Territory Manager - Chattanooga, TN

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.

Our mission is to be the best people to do business within the flooring industry. One of the world’s leading manufacturers of high-quality flooring, Mannington Mills, Inc., based in Salem, New Jersey is engaged in the manufacturing and marketing of residential and commercial sheet vinyl, luxury vinyl, laminate and hardwood floors, as well as commercial carpet and rubber under the Mannington Residential and Mannington Commercial brands.

Mannington is a fifth-generation family-owned business with values that include: CARE; DO THE RIGHT THING; WORK HARD/ PLAY HARD; AND CONTROL OUR OWN DESTINY. Founded in 1915 by John Campbell, Mannington is still privately held and, after more than 100 years, continues to pursue its commitment to quality, customer satisfaction and the environment through innovative product design and marketing,state-of-the-artprocesses, and industry-leading programs.

We are looking for someone who:

• Is passionate about transforming salesand 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 forcustomersandmaximize your impact through understanding the motivations ofeachcustomer and adapting your communication and sales approach accordingly.
• Has a proven track recordfor 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 recordof consistentlyoutperformingsales quota attainment andyou have a never quit“gritty”attitude towards sales targets regardless of adversity being faced.
• Is a champion of the consultative sales process– youutilizeexisting CRM reports and continue to develop andleverageinternal data to strategically engage customers through the consultative sales process.
• Has experiencebeingmanaged in a structured sales environmentutilizinga CRM tool. These could include managing via a sales methodology, a forecastmethodology, and a structured deal management by sales stage.
• Has strong business acumen – understands and uses good judgementof existing and potential sales opportunity.
• Is accountable – you havea proven ability and strong willingness to follow through on your own promises and commitments.

• Establishes,develops,andmaintainsbusiness relationships with current customers and prospective customers in the assigned territory for all Manningtonproductcategories (Residentialhard surfaceand Mannington Mainstreet Commercial).
• Conducts product knowledge presentations to drive saleswith retail and flooring contractor ownership andtheirfront-endsales teams.
• Coordinatesat residential business headquarters forsales effort with marketing, sales management, accounting,logistics and technical servicegroup.
• Analyzes the territory market potential anddeterminesthe value of existing and prospectivecustomer’svalue to the organization.
• Maintains an active sales pipelineequal toor greater than
  30% ofyour annual sales revenue goalbydrivingthe
  
  Manningtonconsultativesellingprocess(CSP) defined as;
  1) identifyingtotal accountpotentialin the most impactful sales categories,
  2) identifying total real account opportunity for individual category growth,
  3) gaining mutually agreed uponaccountsalescommitments,
  4) establishes and documents an account sales business planoutlining plan to achieveaccountsales growth commitments, and
  5) regularly tracks and measures account performance to commitments.
  6) consistentlymaintainsup to date andaccuratereporting ofallthe above incompany CRM.
• Travel andconductsregularaccount salesbusiness reviewmeetingswithtargeted accounts.
• Is aManningtonproduct knowledge expert regardingappropriate fitfor purpose applications, technical services matters, market insight and…