Regional Sales Manager - Allsteel

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.

What We Need:

We are looking for a Regional Sales Manager to cover the Western territory. Ideally the candidate will be located in San Francisco or Los Angeles, California.

As a Regional Sales Manager, you will manage the promotion of Allsteel products and services in a designated Region, lead and supervise a regional team including A&D Specialists/Managers, Market Specialists, Market Development Managers, and Business Development Managers.

What You Will Do:

Supervise, coordinate, provide leadership and review work of assigned members. Conduct performance evaluations and recommend merit increases, promotions, transfers, corrective actions and other personnel actions. Interview and recommend candidates for employment. Drive member engagement.

• Recruits, manages, trains and motivates direct reporting staff according to company procedures and policy.
• Coaches high potential members to develop leadership skills and provide bench strength to the organization.
• Sets, communicates and tracks aggressive and meaningful goals for self and members on team to achieve strategic initiatives. Ensures members are aware of goals are tracking progress utilizing the Member Access system.
• Oversees the assessment and development of dealer capabilities, ensures Dealers are fully trained and are tracking to key dealer initiatives.
• Coaches direct reports for both deal-level guidance (specific sales opportunities) as well as skill-level capabilities.
• Works with multiple departments and members to effectively increase market share including, Finance, Bids, Proposals, Customer Service, etc.
• Ensures accurate forecasting by overseeing the identification, tracking and development of sales opportunities within designated territory clients by utilizing various tools and techniques and tracks within the Customer Relationship Management (CRM) tool.
• Analyzes win/loss data and adjusts strategy and resources as necessary.
• Identifies distribution coverage gaps and makes recommendations as appropriate.
• Coaches and develops sales team with the objective of building a high performance strategic sales force.
• Resolves conflict within region with members, dealers, influencers and end users.
• Drives OI Leverage by effectively managing cost /profitability of region to company goals.
• Identifies precise and tailored development areas for team members and fosters ongoing learning of target behaviors and knowledge.
• Leads team to strong understanding of financial impact of deals, including product mix, discount, resources required, etc.
• Coaches team to the creation of a strategy for targeted projects by identifying key economic drivers, buying models and influencers. Coaches team through steps of the deal flow.
• Develops and leads sales strategy for Region through collective team input to achieve overall regional goals aligned to Corporate strategy and initiatives.
• Develops relationships and capabilities of dealer distributors within region. Works with Dealer Principal and team to create development plan for dealer staff.
• Ensures transparency of Allsteel strategy, decisions, changes and other information. Creates open dialogue regarding upward and downward feedback.
• Implements an effective regional growth strategy to achieve assigned revenue and new product objectives including networking, lead generation, deal flow, RFPs and win/loss data.
• Understands assigned geography, distribution channels and customer base in order to build mutually beneficial customer relationships.

What You Have:

• More than 5 years of successful sales and sales management experience.
• An accomplished sales leader with an exceptional sales record.
• MBA preferred.
• Bachelor’s Degree in business administration, marketing, or related field or equivalent experience required.
• Previous experience in office furniture manufacturing preferred.

What You’re Good At:

• Proven negotiation and relationship skills.
• Strong financial and business acumen
• Ability to coach, mentor and develop members to meet objectives.

HNI Corporation (NYSE: HNI) is a manufacturer of workplace furnishings and building products, operating under two segments. The workplace furnishings segment is a leading global designer and provider of commercial furnishings, going to market under multiple unique brands. The residential building products segment is the nation’s leading manufacturer and marketer of hearth products.

As one of the larger employers in Iowa, HNI Corporation was recognized in 2018, 2019, and 2020 for the diversity of our Board of Directors and was named in 2020 and 2021 as one of America's Most Responsible Companies by Newsweek.

How we act today protects how we live tomorrow. Check out our 2020 CSR Report here: https://www.hnicorp.com/social-responsibility

Diversity, equity, and inclusion (DEI), are not just core beliefs at HNI - they are operational imperatives. We value each other’s differences in experiences and ideas to solve problems and better serve our customers. Take a look at our DEI goals here: https://www.hnicorp.com/diversity-equity-and-inclusion

We offer Benefits on Day 1, including a new voluntary benefit, Daily Pay! To learn about all the benefits HNI has to offer visit www.HNIbenefits.com.

We also invite you to visit us at www.HNICorp.com to learn more!