District Sales Manager - C F Martin & CO Inc

Reporting to the Director of Sales, North America, the District Sales Manager, Territory 10 (Indiana, Kentucky, Tennessee, Virginia and West Virginia) 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 District Sales Manager 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.

Responsibilities include:

1. Achieving sales quotas of all Martin products to authorized dealers within the assigned territory.
2. Managing and maintaining accounts, including mix, margin, sell through, ROI. Having 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.
3. 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.
4. Visits and supports assigned super dealers within territory.
5. Measured implementation of new products, promotions / programs, and other identified sales priorities of all accounts including brick/mortar stores and in online marketplaces
6. Significant travel required (up to 70%) to ensure complete coverage (visitation) of all accounts assigned by management to the District Sales Manager according to specified frequency requirements.
7. 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.
8. Adding value to the dealer relationship through ongoing retail training, product knowledge sessions, and active solicitation of special event opportunities
9. 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.
10. Providing essential in-field product service including product maintenance & adjustment, cleaning, and merchandising
11. Maintaining, updating, and utilizing Salesforce.com (CRM) as directed.
12. Observing and communicating to the Company specific competitive activities within the territory as well as communication of industry trends to the dealer
13. Regularly monitoring dealer inventory levels by providing accurate inventory information per location.
14. Promoting identified models by in-store demonstration and effective utilization of sample merchandise.
15. Attending trade show, sales meeting, and dealer events.
16. Account-based forecasting of categories, models, and revenues
17. Managing Martin Showrooms and wall stores within territory and supervising contract or permanent personnel representative(s) in respective territory.
18. 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.

Position Requirements:

• Related outside sales experience (minimum 3 to 5 years sales experience or equivalent) preferably within the music industry.
• Base work location within greater Nashville area required.
• College degree or equivalent experience 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.
• 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.

Core Competencies:

• Analytics - Ability to pull and analyze internal data and utilize it to demonstrate planning, strategy, give perspective on key performance indicators, and produce favorable sales outcomes
• Adaptability
• Aligning Performance for Success
• Building Partnerships & Trust with Internal Teams & External Customers
• Coaching and Communication
• Objection Handling
• Customer Focus
• Teamwork Focus
• Facilitating Change
• Leading through Vision and Values
• Managing Conflict
• Planning & Organizing Work
• Commitment to personal learning/knowledge growth
• Strategic planning and execution of all retail/ online branding and merchandising
• Technical Ability/Professional
• Strategic Territory Planning