to accommodate corporate goals.
- Direct sales forecasting activities and set performance goals accordingly.
- Prepare and present sales reports and assessments to track sales progress/performance, communicate market expansion opportunities, provide performance insights, updated relevant stakeholders, identify improvement opportunities, and reconcile monthly sales/gross profit performance.
- Develop the annual Sales Plan including territory quotas and action plans for each territory and Sales Representative.
- Determine, develop, manage, and report operational KPIs for sales.
- Review market analyses to determine customer needs, price schedules and discount rates.
- Increase profit through effective organizational management.
Customer Retention:
- Set and maintain sales strategies to retain and grow existing accounts with a focus on the highest value/highest potential accounts.
- Establish and maintain a systemic way to solicit customer feedback to understand where APA is delivering our value proposition/meeting customer expectations and where there are opportunities for improvement.
- Analyze sales statistics to formulate policy and assist dealers in promoting sales.
- Develop sales review meetings manual and procedure.
- Implement strategies to enhance customer retention and promote loyalty. Proactively identify opportunities to upsell or cross-sell additional products or services that add value to the customer's business.
- Support collections as needed.
- Manage the sales and order processing function.
- Set the tone for the sales team.
- Assign sales territory to sales representatives.
- Accompany Sales Representatives on visits to customers to develop their abilities to improve and maintain healthy relationships with customers and identify future needs.
- Train, coach and support Sales Representatives to maximize performance.
- Advise dealers, distributors, and clients concerning sales and advertising techniques.
- Reinforce and support compliance with all company sales process systems to improve sales force organizational structure and performance.
- Coordinate/liaison between sales department and other business units.
- Lead by example. Build and maintain a dynamic, progressive, performance-based culture founded on the values of collaboration, having a growth mindset, being results oriented, taking accountability, initiative and having fun while we work.
- Partner with Manufacturing to plan and manage capacity, identifying potential manufacturing bottlenecks and proactively identifying solutions.
- Build alignment and teamwork between customers, sales, engineering, product development, customer service, and manufacturing.
New Business Development:
- Author standardized talking points to ensure consistent messaging across opportunities/sales representatives.
- Develop best-in-class templates/tools for pitch decks, proposals/estimates, that are polished, professional, customer friendly.
- Support Marketing in the development of a marketing strategy and the associated content, collateral, technical publications, channels, communications.
- Conduct surveys of competitors to evaluate, monitor and to determine price and promotional strategies; recommends action plans to thwart competition strategies, and exploit weaknesses; and gain in-depth knowledge of competitors including strengths and weaknesses.
- Ensure the scope of each lead is fully understood, documented, and communicated to key stakeholders such as Production, Customer Service and Engineering.
- Engage personally and target top-tier sales leads in partnership with primary sales representative.
- Represent company at trade association meetings to promote products.
Supervisory Responsibilities:
- Management of Sales Organization.
- Management of organization in accordance with YKK AP’s policies and applicable laws.
- This role will be responsible for interviewing, hiring, training, directing, planning, evaluating and executing terminations when required.
- Additional duties may be assigned as required by business needs.
Qualifications and Skill Requirements:
- Bachelor’s degree from four-year college or university in business, marketing or related field plus 5 – 7 years in the residential products segment of the building materials industry plus supervisory experience; or equivalent combination of education and experience.
- Be vigilant about safety.
- Quality-conscious, oriented to excellence.
Travel Requirements:
90% travel including overnight stays.
Certificates and Licenses:
No certifications or licenses required.
Physical Demands:
- The employee must be able to lift and/or move up to 50 pounds. Proper lifting techniques required.
- Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.
- While performing the duties of this job, the employee is regularly required to drive, stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
- The employee is occasionally required to sit; climb or balance and stoop, kneel, crouch, or crawl.
The work environment characteristics described here are representative of those individual encounters while performing the essential functions of this job.
- An individual will be required to wear appropriate safety protective equipment at the proper times and in the proper environments as outlined by safety program rules.
- The noise level in the work environment is usually loud. While performing the duties of this job, the employee is exposed to work near moving mechanical parts and fumes or airborne particles.
- The employee is regularly exposed to extreme heat or humid conditions (non-weather); work in high, precarious places; toxic or caustic chemicals; risk of electrical shock and vibration.