Sales Director Furniture

Gerber Technology - Atlanta, GA

Full-time - Senior

Atlanta, GA

1,001-5,000 employees

Computer and Electronic Product Manufacturing

About the position

The Sales Director for Furniture at Lectra is a pivotal role that focuses on developing the business within the Furniture market in America. This position requires a strategic approach to leverage Lectra's extensive range of products and services, including industrial equipment, value-added SaaS solutions, training, consulting, and recurrent maintenance contracts. The Sales Director will be responsible for managing a team of sales experts, fostering relationships with key decision-makers at the C-level in prominent furniture brands and manufacturers, and executing a robust sales action plan. The role is integral to aligning regional sales strategies with the overall group strategy, ensuring that sales priorities are set, resources are allocated effectively, and the best approaches are defined to achieve business goals. In this role, the Sales Director will optimize account and territory allocations to maximize sales opportunities while supporting the overall sales strategy. The position involves motivating and engaging a team of experienced sales professionals, creating a positive team culture, and recognizing individual and team achievements. The Sales Director will provide guidance and coaching to the sales team, helping them enhance their skills and meet their objectives. Monitoring the sales team's activities, both qualitatively and quantitatively, is essential to ensure alignment with sales priorities and the execution of the strategy through tracking metrics and KPIs. Additionally, the Sales Director will support the sales team in developing and implementing commercial strategies for specific opportunities, identifying customer needs and challenges, and effectively communicating the value proposition of Lectra's offerings. Ensuring effective field sales support is crucial to maximize success, which includes adjusting resources, supporting negotiations, and coordinating with other departments to address customer issues or concerns. This role reports directly to the President of the region, emphasizing its importance in driving business growth and success in the Furniture market.

Responsibilities

• Develop a regional sales strategy to ensure alignment with group strategy, set sales priorities, allocate resources, and define the best approach for achieving goals.
• Optimize the allocation of accounts and territories to maximize sales opportunities and support the overall sales strategy.
• Manage, motivate, and engage a team of experienced Sales Experts; create a positive team culture, recognize achievements, and foster open communication.
• Provide guidance, coaching, and support to the sales team to help them improve their skills and achieve their goals.
• Monitor the activities of the sales team in terms of quality and quantity, track metrics and KPIs, and provide feedback to ensure alignment with sales priorities.
• Support the sales team in developing and implementing a commercial strategy for specific opportunities, identifying customer needs, and communicating the value proposition of offers or services.
• Ensure effective field sales support to maximize chances of success by adjusting resources, supporting negotiations, and coordinating with other departments.

Requirements

• Master or Bachelor in Business, Management, Engineering, etc.
• Experience and network in the Furniture industry is appreciated.
• Proven track record in direct and consultative sales of high added value solutions, preferably in High Technology, Industrial Equipment combined with SaaS and Industrial Intelligence (IIOT, Industry 4.0).
• At least 10 years of sales management experience with excellent coaching, communication, and leadership skills.
• Ability to define and execute a strategy for the sales team that aligns with the overall company strategy.
• Capacity to allocate accounts and territories to optimize sales opportunities and support the overall sales strategy.
• Results-driven with a strong ability to monitor sales activities using CRM Salesforce.

Nice-to-haves

• Experience in digital transformation initiatives within the furniture industry.
• Familiarity with Industry 4.0 technologies and their application in sales strategies.