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AHF Products - Sales Director, South Central

Date: Jun 29, 2019

Location: Dallas, TX Texas, US, 0

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AHF Products is an independent wood flooring company established following American Industrial Partners’ (AIP) acquisition of the Armstrong Flooring wood division on December 31, 2018.  AHF Products is a leader in hardwood flooring products boasting an impressive portfolio of leading wood flooring brands, including Bruce®, Armstrong Flooring®, HomerWood® and Capella® and serves both the residential and commercial markets.

AHF Products is a leader in hardwood flooring products with a family of strong brands serving the residential and commercial markets. With decades of experience in award-winning wood flooring design, innovation, product development, manufacturing and service, we improve the quality of people’s lives through great products and a deep commitment to outstanding customer service.


Headquartered in Lancaster, Pennsylvania with manufacturing operations across the United States, AHF Products employs over 1,700 dedicated team members.


This position is responsible to drive improved sales and growth with South Central distributors, customers, channels and buying groups for all AHF products. Manage business activities and sales in conjunction with the sales leaders.


AHF sales are approximately $400M annually


Duties and Responsibilities: 

  • Drive profitable growth through distributors, direct customers for all residential and commercial AHF product categories.
  • Align with product marketing (PM) and management to create and execute combined value propositions that achieve corporate forecasts.
  • Key Customer management: Develop strong relationships with Distribution, FNA and large/influential retailers.
  • Build credibility, confidence and collaboration with internal and external stakeholders through regular and ongoing communication. Monitor customer, market and competitor activity and provide feedback. Resolve customer and business issues. Perform root cause analysis and drive solutions as needed.
  • Develop and implement business development and sales plans in support of Residential (OGSM) objectives, goals, strategies and measures
  • Collaborate with Sales Operations (SIOP) in the development of support investments toward sales force effectiveness, productivity including planning, reporting, budget setting, forecasting, sales process optimization and training. Work closely with Sales Operations to analyze sales, financial metrics and adjust strategies, processes to optimize effectiveness
  • Effectively manages the Price, Volume and Mix (PVM) components to achieve Sales objectives
  • Contribute to the development, execution, and attainment of Distributor, FNA, NFA and independent retailer operating plans/budgets
  • Work closely with VP of Sales to maximize sales and best practices across customer/channels
  • Communicate and enforce performance expectations, sales policies, standard operating procedures and best practices as the person directly responsible for AHF South Central Region. Plan and measure progress; review and evaluate results. Quickly intervene when performance is not meeting expectations.
  • Travel with distributor sales representatives to maximize their sales performance and strategic customer mindset needs to win share with AHF products.
  • Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals 
  • Delivers sales presentations to key clients in coordination with sales representatives
  • Develops and implements strategic sales plans to accommodate business unit goal
  • Reviews market analyses to determine customer needs, price schedules, and discount rates 
  • Represents company at trade association meetings to promote product
  • Monitors and evaluates the activities and products of the competition. Identifies SWOT and develops plan to address issues/problems/opportunities
  • Meet or exceed sales plan and manage T&E expenses within budget


Required Qualifications: 

  • Minimum five years sales experience in the floor covering industry
  • Bachelor's degree (B. A.) from four-year college or university in business, marketing or related field; MBA a plus
  • Valid driver’s license with clean driving record
  • Must be able to travel 70% of the time
  • Expertise in National Accounts, sales business development and project management.


Other Qualifications:

  • Demonstrated ability to achieve business results
  • Effective project management skills
  • Technical skills in strategic planning and sales planning
  • Employee training and development
  • Strong customer orientation
  • Excellent interpersonal and communication skills including presentation skills.
  • Must have ability to effectively present to key decision-makers
  • Needs ability to “think on their feet”
  • Demonstrated track record of successfully establishing and maintaining sales relationships with key decision-makers at retail, distribution and other end-users and specification influences.
  • Ability to meet stated requirements for monthly reporting, sales analysis and program documentation
  • Demonstrated ability to communicate and coordinate programs
  • Ability to work unsupervised and set priorities to achieve sales goals


Language Skills:

  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
  • Ability to write reports, business correspondence, and procedure manuals.
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.


Mathematical Skills:

  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
  • Ability to apply concepts of basic algebra and geometry.


Reasoning Ability:

  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.


Computer Skills:

  • To perform this job successfully, an individual should have knowledge of SFDC; and proficiency in Microsoft Excel spreadsheet software, Microsoft Word and PowerPoint software.


Physical Demands:

  • While performing the duties of this Job, the employee is regularly required to talk or hear.
  • The employee is frequently required to stand.
  • The employee is occasionally required to walk; sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl.
  • The employee must occasionally lift and/or move up to 25 pounds.
  • Specific vision abilities required by this job may include close vision and color vision.


Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.


About AHF Products


With decades of experience in award-winning wood flooring design, innovation, product development, manufacturing and service, AHF Products seeks to improve the quality of people’s lives through great products and a deep commitment to outstanding customer service.


Headquartered in Lancaster, Pennsylvania with manufacturing operations across the United States, AHF Products has a deep rooted belief in the power of teamwork, transparency, and trust.   Together, we work each day to promote a fair, dependable, and passionate community of over 1,700 employees.  We value well informed, highly committed, and enthusiastic employees who motivate others to do their best work. Our culture emphasizes productive collaboration that inspires innovation, empowers creativity, and delivers best-in-class performance. It is an environment where the highly motivated thrive, each person bringing their unique talents and diverse perspective to drive the business forward together.


Equal Opportunity Employer: AHF Products is an Equal Opportunity Employer M/F/Disabled/Vets.

Job Segment: Sales Management, Business Development, Sales Operations, Product Marketing, Sales, Marketing

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