Every professional wants to work for an industry leader. Now is your changes as Hearth & Home Technologies is hiring a Builder Development Manager located in Detroit, MI.
As a member of the Fireplace Business Unit Sales team, this role is focused on improving our position with assigned top national, regional and local builders through building strategic partnerships. This is a critical sales role that will lead in driving HHT fireplace placement with builders of all types in the local market. The Builder Development Manager will focus on increasing mix, unit growth, and share of national, regional and local builders while partnering with our channel partners in a defined market territory. This role is an expert in the new home construction industry and market in which they are assigned, to specifically improve fireplace specifications in assigned builder floorplans and model homes.
What you will do:
- Establish strong working relationships with the following partners to bridge the gap between fireplace growth strategy and regional and local market specification and installation execution:
- The National Account team to better understand account strategy, contracts, and agreements.
- Regional, divisional and local builder decision makers and influencers as assigned to “pull specifications.”
- Local Fireside (FHH) and channel partners to assist “pushing” these specifications to them for final quotes and closing the sale.
- Drive unit growth, mix, and share of defined national, regional and local builders in assigned market.
- Conduct annual Key Account Business Reviews (KABR) with all assigned builders.
- Work with the in-market decision makers of builders and influencers to include a fireplace specification in upcoming community floorplans and model homes.
- Be the new home construction, industry, and market expert:
- Analyze market trends to assess optimal fireplace product mix, options and upgrade pricing by homebuyer type within each account.
- Educate internal and builder decision makers and influencers on new home construction industry and hearth trends in market.
- Educate market-based sales and design center staff on how to properly sell hearth category to homebuyers to maximize sell through of product options / upgrades.
- Identify, establish and improve relationships, and execute consistent contact with all key influencers within assigned accounts.
- Recommend hearth offering that is “Right Fireplace for Right Home” and differentiates builder’s design while maximizing profit and minimizing complexity.
- Recommend option and upgrade selection with recommended resale pricing to create Profit Propositions for all assigned builders.
Minimum Qualifications:
- Bachelor’s degree in business administration, marketing, or related field or equivalent combination of education and experience
- 5 or more years of successful experience in sales or design within residential construction, preferably with production builders
- Demonstrated experience with group facilitation / training others on features and benefits of products
- Skilled at establishing and maintaining relationships and selling to all levels within an organization
- Ability to work with/through and influence FHH, channel partners, and assigned sales representatives
- Demonstrated ability to interact and understand what motivates each high level and cross functional builder personnel (Division Presidents, Sales Manager, Procurement, Architecture, Model Sales Agents, etc.) and ongoing relationship development and influence
- Ability to deeply understand market dynamics and be the market expert
- Ability to be recognized as strong consultant and long-term advisor to the builder community via designing compelling messaging and influencing the specification/sale
- Strong verbal and written communication skills including excellent presentation skills
- Experience managing sales calls and utilizing effective tools in sales process
- Experience using CRM (Salesforce.com)
- Proficient with MS Office products (PowerPoint, Excel, Word, etc.)
About Hearth & Home Technologies
Hearth & Home Technologies (HHT) is the Residential Building Products division of HNI Corporation (NYSE: HNI). We are the world's leading developer, manufacturer, distributor and installer of hearth products. Our products include a wide variety of gas, electric, wood burning fireplaces, inserts, stoves, fire tables, fire pits and accessories.
HHT carries the industry’s best and most recognized brands, including: Heat & Glo, Stellar by Heat & Glo, Heatilator®, SimpliFire, Majestic, Monessen, Forge & Flame (Harman, Vermont Castings, Quadra-Fire®), and Fireside retail stores and builder design centers. Lakeville, Minnesota is our home, but we have locations throughout the United States. Our driving passion surrounds the pillars of bringing warmth, comfort, and peace of mind to the places people live and gather!