District Sales Manager, South

C F Martin & CO Inc

About The Position

Reporting to the Director of Sales, North America, the District Sales Manager (DSM) of the South Region is the conduit to the dealer network for the facilitation of sales, implementation of programs/ policies, and the generation of dealer-specific planning to meet overall Company objectives. Additionally, the DSM is responsible for regular & frequent coverage (visitation) of the entire Dealer Network to improve awareness of all Martin products, maintain and grow inventory and share of merchandising space, as well as advertising space in all marketplaces including brick/mortar, online marketplaces, and social media outlets. Assigned Territory: South Region (Texas, Oklahoma, Arkansas, and Louisiana)

Requirements

Related outside sales experience (minimum 3 to 5 years sales experience or equivalent) preferably within the music industry.
Residence within territory required.
Excellent communication and presentation skills with the ability to create dealer-specific content essential to illustrate dealer performance. Strong organizational and sales reporting skills.
A never-ending desire to learn and go above and beyond for customers.
The proven ability to work independently in a minimally supervised environment.
Higher functioning aptitude for use of common communication tools (SharePoint, Word, Excel, PowerPoint, Public Document Format (PDF) & Customer Relationship Management (CRM).
Ability to forecast product needs and revenue targets.
Specific experience and track record of building long lasting relationships and influencing positive outcomes with external customers ranging from store owners to key string, accessory and guitar buyers and their sales teams.
Specific experience and track record of engaging and driving positive outcomes with internal teams in various positions ranging from DSM peers to Vice President Global Sales and Customer Engagement, Product Development, and the President/CEO.

Nice To Haves

College degree preferred.

Responsibilities

Sales of all Martin products to authorized dealers within the assigned territory.
Manage and maintain accounts including mix, margin, sell through, ROI. Have knowledge and awareness of competing brands' products/services, discount and pricing structures, and overall strengths/weaknesses to determine how best to service and motivate key accounts.
Management of dealers within the assigned territory to specific goals for revenue, product mix, and gross margin. Additionally, the District Sales Manager is an active participant in the responsible management of dealer credit.
Visit and support assigned super dealers within territory.
Measured implementation of new products, promotions / programs, and other identified sales priorities of all accounts including brick/mortar stores and in online marketplaces
Significant travel required (up to 70%) to ensure complete coverage (visitation) of all accounts assigned by management to the DSM according to specified frequency requirements.
Development of under-performing market areas by the ongoing assessment of existing dealers, solicitation of new business, and communication to management of such activities. Additionally, the District Sales Manager is responsible for containing account attrition.
To add value to the dealer relationship through ongoing retail training, product knowledge sessions, and active solicitation of special event opportunities
Monitoring, planning and strategic placement & execution of Martin Retail or Online point-of-sale (POS) materials to drive promotional presence and sell through of Martin Guitars and Strings in all authorized dealerships.
To provide essential in-field product service including product maintenance & adjustment, cleaning, and merchandising
Maintain, update, and utilize Salesforce.com (CRM) as directed.
Observation and communication to the Company of specific competitive activities within the territory as well as communication of industry trends to the dealer
Regularly monitor dealer inventory levels by providing accurate inventory information per location.
Promote identified models by in-store demonstration and effective utilization of sample merchandise.
Trade show, sales meeting, and dealer event attendance
Account-based forecasting of categories, models, and revenues
Manage Martin Showrooms and wall stores within territory and supervise contract or permanent personnel representative(s) in respective territory.
Treat coworkers and visitors equally without regard to race, age, creed, color, religion, gender, national origin, alienage, ancestry, citizenship status, sex, marital status, arrest record, gender identity, veteran status, disability or handicap, sexual orientation, genetic information, or any other characteristic protected by applicable federal, state or local laws.