Summary

The Sales Director is responsible for having the vision to grow Storr's market penetration within businesses of between 50-500 white-collar employees. The team covers a ten-county area with a primary focus on the Raleigh/Durham/Cary/Chapel Hill market areas. He/She is responsible to create and implement an annual business plan that outlines the goals and objectives the team will accomplish towards achieving the team vision and quarterly sales goals. The Director will be directly involved in leading the daily sales activity of the team. The core responsibilities of the team include ongoing prospecting through networking with industry influencers, mining industry publications for leads, cold calling, and ongoing account management for furniture and service opportunities within their targeted market segment.

Major Responsibilities

• Develop the annual business plan for the team and participate in quarterly updates where you will report on your team's progress.
• With the support of HR manage the recruiting, hiring, and the on-boarding of salespeople for your team.
• Collect and manage key sales data on the market opportunities for our product and services offering.
• Have a geographic sales deployment strategy that appropriately covers the market territory.
• Develop Smart Goals in Workcompass for each of your direct reports. Formally review their progress monthly. Actively coach and direct salespeople as needed. Address out-of-line situations.
• Be directly involved in the sales process with "Must Win" opportunities and key accounts.
• Create positive energy that inspires the sales team. Celebrate successes.
• Establish a personal relationship at high levels with key customers, and influencers within the A&D, Commercial Real Estate, and GC market.
• Effectively team with the Storr Design and Order fulfillment team.
• Engage with Steelcase sales resources. Create monthly sales activities goals along with new opportunities uncovered and sales closed goals. Communicate with SC sales leadership monthly.
• Fully utilize the CRM for opportunity management, selling activity, and account management.

Expected Results

• Grow the Divisions top line to $12-15m by 2025/26.
• Achieve your annual/quarterly sales bookings and gross profit goal.
• Achieve the Division's gross profit % goal.
• Keep selling and design expense within your division's annual budgeted % of sales.
• 75% of your sales staff achieves Champion Bonus status.
• Achieve your division's zero sell goal.
• Achieve your division TM satisfaction survey score goal.

Qualifications

• Minimum of five years of sales management experience.
• Experience working in B2B sales with a complex long sales cycle.
• In-depth knowledge of the contract furniture industry is a preference.
• In-depth knowledge of the sales process, creating performance objectives, and sales coaching.
• Ability to prepare and implement an annual business plan.
• Motivated to work in a collaborative cross-functional team environment.
• Strong desire to serve the customer and continuously improve how the team operates.