Territory Manager - Chattanooga, TN

Mannington Mills, Inc.

As a Mannington Associate I am expected to conduct myself in a manner which supports the company’s values and philosophy, while performing in the best interest of my fellow associates. I am expected to contribute to our mission statement: to be the best people to do business with in the flooring industry.

We are looking for someone who:

• Is passionate about transforming sales and whose values align with Mannington’s culture – we achieve our mission through our values and are looking for someone who is humble, effective, adaptable, and remarkable.
• Has high emotional intelligence – you have a genuine empathy for customers and maximize your impact through understanding the motivations of each customer and adapting your communication and sales approach accordingly.
• Has a proven track record for negotiating sales and programs that drive economic value for both parties (company and customer).
• Has a commitment to over achievement – you have a proven track record of consistently outperforming sales quota attainment and you have a never‑quit “gritty” attitude towards sales targets regardless of adversity being faced.
• Is a champion of the consultative sales process – you utilize existing CRM reports and continue to develop and leverage internal data to strategically engage customers through the consultative sales process.
• Has experience being managed in a structured sales environment utilizing a CRM tool. These could include managing via a sales methodology, a forecast methodology, and a structured deal management by sales stage.
• Has strong business acumen – understands and uses good judgement of existing and potential sales opportunity.
• Is accountable – you have a proven ability and strong willingness to follow through on your own promises and commitments.

• Establishes, develops, and maintains business relationships with current customers and prospective customers in the assigned territory for all Mannington product categories (Residential hard surface and Mannington Mainstreet Commercial).
• Conducts product knowledge presentations to drive sales with retail and flooring contractor ownership and their front‑end sales teams.
• Coordinates at residential business headquarters for sales effort with marketing, sales management, accounting, logistics and technical service group.
• Analyzes the territory market potential and determines the value of existing and prospective customer’s value to the organization.
• Maintains an active sales pipeline equal to or greater than 30% of your annual sales revenue goal by driving the Mannington consultative selling process (CSP) defined as;
  1) identifying total account potential in the most impactful sales categories,
  2) identifying total real account opportunity for individual category growth,
  3) gaining mutually agreed upon account sales commitments,
  4) establishes and documents an account sales business plan outlining plan to achieve account sales growth commitments, and
  5) regularly tracks and measures account performance to commitments.
  6) consistently maintains up to date and accurate reporting of all the above in company CRM.
• Travel and conducts regular account sales business review meetings with targeted accounts.
• Is a Mannington product knowledge expert regarding appropriate fit for purpose applications, technical services matters, market insight and conditions, competitive activities, advertising, and promotional trends.
• Installs new and maintains current displays with proper updates ensuring that Mannington merchandising meets our marketing guidelines and are presentable to the public.
• Ensures that all customer account price lists are accurate and up to date.
• Represents Mannington by participating in trade shows and conventions.
• Operates territory within allocated Sample, merchandising and travel/entertainment Expense Budget.
• Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.

• Minimum Standards of Sales Performance:
  • Total Revenue:
    Achievement of territory sales revenue of $2.1 million in top line sales revenue…