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Axiom & Serpentina Sales Manager (Northern California) Job

DATE: Aug 19, 2019

LOCATION: San Francisco, California, US, 0

Company: Armstrong World Industries

Under the leadership of the National Sales & Product Manager, Axiom/Serpentina, this position is responsible for achieving sales revenue targets for the Axiom & Serpentina product lines.  The efforts will be geared towards working with and coaching the Armstrong sales force to work with our channel customers to drive sales.  These efforts include training (sales training, product knowledge and integration training), customer conversions, pricing tactics and strategies, communications and promotional programs, and technical application action plans.  All efforts are to be geared towards driving for continued growth and success of the business unit.


KEY PROCESSES (Ownership/Participation):

  • Demonstrates leadership to promote a safe working environment for all employees and supports the company’s 8-Step Safety Process
  • Drive sales of the growing Axiom and Serpentina product lines
  • Develop key architectural relationships at major architectural firms to drive architectural specifications for key projects
  • Provide leadership, direction and participation in sales activities that relate to the Axiom & Serpentina Engineered systems with channel customers and the Armstrong sales organization
  • Directly involved in new product development, selling aids and technical information relating to the product line
  • Participate in regional sales meetings, advisory meetings, training initiatives and suspension system events where necessary to help promote the product line
  • Conduct competitive market intelligence; analyze and adjust positioning to grow market leadership
  • Analyze territory performance (sales, volume, pricing) to formulate regional procedures and provide counsel to area sales teams and distributor customers to enhance Axiom sales
  • Maintain close alignment to architectural trends, needs and concerns
  • Work closely with local general contractor, distribution and sub-contractor channels to expose them to our Axiom & Serpentina products, while promoting the value of our system(s)
  • Strategic business plan development and execution
  • Demonstrated leadership and execution in
  • Will seek alternative partnerships and relationships that will help drive a total ceiling solution strategy



  • Reports to the National Sales & Product Manager, Axiom & Serpentina
  • Expected to maintain close relationships with sales teams, sales leadership and key customers within the geographies covered
    External Customers
    • Channel Customers (Architects, Designers, Distributors, Subcontractors, General Contractors)
    • Non- Armstrong alliance customers
  • Internal:
    • Armstrong Sales Organization
    • Armstrong Customer Focus Group
    • Armstrong Marketing Group
    • Axiom & Serpentina Leadership Team
    • WAVE Corporate Leadership Team



  • Achievement of WAVE safety goals
  • Annual sales volume for Axiom & Serpentina systems
  • Customer satisfaction (both channel customers and Armstrong field sales organization)
  • Active involvement in helping promote the knowledge of the drivers that improve total business performance, both financial and non-financial
  • Continued self-development



  • Determine and/or recommend Axiom & Serpentina sales and marketing strategies and tactics when enhance our total ceiling solution offer to the market
  • Provide leadership, direction and participate in sales activities that relate to Axiom & Serpentina Systems with channel customers and the Armstrong field sales organization as necessary or required by field management and/or grid specialists
  • Participate in sales meetings, advisory committee meetings and suspension events
  • Continually analyze, review and recommend actions that relate to improved performance of Axiom & Serpentina Systems’ sales, pricing, profitability and communications
  • Develop and implement programs and promotions that increase the sales volume and profitability of Axiom & Serpentina Systems in the commercial market
  • Establish a process and implement improvements to our sales aids, literature and technical information
  • Implement and coordinate effective communication strategies to promote the growth of the Axiom & Serpentina business
  • Participate in the product line rationalization process for suspension systems



  • Owner
  • Relationship Builder
  • Risk Taker
  • Customer Advocate
  • Communicator
  • Coach



  • Bachelor’s degree
  • Excellent verbal, written and presentation skills
  • Minimum of 3-5 years of progressive success in selling commercial building products, with experience in selling to the architectural, distributor and contractor communities
  • Candidate should be knowledgeable of the commercial ceilings products’ sales channel and specifying segments, while being deeply familiar with managing relationships and closing sales with key customer groups

WAVE is an AA/EEO/Veterans/Disabled Employer

Job Segment: Sales Management, Product Development, Field Sales, Manager, Sales, Research, Management