Appliance Product Manager

Summary

The Product Manager manages vendor relations for the company; monitors sales activity and inventory investment to direct purchasing for the company; and to support branch sales efforts and strategies for the product group.

Focus Area:

Performance Measure:

Employee Development & Management

Develop and manage the performance of direct reports to assist in maintaining Coburn’s exceptional level of customer service helping to maximize gross profit and GMROI, both company-wide & at the branch level.

Performance Standards:

• Ensure that each employee understands their overall responsibilities, daily task (through job descriptions and verbal instruction) and how to accomplish both.
• Ensure consistent communication of company goals, information from Business Division managers, branch managers, general managers and other Coburn’s departments.
• Instill a sense of pride and importance in every employee through regular interaction and recognition of their efforts.
• Recruit and interview candidates (internal & external) and hire personnel for the division team, ensuring the appropriate people are in the right positions to promote and carry out Coburn’s exceptional level of customer service.
• Proactively meet with their department(s) to provide direction and ensure smooth operations and uniform, open communication.
• Set and communicate goals and timelines for team projects.
• Exercise and maintain authority regarding direct reports’ employment actions including counseling, resolving conflict, recognizing, rewarding or terminating employees when necessary.
• Manage employees’ work schedules, time off and vacation schedules.
• Train and develop employees and identify a career path for each employee that will benefit the employee and Coburn’s.
• Document and review employee performance on a regular basis (at least annually) to help employees meet and exceed company goals.
• Review, correct and approve non-exempt employees’ hours worked and verify accuracy prior to the processing of payroll, when applicable.
• Review employee pay and communicate with executive management to ensure employees are adequately and appropriately compensated for work provided.
• Monitor competitive market pay scales for direct reports and communicate information to executive management to ensure that Coburn’s is competitive to attract and retain employees.
• Follow and enforce all company policies and procedures.

Focus Area:

Performance Measure:

Inventory Management

Ensure appropriate inventory is stocked in order to maintain inventory turns and Coburn’s exceptional level of customer service.

Performance Standards:

• Review GMROI Report to assess which product categories need attention and devise a plan of action for correction.
• Review applicable reports and coordinate with buyers to assist the branches with managing their inventory, as needed.
• Collaborate with branch and general managers to balance inventory needs and sales efforts.
• Review product offerings and make recommendations regarding which products should be stocked and at what levels in the DC.
• Ensure the proper quantity of products is readily available at the best price within the Coburn’s system.
• Ensure communication with DC management regarding products stocked in the DC.
• Coordinate with the Purchasing and Pricing Department to set up product information, pricing and vendor costs in the Coburn’s Computer System whenever a new product is approved.
• Review "new vendor" or "new product" requests.
• Ensure Buyers are reviewing seasonal items, as required.
• Identify Discontinued When Out (DWO) products and devise a plan to move the products out of inventory; communicate the plan to branch personnel.

Focus Area:

Performance Measure:

Vendor & Industry Relations

Build and maintain relationships with vendors and key industry personnel to ensure a strong position that allows Coburn’s to secure competitive pricing and product opportunities and to obtain market information.

Performance Standards:

• Build relationships with vendors and key industry personnel by attending industry associations meetings and other events and activities.
• Communicate with major vendors to develop yearly sales plan and establish use for co-op funds, if available.
• Coordinate with vendors, GM’s, branches and the marketing department to schedule promotions and training, especially for new product introduction or targeted promotions.
• Assist vendors by assimilating market information, providing direction regarding market penetration, communicating with vendors regarding market pricing and other information needed to improve Coburn’s market position.
• Review and negotiate incentive programs with manufacturers.
• Determine if Coburn’s is using and fully utilizing buying groups and all other vendor programs.
• Collaborate with vendor to reduce the cost of doing business between their company and Coburn’s (ex. - EDI, pallet quantities, truckloads, etc.).
• Provide feedback to manufacturers regarding the performance of area representatives. 

Focus Area:

Performance Measure:

Sales & Market Support

Sales are maximized and market share is gained by supporting regions and branches in setting goals, creating strategies, and determining appropriate product selection to meet the customer’s needs and company goals.

Performance Standards:

• Coordinate the Marketing Planning Process with general managers to develop a yearly business plan for the division.
• Review sales activity for top 100 customers in the segment to ensure maintenance of sales.
• Coordinate sales efforts between direct reports and branch personnel (especially in new markets).
• Maintain awareness of competition and market share information.
• Review sales reports to maintain an awareness of sales trends and communicate these changes to appropriate personnel.
• Focus sales efforts on approved appliance products.
• Coordinate with the General and Branch Managers to schedule business and technical training for branch personnel.
• Coordinate sales skills training for sales personnel.
• Coordinate promotions with branch personnel and direct reports.
• Introduce new products and coordinate with vendor reps to train branch personnel on those new products.
• Coordinate with vendors to schedule tours for customers and employees of the manufacturer’s plants.
• Liaison between sales staff and vendors regarding product issues (i.e., defects, damages, etc.) as necessary.
• Ensure that new product information and training is provided to branch personnel.
• Coordinate with vendors/manufacturing representatives to train branch personnel.
• Review "new vendor" or "new product" requests.
• Assist branch managers with evaluation of applicants for positions supporting each division, as requested.
• Participate in local industry events and attend industry shows and coordinate with general managers regarding other employee participation.
• Ensure that job quote information is provided to the branch and/or request special job pricing from vendors.
• Maintain relationships with branch personnel.
• Assist with customer issues, as needed.

• Establish and maintain appliance pricing.
• Update and upgrade showrooms.

Focus Area:

Performance Measure:

Knowledge Development

Knowledge is developed and maintained in order to increase credibility with employees, vendors and customers.

Performance Standards:

• Understand the branch and company processes and procedures, and Coburn Computer System (CCS) to better assist with employee and customer needs.
• Understand branch, region and company profitability measurements.
• Enhance personal leadership ability through personal and professional skill development on an ongoing basis through training, reading, networking, etc. 
• Be aware of courses available in Coburn’s online learning management system (Coburn University) and complete any required training.
• Attend association shows to attain knowledge on products and industry trends.
• Obtain information through participating in vendor training and researching products to better understand product offerings.
• Communicate with vendor and manufacturer representatives or Business Division Manager to learn about product changes, new items and changes in the industry.
• Maintain an awareness and understanding of market pricing and the cost of doing business.
• Maintain awareness of upcoming industry trends (i.e. green, new technology).
• Understand and practice a “teamwork” mentality by assisting the manager and other employees with any other duties or tasks, as needed or requested.

Education & Experience

• HS Diploma or equivalent required.
• 10 years’ Progressive Industry Experience preferred, including:
• Sales Experience
• Management Experience
• Product Knowledge
• Purchasing Experience
• Strong Communication skills and basic computer skills and math skills are required.

Physical Requirements

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; stoop, kneel, or crouch; talk or hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, and the ability to adjust focus. While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate. A consistent presence at work is required.

Must pass company required drug screen and physical. This position requires background screening.

Age & Licensing Requirements

Travel: Must maintain a valid driver’s license and have the ability to travel to Coburn’s customer and company branch locations.