Hospitality Territory Manager
Stanley Black & Decker - Los Angeles, CA

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Opportunity Snapshot This newly created role offers you the opportunity to be in on the "ground floor" of the fastest growing segment of our business -- we have posted 300% year-over-year growth since entering the hospitality market in 2009, and we are predicting the same rate of growth over the next couple of years. Not only will you represent Price Pfister, a respected, high profile brand, but you'll also be able to offer a unique value proposition in custom designs. You'll enjoy a good deal of autonomy in developing your strategy and managing a large multi-state territory, and your success could set you up to pursue a variety of career paths within Price Pfister or our S&P 500 parent corporation, Stanley Black & Decker.

Trusted Since 1910 TM . As a leader in the plumbing industry for nearly a century, Price Pfister has developed some of the most innovative and dependable faucets and accessories, in a range of styles and finishes to suit your tastes. Price Pfister is one of several leading brands within the Stanley Black & Decker Hardware and Home Improvement Group (HHI), part of Stanley Black & Decker's Security division. The Requirements To be a good fit for this opportunity you will have:
A bachelor's degree.
Three to five years of experience selling into the hospitality industry, ideally involving architectural design (fixtures, furniture, textiles, lighting, etc). Established relationships within this industry are a strong plus.
A demonstrated ability to manage complex distribution channels and longer sales cycles.
Experience developing and managing sales plans/strategy.
Exceptional presentation skills.
Solid financial acumen and the ability to manage P&L responsibilities.
Excellent leadership skills, including the ability to influence and motivate people over whom you have no direct authority; supervisory/management experience is a plus.
A proven ability to work cross functionally and coordinate among multiple internal and external stakeholders.
Strong initiative and the ability to achieve goals independently.
A positive, upbeat approach.
Solid organizational and time management skills. You also will need to be willing and able to travel about 40% of the time. Our preference is that you are based in Southern California, as some of our biggest opportunities are here (you'll spend about 60% of your time between Los Angeles and Las Vegas), but we also will consider highly qualified candidates in other areas of this region, such as San Francisco, Seattle, etc. The Role Reporting to the National Account Manager, Hospitality, you will manage a territory that includes everything west of the Rockies. You'll take over and manage existing accounts and relationships and also work to bring in new business.

Ours is a two-part model in which you'll manage:
Direct corporate accounts, including strategic relationships with leading hospitality developers, interacting with decision makers in project management, purchasing and design.
Agency representatives who sell five to ten product lines to designers and architects. In addition to keeping Price Pfister at the forefront of the Agency Reps' minds, you'll maintain direct relationships with key design and architecture firms. Key objectives of this position include:
Assuming national P&L sales and profit responsibility for this territory.
Developing and managing the annual sales plan for the territory.
Managing and evaluating existing agency representatives and hiring, training and developing additional new agencies.
Managing existing accounts and developing new account growth.
Supporting strategic national accounts in the territory. Pivotal to your success will be your ability to work effectively with a variety of internal and external stakeholders, such as those already mentioned above as well as Field Sales Reps, Marketing, Design Engineering, and others. This will include developing and managing Customer Programming, which involves establishing optimal distribution processes among multiple parties.

Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities. What's In It For You The "best of both worlds" -- you will enjoy the entrepreneurial energy of a new initiative as well as the strength and resources of an $8.4 billion industry leader. We are actively investing in this initiative, which is already proving successful, and its continued growth will create opportunities for strong performers.

Unique value proposition -- while our existing product portfolio is extensive, you also will be able to offer custom design services exclusive to the hospitality industry.

Broad visibility -- you'll interact with people throughout our organization, giving you a valuable understanding of our business and operations. This will include senior leaders, and your successes will be noticed.

Autonomy and impact -- in addition to managing this territory yourself (we'll provide support when you need it, of course), you also will contribute to a growing and evolving business segment. Great ideas are welcome!

A culture that appreciates people -- at Stanley Black & Decker we understand that our success depends upon hiring and retaining Great People, people who share the values deeply embedded in our culture: demonstrate unyielding integrity, deliver on commitments, win through teamwork, and inspire excellence.

Excellent compensation -- in addition to a competitive salary and bonus incentive program, we offer a premium benefits package that include all that you would expect plus a few things that might surprise you, such as healthcare and dependent care reimbursement accounts, educational assistance, and more. Keys to Success In many ways you will help blaze the trails for this new business, and it will continue to grow and change for some time. You'll need to be comfortable with a degree of ambiguity even as you help define it. You also will need to be patient and persistent in managing longer sales cycles, and ready to pounce when the window of opportunity opens -- it may take months to get a meeting set up, and that meeting may be your one shot to present our value proposition. In addition, the ability to manage via influence across functional lines is not only essential for this role, but it also is a key competency for success throughout our organization. About Our Company Stanley Black & Decker, an S&P 500 company, is a diversified global provider of hand tools, power tools and related accessories, mechanical access solutions and electronic security solutions, engineered fastening systems, and more.

We hire, develop, and reward great people who understand the importance of a strong culture that values integrity, commitment, teamwork, and diversity. Our employees have a passion for developing great products and innovative solutions that meet our customers' needs. By satisfying customers, we improve people's lives, and by doing so, create value for our stockholders -- providing a great future for our customers, our company, and our employees.

The Stanley Black & Decker Hardware and Home Improvement Group (HHI) is part of the company's Security division. HHI develops, manufactures, markets and sells builders hardware, residential and commercial door hardware, kitchen and bath faucets, shower systems and bath accessories under the Stanley, National Hardware, Kwikset, Weiser, Baldwin, K2 and Price Pfister brands. Headquartered in Orange County, California, HHI has a global sales force and operates manufacturing and distribution facilities in the US, Canada, Mexico, and Asia. Our people enjoy a business casual work environment in which individual development is encouraged. As a billion dollar business within Stanley Black & Decker, we are able to provide both the growth opportunities of a large company and the visibility and exposure of a small organization.

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