STATE MANAGER The primary objective of this role is to strategically drive growth and profitability by developing and executing strategic plans to increase market share and strengthen customer relationships. RESPONSIBILITIES: Financial focus:
* Achieve region sales performance and margin
o Achieve region demand creation target
* SG&A / T&E management
* Development and management of pipeline opportunity
Customer focus:
* Execution of National Customer growth plans
* Regional Key Customer Growth Plan Development & Execution
* Brand / SBU Diversity Focus – Margin Impact
* Strategic Customer Relationship Development as per relationship mapping
* Drive implementation of 10/6/60 strategy
* Key strategic initiatives / new category growth opportunities (PTA, CPG, Demand Creation etc...)
Internal & team focus:
* Drive leadership behavioral standards
* Stakeholder relationship development and cross department collaboration
* Ensure reporting teams are updated with campaigns and upcoming events
* Coach and support Sales Managers
o Ensure reporting teams are updated with campaigns and upcoming events
o Disciplined sales execution
o Drive organization field team standards (Presentation, Safety and Professional practice)
o Ensure field team have appropriate technological capabilities and utilization of systems
o Identification of individual training needs ensuring competencies relative to role
o Identify high potential employees and create development plan to support their growth
Process:
* Price rise execution
* Forecast accuracy
* E&O management
* PEP
Sales Operations:
* Establish and maintain geographical territories within region
* Allocate human resources strategically to ensure effective management and coverage of defined sales territories
* Establish and maintain a structured meeting schedule to ensure timely collection and dissemination of relevant information
* Allocate and manage physical resources, such as company vehicles and product samples, to support sales activities
WEEK TO WEEK EXPECTATIONS:
* Schedule reoccurring fortnightly one-on-one check in’s with direct reports
* Schedule quarterly ‘performance review’ check in. Align conversations with PEP goals in Workday to ensure leads are on track to completing goals throughout the year
* Monthly face to face region team meeting
* Weekly zoom whole team check in
o Salesforce requirement: Reporting / review of team matrix and ensure performance
* Team recognition and reflection – LNQ nominations and leader learnings
* Attend weekly national WIPs and disseminate information
* Strategically attend customer visits, events and field days to maintain relationships and keep abreast of customer dynamics in the market.
* Ensure all outstanding tasks are actioned by deadline
* Ensure calendar is up to date and out of office set when training or travelling
* Identify and share best practice initiatives across all segments to drive continuous improvement and elevate execution standards
KPI’s:
* State performance T&O - OP
* Salesforce utilization and activity matrix – Team combined target 95% or greater
* Pipeline accuracy and maintenance
* Focus sheet and Task completion: 100% within the required timeframe.
* MyTools Training – 90% of team achieved required competency
We Don’t Just Build The World, We Build Innovative Technology Too. Joining the Stanley Black & Decker team means working in an innovative, tech-driven and highly collaborative team environment supported by over 58,000 professionals in 60 countries across the globe. Here, you’ll get the unique chance to impact some of the world’s most iconic brands including STANLEY TOOLS, DEWALT, CRAFTSMAN, MAC TOOLS and Black + Decker. Your ideas and solutions have the potential to reach millions of customers as we work together to write the next chapter in our history. Come build with us and take your career to new heights. Who We Are We’re the World’s largest tool company. We’re industry visionaries. We’re solving problems and advancing the manufacturing trade through innovative technology and our Industry 4.0 Initiative. We are committed to ensuring our state-of-the-art “smart factory” products and services provide greater quality to our customers & greater environmental and social value to our planet. We are unique in that we have a rich and storied history dating back to 1843, but that hasn't stopped us from evolving into a vibrant, diverse, global growth company. Global Benefits & Perks
You’ll be rewarded with a competitive salary plus receive entitlements and benefits unique to your country of hire. What You’ll Also Get Career Opportunity: Career paths aren’t linear here. Being part of our global company with 60+ brands gives you the chance to grow and develop your skills along multiple career paths. Learning & Development:
Our lifelong learning philosophy means you’ll have access to a wealth of state-of-the-art learning resources, including our Lean Academy and online university (where you can get certificates and specializations from renowned colleges and universities). Diverse & Inclusive Culture:
We pride ourselves on being an awesome place to work. We respect and embrace differences because that’s how the best work gets done. You’ll find we like to have fun here, too. Purpose-Driven Company:
You’ll help us continue to make positive changes in the local communities where we work and live as well as in the broader world through volunteerism, giving back and sustainable business practices.