The role, defined:
The market manager at Millennium is the leader of the local branch sales and operations. This person is a local resource for the whole team with the ability to make management decisions to best serve the clients, vendors and grow Millennium in that market.
Responsibilities:
- This role should have no more than 8-10 direct reports.
- Build and maintain a strong team that works together using Millennium processes. The market manager can use the existing hiring resources or decide to use other channels to secure the best people for local sales, client advocates, future business development subordinates and to hire the best warehouse staff.
- Communicate clear expectations of sales, operations, margins, profitability, and objectives set by the Regional Manager and create the strategy to meet or exceed these objectives.
- Set daily, weekly, monthly and annual expectations for each employee within their defined territory for the following areas:
- Calls, visits, quotes, sales orders
- Returns
- Cycle counts, inventory levels, dead inventory liquidation, accuracy
- Accuracy of orders, shipping, lead time, and expectations set by client services
- Annual forecast and sales expectation by quarter
- Create an annual budget to meet expectations
- Review inventory to ensure proper levels
- Quarterly coaching sessions with market managers reviewing previous quarter results and planning for the next quarter
- Weekly scorecard measuring sales and operations to be defined by Regional Manager
- Sales
- Margin, which is determined on an annual basis for the upcoming year
- Inventory
- Client satisfaction
- Ensure the employees are providing maintenance and functionality of all facilities, delegating or contracting cleaning, grounds maintenance, warehouse layout, and signage.
- Identify and growing future leadership
- Ensuring Education plans established/completed
5 accountabilities:
- LMA
- Customer Retention
- Profit/Budget
- Sales Process
- Asset Management
Action Frequency:
- Quarterly planned coaching sessions with all employees
- Monthly review of budget vs actual with Regional Manager
- Monthly review of sales plan vs revenue with sales employees
- Weekly market managers L10 meeting
- Weekly one-on-one meeting with the Regional Manager
- Quarterly EOS planning meeting with market managers
Role Metrics
- Market health score of 90% or higher
- Gross profit percentage of 18% or higher
- Net Income of 10% or higher
- Budget vs actual producing results of 95% or greater
Salary Structure:
- Sliding scale
- Role structured: Base salary + % of net income of region
Regions defined:
- MCE regions are defined as followed
- Pacific
- Washington, Oregon
- Rocky Mountain
- Montana, Idaho, Wyoming, Utah, Colorado
