Our mission is to be the best people to do business within the flooring industry.  One of the world’s leading manufacturers of high-quality flooring, Mannington Mills, Inc., based in Salem, New Jersey is engaged in the manufacturing and marketing of residential and commercial sheet vinyl, luxury vinyl, laminate and hardwood floors, as well as commercial and rubber under Mannington Commercial, Amtico, and Burke brands.

Mannington is a fifth-generation family-owned business with values that include: CARE; DO THE RIGHT THING; WORK HARD/ PLAY HARD; AND CONTROL OUR OWN DESTINY.  Founded in 1915 by John Campbell, Mannington is still privately held and, after more than 100 years, continues to pursue its commitment to quality, customer satisfaction and the environment through innovative product design and marketing, state-of-the-art processes and industry-leading programs.

POSITION SUMMARY

The Inside Sales Manager develops and grows assigned customer accounts through consultative selling while supporting strategic account partnerships. The position works with Territory Managers and internal teams to identify growth opportunities, strengthen partner communications, and improve the execution of customer programs.

Time allocation is expected to average approximately 70% inside sales and 30% administrative and strategic account support. Seasonality, program activity, and business needs will determine shifts in time spent, with priorities coordinated with the Senior Sales Manager of Training.

We are looking for someone who:

• Is passionate about transforming sales and whose values align with Mannington’s culture- we achieve our mission through our values and are looking for someone who is humble, effective, adaptable, and remarkable.
• Has high emotional intelligence – you have a genuine empathy for customers and maximize your impact through understanding the motivations of each customer and adapting your communication and sales approach accordingly.
• Has a proven track record for negotiating sales and programs that drive economic value for both parties (company and customer).
• Has a commitment to overachievement – you have a proven track record of consistently outperforming sales quota attainment, and you have a never quit “gritty” attitude towards sales targets regardless of adversity being faced.
• Is a champion of the consultative sales process– you utilize existing CRM reports and continue to develop and leverage internal data to strategically engage customers through the consultative sales process.
• Has experience of being managed in a structured sales environment utilizing a CRM tool.  These could include managing via sales methodology, a forecast methodology, and a structured deal management by sales stage.
• Has strong business acumen – understands and uses good judgement of existing and potential sales opportunity.
• Is accountable – you have a proven ability and strong willingness to follow through on promises and commitments, maintain consistent customer follow-up, and help current programs achieve their full potential.
• Thinks creatively – you look beyond established approaches to strengthen strategic account partnerships, improve the customer experience, and identify opportunities for continuous improvement.

JOB RESPONSIBILITIES INCLUDE

Inside Sales

1. Establishes, develops, and maintains business relationships with assigned groups of current customers and prospective customers for all Mannington product categories (Residential hard surface and Mannington Mainstreet Commercial).
2. Conducts regular virtual product knowledge presentations with retail customers utilizing video conferencing technology.
3. Responds to customer requests quickly and expedites the resolution of customer problems and complaints.
4. Achieves sales goals established for the position.
5. Identifies total account potential in the most impactful sales categories by targeted account.
6. Establishes and documents an account sales business plan outlining the plan to achieve account sales growth commitments.
7. Regularly tracks and measures account performance to commitments. 
8. Consistently maintains up-to-date and accurate reporting of all the above in company CRM.
9. Conducts regular account sales business review meetings with targeted accounts.
10. Provides the organization with oral and written reports on customer needs, problems, interests, competitive activities and potential for new products and services.
11. Is a Mannington product knowledge expert regarding appropriate fit for purpose applications, technical services matters, market insight and conditions, competitive activities, advertising and promotional trends.
12. Coordinates the installation of new displays / merchandising and the maintenance of current displays / merchandising ensuring that Mannington merchandising meets our marketing guidelines and is presentable to the public.
13. Ensures that all customer account price lists are accurate and up to date.
14. Operates territory within allocated sales budget, including samples and merchandising.
15. Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.
16. Develops, maintains and executes the inside sales training curriculum for new associates.
17. When asked, supports an RSD that has an open territory by using a provided list of accounts.

Administrative and Strategic Account Support

18. Establishes and maintains a consistent cadence of direct communication with assigned strategic accounts and partners, ensuring timely updates on programs, products, promotions, and agreed-upon next steps.
19. Prepares and provides in-depth strategic account reporting to Territory Managers and appropriate sales leaders, analyzing purchasing trends, category performance, program participation, and account potential to identify opportunities, concerns, and recommended actions.
20. Develops and executes targeted marketing and account outreach in coordination with sales and marketing teams to increase awareness, engagement, and participation in Mannington products, promotions, and programs.
21. Strengthens communication of promotions to strategic accounts by providing clear program details, timing, eligibility, and required actions, and follows up to encourage participation.
22. Maintains strong and consistent follow-up on account commitments, program launches, and outstanding action items to improve execution and elevate the effectiveness of current programs.
23. Develops creative approaches to build and improve strategic account partnerships, including welcome kits, personalized thank-you follow-ups, and other meaningful partner touchpoints.
24. Works with product teams to ensure private-label samples are accurately developed and produced in a timely manner. Confirms account requirements, tracks key milestones, communicates potential delays, and follows through on completion and delivery.
25. Proactively identifies and recommends opportunities for improvement in account support, communications, reporting, marketing, sampling, and internal processes, and assists with implementing agreed-upon improvements.
26. Assists with other administrative duties, including maintaining account and program records, preparing materials and reports, coordinating follow-up, and supporting departmental priorities as assigned.

STANDARDS OF PERFORMANCE

While the list of major job duties explains what is to be done, performance standards provide us with specific performance expectations for the Inside Sales Manager.  They are the observable behaviors and actions which explain how the job is to be done, plus the results that are expected for satisfactory job performance.

• Minimum Standards of Sales Performance:
  • Total Revenue:  Achievement of assigned territory sales revenue targets.
  • Number of Active Accounts:  A minimum of 150 accounts producing sales in the territory*
  • Quantity of Sales Calls:  A minimum of 20 customer calls per day.
  • Quality of Sales Calls:   A minimum of 10 Mannington Consultative Sales Process calls per week (or an average of 2 consultative sales process calls per day) and a minimum of 5 scheduled consultative sales process calls for the following week.  Consultative Sales Process defined as:
    1. Uncovering or updating customer total category Purchase Potential
    2. Gaining / updating and documenting customer sales purchase commitment
    3. Reviewing customer current sales performance to documented commitment
    4. Developing / updating and reviewing / documenting customer business plans
  • CRM maintenance: 
    1. Customer events and sales activities are updated daily with the next steps identified.
    2. Target accounts are current with documented activity within the past 30 days always.
    3. Customer Business plans are always approved and current.

*Number of active accounts vary depending on specific territory size and geography.

Standards of Administrative and Strategic Account Support

• Provides accurate, timely strategic account reports with clear trends, opportunities, and recommended next steps according to established reporting schedules.
• Maintains the agreed-upon partner communication cadence and documents follow-up activity, outstanding commitments, and next steps in company CRM or designated reporting systems.
• Completes assigned marketing, welcome kit, promotional, and program follow-up activities by established deadlines and tracks participation and outstanding actions.
• Tracks private-label sample milestones with product teams, communicates risks to timing promptly, and follows through until outstanding items are resolved.
• Recommends practical improvements and completes assigned administrative responsibilities accurately and on time while adapting priorities to seasonal business needs.

JOB REQUIREMENTS

• Bachelor’s degree in business administration, sales and marketing or related field preferred
• A minimum of two years outside or inside sales experience with a proven track record of performance
• Experience utilizing a structured sales process
• Experience utilizing CRM to manage and forecast sales opportunities
• Strong analytical skills to prepare detailed account reports, identify trends and patterns, and translate findings into actionable sales and partnership opportunities
• Strong interpersonal communication, teambuilding, decision making, and conflict resolution skills required
• Strong written communication, organizational, and follow-up skills with the ability to manage multiple accounts, programs, and deadlines
• Proficiency in Microsoft Excel and CRM reporting to support account analysis and program tracking
• Ability to think creatively, collaborate with sales, marketing, and product teams, and adapt priorities to seasonal business needs
• Calhoun, Georgia based

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions.
While performing the duties of this job, the employee is regularly required to remain in a stationary position for extended periods, communicate effectively, and operate office equipment such as computers and telephones. The employee may occasionally need to move about the office to access files or office supplies, position self to maintain files, and lift or move items up to 25 pounds. Visual acuity is required for preparing and analyzing data and reports.

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 qualified individuals with disabilities to perform these essential functions.
This position typically operates in a quiet office environment. The employee may occasionally be exposed to moderate noise levels associated with business operations.

Equal Employment Opportunity Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.