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Director of Sales

Company: Springs Window Fashions
Location: Waukegan
Posted on: June 6, 2021

Job Description:

Description

About Horizons Window Fashions

With roots stretching back to 1891, Horizons has experienced unprecedented growth marketing and producing unique and innovative window fashions not available from any other company. We're proud of our long, rich heritage of creating supreme quality, locally handcrafted products in Waukegan, Illinois.

A Legacy of High-Design, Custom Craftsmanship

When craftsman Joseph Perkowitz arrived in the United States in 1891 and started the first Perkowitz family window fashions store in Evanston, Illinois, he began a journey that formed the foundation of our custom, high-design, and bespoke window treatment manufacturing, engineering, and design capabilities. Today, Horizons is leading the charge to deliver future design ideas limited only by the imagination and creativity of our customers.

Continuing the Journey

In 2013 Horizons was acquired by Springs Window Fashions. Springs has been part of the window treatments industry since 1939. Headquartered in Middleton WI, Springs has over 8,000 associates and 18 locations worldwide. We pride ourselves as "The Best Experience Company", striving to provide the best experience for our consumers, channel partners, and associates.

KEY RESPONSIBILITIES and DELIVERABLES

Reporting to the General Manager of Horizons Window Fashions, this highly visible sales leadership role has the mandate to create and execute an effective growth strategy that focuses on all channels of trade, including national accounts, regional accounts, independent dealers, and specialty designers. This executive will team with others in sales, marketing, brand management, customer service, manufacturing, supply chain, and distribution across Horizons and the broader Springs Window Fashions to enable execution. This leader will shape an organization with a strong market focus to drive change in how we create and generate demand. The executive is responsible for building, developing, and inspiring a high functioning team to deliver industry leading market development initiatives, that ensures Horizons is driving a demand pipeline that outperforms the market.

Demand Creation and Sales Growth

  • Plan and execute demand creation activities in each segment and target. This includes business development campaigns, new customer acquisition strategies, "push and pull" initiatives. etc.
  • Identify top customers with growth opportunities and develop and then execute strategies to grow volume including new product introduction and management, and market share grabbing
  • Act as Project Manager for key major projects, coordinating with Technical Support, Customer Service, Credit, and customers.
  • Develop/train dealers on new product updates through approved presentations and other collateral
  • Partner with customers to develop growth plans and market-grabbing initiatives

Strategic Planning

  • Develop and direct execution of plans, lead the organization to grow in capability and bandwidth, improve overall profitability and margin, while ensuring alignment with company strategy and business goals.
  • Continually be across market realities and changes, and develop executable strategies to beat market metrics
  • Must have instincts and self-discipline to constantly develop and redevelop growth plans that may include new product innovation pipeline

Leadership

  • Effective team management including hiring, coaching, mentoring, developing, and transitioning.
  • Align sales team with the strategic direction of the business.
  • Be disciplined in closing the Plan-Do-Check-Adjust (PDCA loop) of sales and marketing teams to ensure execution and results are achieved
  • Drive a culture of open and candid communication, where critical thinking and action orientation trumps analysis-paralysis and resistance to change
  • Coach, mentor and train critical skills that foster a relentless team drive to achieving sales goals.
  • Champion continuous improvements within the organization. Determine ways to continuously improve our field processes and capabilities to be more efficient and effective.
  • Develop knowledge base of the sales team to achieve business goals and objectives that ensure continued growth.
  • Be able to develop measurable metrics, and manage performance to the measures

Requirements

PROFESSIONAL EXPERIENCE and QUALIFICATIONS

The successful candidate is expected to be a strong, yet practical functional leader with a track record of expanding portfolio of products at dealers and distributors, and substantially improving the performance/results orientation of the current sales force. Qualified candidates will have experience driving top line growth through the creation, development, and management of successful sales programs including both "push and pull" initiatives. Ideally, the person should have 15+ years of significant account management and sales experience in the branded consumer durables arena, with a special preference for the home dcor and/or building products sectors. Regardless of career progression, he/she should have experience with driving growth, developing and implementing the appropriate policies and processes necessary to drive and manage an organization, and infusing his/her teams with a clear and focused drive for measurable performance. This executive will be a key internal leader who will collaboratively drive organizational growth and enhance performance. A Bachelor's degree in business, sales, marketing, engineering or a related field is required; an MBA is preferred.

Knowledge, Skills and Abilities

  • Demonstrated track record of success leading sales teams selling through a building products or home dcor dealer and designer network
  • Ability to construct and successfully develop a "push and pull" demand creation model
  • Experience working with independent dealers is desirable.
  • Experience developing a large effective sales force is a must
  • Experience utilizing CRM to track and analyze salesforce activity (Freshworks or SalesForce).
  • Strong analytics and process orientation a must.
  • Ability and willingness to travel up to 50%.
  • Multi-category product engine leadership experience.
  • Strong costumer and market focus; adept at defining and evaluating consumer unmet needs to gain market position
  • Proven and demonstrated strategic leadership skills
  • Solid financial analysis and management skills; knows how to achieve profitable growth
  • Strong skill sets in the areas of presentation, facilitation, consultative, written and verbal communications
  • Strong analytical skills with the ability to lead forecasting and budgeting work and make pricing decisions
  • Solid understanding of company financials, including product pricing, risk management, profitability
  • Excellent communication skills, both verbal and written, and an ability to simplify complex concepts and communicate to all levels of the organization
  • Ability to create compelling rationale for ideas and develop thorough and thoughtful business cases

LEADERSHIP CHARACTERISTICS

A visionary and dynamic leader with strong strategic planning skills, the ideal candidate should excel at delivering results through operational and executional excellence. He/She should enjoy the interactions with key customers and have the skills that allow for quick access to senior executives within major accounts. In addition, he/she should demonstrate true leadership capability and have strong cross-functional and team-building skills with an ability to manage effectively up, down and across an organization. This executive can work alongside individual team members as a day-to-day partner in moving the business forward and holding them accountable.

In addition, he/she will possess the following qualities:

  • Encourage open communication, establish positive climate, align resources, and drive commitment to achieving our team objectives.
  • Have demonstrated his/her ability to upgrade and develop an organization via recruiting, training and performance management with a true passion for identifying and retaining talent.
  • Outstanding presentation, communication and interpersonal skills coupled with robust time management, organizational and analytical skills; able to develop these same skills among team members.
  • Lead and integrate cultural shifts around teaming, project management and process improvement into daily work.
  • Energy, commitment, courage and entrepreneurial excitement; must be able to generate enthusiasm for best-in-class performance.
  • Cultivate a winning culture and organization environment through a strong work ethic that ensures optimal organizational effectiveness and communications within the organization, as well as the right combination of assertiveness and persuasiveness.
  • Fact-based in the decision making in style; has a pragmatic view of the marketplace and of the opportunities within it, but who also has recommended solutions at both a strategic and functional level.
  • A highly competitive individual style but not at the expense of others; is self-aware and has a strong sense of humility.
  • Passionate and results oriented with "fire in the belly"; Possess charisma and the ability to light up a room and inspire others.

Keywords: Springs Window Fashions, Waukegan , Director of Sales, Other , Waukegan, Illinois

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