Description
For over 100 years, Progress Lighting has been committed to providing a diverse selection of high quality lighting fixtures - earning us the reputation as the #1 decorative lighting line among Builders and Remodelers. We understand what it takes to be a leader... offering products that deliver aesthetic appeal, stellar performance, easy installation and value.
Principal accountabilities:
This position will spearhead Progress Lighting's sales and marketing efforts to the Builder segment. Position will manage administration of National Account rebate programs, monitoring conformance and installing systems to accurately quantify data.
- The BMM will identify target builders, contractors or individual divisions for product category expansions under our current contracts, and identify divisions which are not in compliance with current agreements. These targets would be communicated to the Regional and Area Sales Manager's to become part of the overall territory sales plans.
- Division planning by MSA. The Builder Sales and Marketing Manager will insure that Progress Lighting's sales and resource plans are aligned with those of our contract builders. Examples would include AM resource planning for future growth, local distribution capacity/fiscal capability, correct product forecasting in place for new divisions before they come on-line.
- BSMM will analyze market penetration by territory and thus identify opportunities for growth. Specific builder targets will be established in each MSA and reported on by the Regional Sales Manager's during the quarterly territory reviews.
- Function as a primary sales contact for all Partnership Programs.
- Manage HomeSphere incentive program
- Forecast and rebate information will be analyzed to identify areas where builder packages (standard and upgrade) should be reviewed for updates. This adds value to the builder and prevents competition from capitalizing on product stagnation.
- Compares product usage and forecasts against rebate claims to identify possible falsification of rebate claims.
- Reviews quoted product/package cost versus claimed package value on rebate claims to insure package value is not overstated.
- Provides enhancements on a consistent basis to the program to insure that Progress Lighting maintains a leadership position while monitoring the overall costs of the program versus the value provided to the builder and bottom line profitability to Progress Lighting.
- Works with Builder Product Specialist to constantly update sample packages, etc.
- Works with Marketing Services to streamline the Builder Book Program to provide the best overall value at the lowest possible cost.
- Improves program to minimize the amount of time that the Area Manager must spend developing the Builder Books.
- Utilizes in person visits and field feedback to provide the internal marketing organization with feedback on what trends are occurring with our builders that need to be addressed with product or program development.
- Monitors architectural and floor plan trends that the national builders are using, providing feedback to Product Management.
- Reports to management on other business related trends that will affect our Builder business.
- BSMM will develop and continually update "stock" presentations that can be used for key National and Regional Builder business presentations. Travel will be required to provide a management level marketing representative at key builder presentations.
- Develops sales bulletins or other collateral to communicate best practices among the sales force. Examples would be the Lutron Alliance/Dimmer included program, Delta Bathmatch maximization, Landscape Lighting upgrades.
- Develops regular methods to communicate to Progress Lighting's key Builders with updates on new products, programs, best practices, etc, with the objective of increasing our exposure with builder management on a consistent basis.
- Works with Marketing Services and Sales to develop overall plans for these major trade shows, including booth requirements, required products, staffing, events, meetings, dinners, etc.
- Trains Account Managers and National Accounts Managers during Progress Institute and joint sales calls. Works with Consumer Market Manager and Marketing Communications Specialist to maintain "Best of Class" status in the ENVISION program.
- Develop ability to accurately track builder product usage data. Initiate new direct marketing programs to market upgrades to customers after the initial sale.
- Monthly reporting on Builder contract status, tracking, sales and rebate information via ENVISION tools.
- Attend key ENVISION meetings as required.
- Work with Showroom Program Coordinator, Field Merchandiser and Display Coordinator to develop a standardized Design Center program that will be integrated into the Profit Builder Program.
- Assist in marketing efforts with sales force to seat new product categories in existing NA contracts.
- Provide monthly report to DBSM for inclusion in Progress report to Corporate.
- Participate in monthly marketing department meetings to provide project updates.
Requirements
Education & Experience:
- Bachelor's Degree; Business degree preferred
- 8- 10 years sales experience (ideally in the residential construction market)
- Sales experience with Top 100 National Builders preferred
- Strong MS Office skills: Excel, PPT
- Position must be in Greenville, SC at Progress Lighting HQ's
Req Id 59342
Contact
Hubbell Incorporated
40 Waterview Drive
Shelton
Connecticut États-Unis
www.hubbell.com
Other relevant information
Hubbell Incorporated, its subsidiaries and affiliates, is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or any other protected class.
