National Sales Manager - Hospitality and Distributors

Sales Glen Mills, Pennsylvania Chicago, Illinois


Description

COMPANY OVERVIEW

 

Professional Plumbing Group ("PPG") manufactures and distributes high-quality plumbing products and expert solutions designed to create industry-leading value for customers. The PPG umbrella includes Speakman, Wolverine Brass, and PlumbMaster brands. PPGs brands have been leaders in the plumbing industry for over 150 years.

While distinct in customer base and value proposition, the foundation of our brands is innovation and customer service excellence. PPG’s serves customers across the US and beyond through its local sales force and centralized customer service operations. Product distribution, manufacturing and support functions are located Conway, SC, and Glen Mills, PA. Professional Plumbing Group is a portfolio company of Dunes Point Capital (DPC).

Although decades old, today, PPG operates more like a mature startup. We are aggressively implementing new services, products, and capabilities to drive rapid growth for the next century. To this end, we are seeking strong leaders who will share our passion for transforming PPG into the undisputed leader in value creation in the plumbing industry.

Position Title:  National Account Manager, Distribution and Hospitality Sales

Location: North America

Reports To: Director, Commercial Sales

 

POSITION SUMMARY DESCRIPTION

 

The National Account Manager plays a critical role in our management team. This role has direct responsibility for maintaining and growing important relationships in our hospitality and national distributor customer segments. These segments are key to our growth plan, driving the need for us to find an experienced sales leader that can take our relationships and results to the next level.

This role is PPG’s point person and primary contact for national distributor accounts and for managing our hospitality segment through independent manufacturers representatives. Our National Account Manager will need the skills and experience necessary to interface with customers, from buyers to Senior Executives.

The National Account Manager will design a growth strategy to take our business to the next level. This is your opportunity to have an impact on the business!

The ideal candidate will have the skills, experience, and expertise to position themselves for future leadership roles within PPG.

DUTIES & RESPONSIBILTIES

  • Lead relationship manager for hospitality and national distribution customer segments
  • Grow segment sales, profitability, and pipeline
  • Negotiate profitable agreements and contracts and ensure proper execution of transactional requirements
  • Leverage the PPG portfolio of capabilities to expand share of wallet and grow new business
  • Recommend and launch new products and services needed to drive growth
  • Identify operational performance issues and work cross-functionally to resolve with urgency
  • Continuously improve the effectiveness of our independent manufacture representative sales organization

CRITICAL OUTCOMES

  • Achieve annual sales and profitability metrics
  • Achieve double-digit market share growth in the distribution and hospitality segments
  • Expand account penetration by leveraging PPG’s complete set of product and service capabilities

 

KNOWLEDGE, SKILLS & ABILITIES REQUIRED

  • Account Planning and Management – Able to build comprehensive account penetration plans and lead cross-functional efforts to ensure execution. Able to successfully execute line reviews, project bids, and quotes necessary to win new and maintain existing business.
  • Customer behavior and selling processProfiles accounts and understands how decisions are made and who makes them. Understands how to integrate the customers buying process with our selling process. Master of the open, probe, present, overcome objections selling process.
  • Relationship building – Leverages PPG expertise and Senior Leadership to strengthen relationships and ensure alignment internally and with the customer. Effective and professional in all communications and dealings. Able to translate our value proposition into language that our customers will respond to.  Is a strong presenter.
  • Performance managementDevelops and maintains transparent and timely measurement of performance. Uses data to spot problems and opportunities and responds with urgency. Uses data to drive customer performance and sell-through.
  • Customer Service – Stays on top of customer agreements and ensures they are executed on time, complete, and correctly.
  • Teamwork – Works collaboratively inside and outside the company. Is seen as a key leader that makes a difference. Pulls people together and is sought after as a problem solver and thought leader.
  • Technology – Leverages selling and analytical technologies to improve insights and results including, CRM, Excel, AX, Zoom, or equivalents.
  • Travel – Ability to visit customers in person for presentations with up to 50% travel required

 

 EDUCATION & QUALIFICATIONS

  • Bachelors’ degree required
  • 6-8 years of relevant work experience
  • Minimum of 2 years experience managing large national accounts
  • Proven success in marketing and/or field applications roles
  • Experience in price negotiation/competitive analysis
  • Thorough market knowledge of plumbing products is preferable but not mandatory 

PERSONAL ATTRIBUTES

  • Demonstrated leadership skills
  • High integrity, energy, and resiliency
  • Results-driven
  • Critical thinking skills to develop solutions to complex challenges
  • A balanced approach to speed-to-action
  • Process-oriented and reliance on data-driven solutions
  • Collaborative, team-oriented, and adept at building positive and influential relationships
  • A potent combination of intelligence and self-awareness
  • Hands-on management style

PHYSICAL DEMANDS
The physical demands described here are representative of those that an employee must meet to perform the essential functions of this job successfully. 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 walk, drive, stand and sit; use a computer and phone. In addition, the employee is frequently required to type, talk and hear. #ZR