Director Business Development (Commercial) in Los Angeles, CA at Empire Today

Date Posted: 2/20/2021

Opportunity Snapshot

Opportunity Description

Business Area

At Empire Today, our Empire for Business (E4B) Sales & Operations team, handles the business to business (B2B) sales, and in coordination with the Empire Residential team, the installation of residential and commercial flooring products to businesses ranging from small offices, property managers, education / government, large business chains, hospitality, healthcare, and restoration.

Responsibilities

The Director, Business Development is responsible for identifying and developing strategic business relationships with national entities (and secondarily, other regional/local potential customers) that require flooring solutions, working closely with the marketing, product management, and field sales organizations. As the Director, Business Development you will take the lead in the development of new business opportunities that support Empire’s Commercial growth strategy. This position reports directly to the President, Commercial.

  • Consistently demonstrate leadership traits consistent with the Empire Way.
  • Develop overall business strategy for attacking and gaining market share in the identified commercial segments and implement sales programs to meet/exceed revenue plan, expense goals, and increase customer satisfaction.
  • Identify National Account opportunities through research and analysis
  • Establish national sales objectives with and for the Regional Sales Managers that support the attainment of the Commercial Business revenue and profit objectives.  Ensure sales goals and forecasts are consistent with the company’s long-range strategic objectives.
  • In conjunction with President, Commercial Business, prepare monthly sales and lead forecasts.  Track, analyze and prepare monthly performance reporting to these metrics.
  • In conjunction with the Regional Sales Managers, prepare weekly updates about current and future opportunities.
  • Develop and maintain national account program SOP’s. 
  • Coordinate with the pricing team to establish pricing and prepare rate cards for distribution to assigned sales reps for all regional and national accounts
  • Develop and implement the training necessary to properly support the Commercial Business sales force. Provide mentoring on sales techniques, the sales process, lead management, and forecasting/planning.
  • Identify the proper commercial segments that align and provide the best opportunity for the existing Empire business model. 
  • Train and motivate managers and select sales reps to target and land national and regional accounts
  • Participate in planning company marketing, media, and sales strategy to increase lead generation and productivity.
  • Establish and maintain ongoing effective communications with high value prospects as well as building lasting direct client relationships.
  • Review, establish and/or modify the organization plan with emphasis on providing an effective team. 
  • Review job descriptions, measure of performance, and the qualifications required for key personnel.  Ensure decision-making responsibilities are clear.  Revise as required.
  • Identify early market, industry and customer trends in addition to external market forces and take corrective action as required to boost the productivity of the sales force and markets in general.
  • Work with call center operations as necessary to maximize national account Commercial Business lead creation and consistency.
  • Review sales rep requirements.  Streamline procedure, paperwork and policy to place maximum emphasis on sales activities.
  • Review sales rep compensation plans and balance the need for highly motivated sales reps with direct margin requirements.
  • Devise presentations and enforce proper cross-sale activity with a focus on referrals and self-generated business.
  • Working with President, Commercial, ensure operations and sales work together to maximize sales, margins, and the customer experience.
  • Conduct weekly structured sales status meetings to discuss problems, plan and adjust resources, communicate policy, review trending toward sales objectives, and develop initiatives for continual improvement. 
  • Monitor any outstanding customer issues and excessive allowances.  Identify and correct root causes of customer sales complaints.
  • Review sales performance data and coach individual markets based on results.  Recognize trends as well as both good and poor performance early, taking corrective action as necessary.
  • Ensure an effective follow-up system is in place for all quoted but unsold leads.
  • Advise on regional, local, and product specific sales incentive plans and contests as necessary and within appropriate budget.
  • Work with Commercial Business pricing as well as the merchandising department to secure negotiated pricing for national customers
  • Work with Purchasing and Product management to identify new trends in products, customer demands, and improve the overall sales rep product presentation.
  • Continuously improve skills and expertise through workshops, seminars, and professional associations.
  • Other duties as assigned

Knowledge and Skills Required

  • Bachelor Degree required.
  • Experience with direct responsibility for revenues more than $50 million in a company with overall revenues of $1 billion+.
  • Experience developing customer service/quality programs to improve customer experience.
  • 5+ years verifiable commercial sales and sales management experience.
  • Demonstrable success in a national business development leadership role.
  • Knowledge of process improvement concepts and measuring quality.
  • High level of organizational and analytical skills.
  • Ability to use business key metrics to drive accountability and change.
  • Excellent customer service and sales skills.
  • Strong ability to communicate effectively verbally and in writing with various management levels.
  • Flexibility in a rapidly changing work environment.
  • Ability to work independently and be a self-starter and to work in a team-oriented environment.
  • Ability to multi-task and delegate.
  • Ability to adapt quickly and create interim solutions until permanent tool/process is in place.
  • Ability to run a disciplined and structured environment.
  • Strong commitment to quality service.
  • Highly motivated with a sense of urgency.

Physical Abilities Required

  • Ability to travel a minimum of 60% of the time on an overnight basis.
  • The ability to physically and mentally perform the essential functions of the position, with or without reasonable accommodation. 

Benefits

Employees are eligible for numerous benefits including:

  • Quick enrollment into our benefit plans.  Eligibility is first of the month following just two weeks of employment.
  • 401K Investment Plan to A premium 401K Investment Plan, with the company matching your amount invested dollar for dollar up to 4% with no vesting.  Find another Company that can beat that!
  • Medical Insurance with several plan options and a Health Savings Account to meet you and your family’s health needs.
  • Prescription Drug Coverage
  • Dental Insurance – Twice a year visits at no cost.
  • Vision Insurance with materials coverage
  • Flexible Spending Accounts for Medical & Dependent Care
  • Wellness Program – A best in class program offering substantial awards payable right on your paycheck
  • Basic Life Insurance and AD&D
  • Short Term Disability Coverage
  • Long Term Disability Coverage
  • Employee Assistance Program
  • Paid Holidays including Floating Holidays
  • Paid Time Off (PTO) that grows with years of service
  • Empire Perks – An employee discount purchasing program offering you great savings on the things you want.

The company conducts a background check and drug screen for all new hires. 

About EMPIRE TODAY®

Empire Today has been a leading provider of installed home improvements for 60 years. Empire offers the largest in-stock selection of flooring in the United States. Convenience, quality, and selection make Empire stand out.  With Empire Today, homeowners and business customers can get quality Carpet, Hardwood, Laminate, Tile, Vinyl Flooring, and Window Treatments from top brands they know and trust. And because Empire warehouses thousands of products, customers can get the right product, professionally installed when they need it, as soon as the next day.

Empire was founded in 1959 and provides service to more than 70 metropolitan areas in the United States. With more than three million satisfied customers, Empire Today is dedicated to its mission of Making Beautiful New Floors Easy.

Empire Today is an equal opportunity employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills.

By Submitting your resume and application information, you authorize Empire Today to transmit and store your information in the Empire Today group companies’ world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.  By pressing apply and providing your telephone number and email address, you authorize Empire Today to contact you by email or telephone at the wireless or landline phone number provided using automated phone technology and/or text messaging. Message and data charges may apply. You may revoke consent at any time.

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