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VP, Dealer Franchise Sales: Culligan International

Among the most recognized brand names in the water industry, Culligan International has been manufacturing and distributing water treatment products and bottled water for household and commercial use, worldwide, since 1936. The company has cultivated a reputation based on service, quality and water expertise over its 70+ years of industry leadership. Its solutions have been awarded the Good Housekeeping Seal®, highlighted as a Consumers Digest® ''Best Buy'', and featured on the ''Designing Spaces®'' national television show. The franchised “Culligan Man” noted in advertising is known in more than 90 countries. Headquartered in Rosemont, IL, Culligan offers the most extensive water treatment product line in the world. We are the leading innovator and provider of filters for tap water, household water softeners, micro-filtration products, desalination systems, and portable deionization services. Culligan delivers bottled water and water systems to consumers and businesses through its network of over 700 Company owned and franchised dealers. Purchased by a fund controlled by the private equity firm Clayton, Dubilier & Rice in 2004, the company executed significant cost reductions in 2005 and developed an appropriate infrastructure to support the growth of the enterprise. Entering 2006, Culligan successfully negotiated a new agreement with its franchise dealer network which will prove advantageous to both parties. The work related to these activities has already had a significant impact on Culligan’s financial results. The company is strong, profitable, and well-positioned in the market. Culligan is focused on strategic growth initiatives which will see the business expand in previously under-serviced segments, growing revenue both domestically and abroad, and generating higher levels of profitability. Job Summary: Provide direction and leadership to Regional Sales Managers and others within the internal franchise sales organization to accelerate revenue growth and build solid, mutually beneficial relationships with the franchise dealer system. Be a highly credible liaison between the franchise community and the Culligan International, with particular attention on programs and processes of mutual concern such as new product rollouts, co-op marketing plans, and financing programs. Establish direct working relationships with the largest dealers and key influencers in the dealers system. Work closely with others in the franchise department on dealer development and accountability, with particular focus on development of weak markets. Manage specific activities such as dealer meetings and conventions, recognition programs for dealers and sales representatives. Responsibilites: .Relationship management with the franchisees .Continue positive momentum of improved relationships with the broad franchise dealer community and key franchisees .Improve productivity of the DAC .Implement rigorous best practice sharing process .Work closely with North America Company Owned Dealership cross functional teams including the Finance and Credit departments and Technical Service team to implement consistent best practices .Drive revenue improvement with franchisees: .Actively partner with franchise leaders to analyze business trends and practices .Provide thought leadership and robust programs to drive sales growth .Define and implement an internal support strategy that supports short and long term revenue goals. .Implement rigorous sales excellence training programs .Define system by which franchisees will be held accountable for improved results .Provide accurate and timely revenue forecasts to SVP, Franchise .Partner with other Culligan functions such as Commercial & Industrial Sales, Local Commercial Sales, POU, National Accounts, Marketing, NACOD, Training, and others as necessary to support franchise revenue growth .Achieve objectives primarily through management of the Regional Sales team and Field Technical Trainers .Rewrite job responsibilities for both given change in recent reduction in staff levels .Evaluate current team for capability to perform in new environment and manage performance accordingly .Set annual revenue and relationship management objectives for each RSM .Manage SG&A costs for field sales team .Ongoing management of franchise system .Oversee improvement in weak markets and turn over consistently underperforming markets .Implement new franchise agreements and policies including defining enforcement process .Manage team for bottom performing markets .Work closely with auditors to follow up on compliance and reporting issues .Coordinate with Training Group for development of short and long term strategies for training and distance learning .Partner closely with Customer Service team to create seamless and high quality service to the franchisees. Minimum Education Requirements: .Bachelor’s Degree in Business Administration or related field; Master’s a plus Minimum Work Experience Requirements: .Minimum of 15+ years of directly related successful sales leadership experience, with a minimum of 10+ years managing franchise relationships in a North American wide distribution network .Solid background in developing and executing sales strategies in a franchise environment Special Knowledge, Skills and/or Abilities: .Must be a highly motivated, hands-on leader with demonstrated ability to achieve goals through active partnering .Demonstrated entrepreneurial orientation and flexibility coupled with a willingness to entertain new and innovative ideas. .Demonstrated savvy and interest in creating strong influencing relationships with opinionated independent business partners .Must have the capability to develop management talent with strong communicative, interpersonal and people development skills. .Must have coaching/mentoring skills and abilities and possess a team orientation and commitment to success. .Must possess a strong ability to document and communicate with all levels of the organization as well as conceptualize programs, benefits and the associated risks including financial responsibility. .Demonstrated success in managing both the budgetary and people aspects of the business. .Demonstrated problem solving, confidence and decision making ability with regard to the sometimes difficult, yet necessary, business and people decisions commensurate with a leadership role of this magnitude. .Must be able to travel frequently by air and automobile Compensation & Benefits: Employees of Culligan receive a competitive benefits package and exclusive privileges including: -- Medical/Dental/Vision insurance -- Life Insurance -- Long & Short Term Disability -- Tuition Reimbursement -- 401(K) -- Product Discounts Culligan International Company is an Equal Opportunity / Affirmative Action Employer.