Growth doesn't happen by chance — it is built CHIEF'S LETTER
FM Mattsson's clear sales strategy wins the right matches in the competitive market
Interview with Peter Hermansson, Sales Manager at FM Mattsson
FM Mattsson faces the challenges of the future with a clear sales strategy and a strong desire to develop.
We have interviewed Peter Hermansson, Sales Manager at FM Mattsson, and named him Sales Manager of the Month with Mindit.
FM Mattsson history
FM Mattsson, founded in 1865 by Frost Matts Mattsson, has grown from manufacturing parts for the Mora clock to becoming a global market leader in the manufacture and sale of high-quality water taps. Headquartered in Mora, Sweden, FM Mattsson is part of the FM Mattsson Group, and their products are sold through wholesalers and retailers, to end customers in the construction industry and consumers.
We at Mindit are pleased to nominate Peter Hermansson as Sales Manager of the Month. Peter has had an impressive career at the company since 2002, from district salesman, regional manager, KAM, to his current position as both sales manager and marketing manager. Peter has demonstrated an outstanding ability to develop both the team and business processes.
Justification for the nomination
"Peter has developed both the team and processes in the long term with a good eye for the whole. He sees developments in the market and works actively to match the sales organization based on this. Peter also works to create participation and in this way build a culture where people thrive, develop and are given the conditions to succeed." – Erik, Client Partner Mindit
Peter Hermansson shares his view on development
“What has been striking to me in my career, as a salesperson, sales manager and sales director, is how similar we work in the industry, supplier colleagues and competitors, so it has always been interesting for me to do things differently. To try to find my own ways, both for my own development but also from a leadership perspective so that the entire organization can develop.”
Sustainability initiatives will help FM Mattsson in times of challenge
With reduced housing construction, FM Mattsson is in a challenging period in the market as they have a market leading role. But with good initiatives underway, both in sales, marketing and in the range, Peter believes, despite the decline, that FM Mattsson will do better than the industry index.
Peter explains the company's future perspective:
“It’s not a glamorous life delivering to homes today. But FM Mattson is a safe and stable company and historically we have taken market share in recessions. We also focus on sustainability, which is crucial to getting through the tough situation we find ourselves in.”
Mindit's support in the development journey brings out the meaning of their competence
It was during the pandemic that FM Mattsson's Way Of Selling was developed together with the sales organization. With support and encouragement, they were helped to understand what is important from what they already know and how they can develop the values they have as a company. Now, about 4 years into the collaboration, there is a greater focus on working with the sales leadership organization.
"Mindit has helped us understand the meaning of our expertise for the customer and how we can channel it towards better offers. Together, we have gathered the sales expertise our employees possess so that we can focus and sharpen ourselves at all times."
To successfully achieve the goals, there is a clearly defined sales strategy
With the position FM Mattsson has in the market as a market leader in several segments, it is important to highlight the right message to the right target group. Prioritize our activities carefully so that we win the matches we need to win within each market segment.
Peter emphasizes the importance of choosing deals carefully and not getting too broad in the market:
"It is a challenge to be clear in the strategy, when we simultaneously need to operate through several target groups and constantly make priorities. We must understand which matches are important and make sure to win them."
Peter sees his role as inspiring and developing employees.
“My main role is to take advantage of the employees' collective expertise so that we can benefit from it and develop and rise together.”
Sales Manager of the Month Peter Hermansson
"There is a challenge in making a difference in everyday life and it is easy to fall into old ruts, so it has been interesting to bring in someone from the outside who looks at what we are doing. The lesson from the effort is that we need to raise the discussion about where we are and where we are going, and make things happen in reality. The responsibility of sales management is to set good, clear goals and coach salespeople, see the successes and be patient in the process." - Peter
Tips from Peter for you in the sales leadership role
– Get help from each other to succeed better together – Set a sales strategy that is easy for everyone to understand – Choose what you are best at and focus on it – Use the experiences/skills available in the organization to develop the entire team