Role Summary
JOB DESCRIPTION
Within a defined market, this position manages the Pella field sales team, the customer relationship, and the Pella Brand image through the Pella Design Center (PDC) and represents Pella in a geographic area. The District Sales Manager (DSM) is responsible for the development and management of regional sales programs, personnel, and relationships with the goal to deliver sustainable, profitable growth. The position requires National Account field sales experience, strong communication skills, excellent problem solving and negotiation abilities, and analytics to be effective. The position typically requires the individual to work and reside in an assigned market and may require overnight travel up to 70% of the time. Under the Sales Incentive Plan, Sales Managers will have the opportunity to progress. At the end of each Fiscal Year, Regional Directors will determine those Sales Managers most qualified for progression. See below for the progression criteria.
Responsibilities
Essential Duties & Responsibilities include the following. Other duties may be assigned.
- In partnership with National Account Management, the DSM manages the execution of sales, training, and merchandising initiatives to attain sales growth and profitability objectives of the District under their responsibility.
- Reviews business plan/practices and acts accordingly to cause necessary and appropriate change to meet short and long-term objectives.
- Responsible for the achievement of acceptable levels of sales in the district under this person's responsibility.
- Manages up to 15 sales reps and sales volume of $50-$100 million.
- Responsible for recruiting, interviewing, selection, training, development, and retainment of sales reps.
- Responsible for providing competent territory coverage, assessing performance, managing the District to improve organizational (team) performance, coaching under-performers, and managing high performers' development plans.
- Develops and manages relationships with (Lowe’s) Market Director, Regional Field Sales Manager (RFSD), and Regional Sales Director (RSD) to influence collaborative and favorable behavior. Some interaction with Lowe's Vice President of Store Operations (VPSO).
- Maintain positive relationships with (PDSN) Directors-Trade and Replacement; Branch Sales Managers and Branch Service Managers in order to reduce /manage channel conflict and to assure customer satisfaction for Lowe’s customers requiring Pella Service.
- Responsible for analysis of the district's competitive position within marketplace and the communication of pertinent knowledge to Pella Senior level Sales Management.
- Responsible for the development of annual sales forecasts, managing expense budgets, and executing tactical sales plan for the district.
Competencies:
- Coaching and Managing Skills
- Organizational and Planning Skills
- Communication Skills
- Relationship Building Skills/Capability
- Selling Skills
- Training Skills
- Drive Execution
- Strategic Thinking Skills
- Analytical Skills
- Negotiations Skills
- Seasoned Judgment
- Financial Acumen
- Millwork Experience and Industry Knowledge
Supervisory Responsibilities
Previous supervision of remotely-located sales professionals preferred. Will manage up to 15 Sales Representatives in a defined territory. Responsible for the overall direction, coordination, and evaluation of this unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
Qualifications
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education And/or Experience
Bachelor's degree (B. A.) from four-year college or university; and 3-7 years sales experience and/or a background in building materials required; or equivalent combination of education and experience.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Mathematical Skills
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Reasoning Ability
Ability to solve business problems and deal with a variety of unknown variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills
Demonstrate a proficiency in working with Microsoft Office (Word, Excel, PowerPoint, Outlook) as well as M2O.
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 job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; and talk or hear. The employee is sometimes required to stand; and walk. The employee is occasionally required to sit; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell. The employee must occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to outdoor weather conditions. The noise level in the work environment is usually moderate.
Will be required to perform duties at construction sites.
About Us
About Pella Corporation
As the #1 most-preferred national window and door brand by homeowners across the country, Pella Corporation leads the industry in innovation and design. Founded in 1925, today the Pella Family of Brands encompasses a robust product offering sold and installed through various channels. We are a growing, privately owned company with 18 manufacturing locations and over 10,000 team members in the U.S. and Canada. Pella is consistently recognized as a great place to work by
Newsweek,
Forbes and
Glassdoor, having most recently been named to America’s Greatest Workplaces for Diversity by
Newsweek in 2024, as well as
Forbes' 2024 Best Employers for Women and Best-In-State Employer in Iowa. We have also received numerous accolades for innovation and design, including Fast Company’s Best Workplaces for Innovators in 2024 and Most Innovative Manufacturers for 2022 and 2023.
At Pella, our team cares deeply, learns continuously and achieves results that go beyond. We encourage creative thinking that seeks out and includes diverse perspectives. And we empower you to do the work you’re most proud of — that’s why we offer individualized talent development plans, cross-functional experiences and opportunities for career advancement through personal and professional development.
With talent just like you, we are imagining, building and fighting for a brighter future for generations to come. Ready to find a career that sparks your passion?
