What are the responsibilities and job description for the Regional Market Manager - Northeast position at The HON Company LLC?
HNI Corporation is a global family of brands for the workplace and home dedicated to enhancing the spaces where we live, work, and gather. We pride ourselves on fostering an environment where we make a positive impact on others, upholding our beliefs in integrity, inclusion and belonging.
The Market Manager is responsible for managing sales members, the distribution strategy, and driving aggressive, profitable growth in a predetermined market or geographic area. The Market Manager directs and focuses the team members on HON objectives within their specific roles while creating a cohesive market strategy to achieve HON revenue goals in the market. This role aligns sales efforts, member development, and sales leadership efforts within the designed market.
The Market Manager - NE will ideally reside in New York City, NY, Philadelphia, PA, or in New Jersey and will provide support the designated NE market.
Some of the essential aspects of the position include:
- Collaborate with the Director, Regional Sales and local sales team to develop, plan, and implement the market strategic plan, including evaluation of the current and potential distribution to maximize HON’s market share.
- Recruit and develop a sales organization of highly engaged and high potential members. Foster a collaborative, success-oriented team environment where members are empowered and accountable.
- Coordinate market focused selling activities – including blitzes, joint calling, and targeted marketing communications.
- Outline business development opportunities to local sales team members including identifying target accounts, specifier coverage, and vertical market support.
- Manage market conflict through proactive communication with dealers, HON sales team members, and other influencers.
- Cover accounts assigned by the RVP and increase market awareness of HON brand.
- Understand, review and manage programs including project registrations, HONORS, Team Up, NSD, and Wholesale promotions.
- Coordinate training events with HON’s Training Department.
- Meet with distribution partners on a quarterly basis to build and ensure long-term profitable growth for both parties.
What it takes:
- Bachelor’s Degree and at least 5 years of relevant experience is strongly preferred; or at least 9 years of relevant experience in new business development or the furniture industry; or a combination of education and experience or military equivalent.
- Demonstrated success in developing a strategic direction, in the assigned market, which aligns with HON’s company goals.
- Cultivates a team environment and leverages sales members’ skills and abilities to drive profitable growth.
- Ability to lead a sales team and train others in a fast-paced environment to be successful with high energy, integrity, and a results-oriented leadership style.
- Ability to build and maintain deep and lasting relationships supporting in the expansion of new and existing business.
- Proven consultative sales capabilities with a demonstrated track record of sales development and growth.
- Strong business acumen.
- Ability to work effectively with cross functional groups.
- Self-motivated with a strong results orientation.
- Strong conflict management skills. Ability to handle difficult situations skillfully.
- High impact communication ability, both written and verbal, as well as active listening skills.
- Demonstrated negotiation and presentation skills.
- Strong organizational, planning, and follow-up skills.
- Technologically savvy, adept with MS Office Suite, Web Tools.
- Experience in the office furniture industry or related field.