Sales Manager - Commercial, Institutional and Government

Become part of the excitement.

Purpose

Responsible for attaining or exceeding the sales and gross margin rate budgets for the sales territory and implementing the district's market plan(s) to assist the district in achieving its sales and marketing objectives.

Assigned customer vertical market : Commerical, Institutional and Government (CIG).

• Typically manages seven to ten Sales Reps and / or Sales Trainees.
• May be assigned own accounts.
• Manages a minimum annual budget of $7M.
• May also serve as sales trainer.

Responsibilities

Develop business plans that support the assigned specialty market within the assigned territory; work with appropriate sales employees to develop tactical plans that implement the district plan;

develop assigned sales territory business plans with suppliers that have been identified as strategic.

Implement the sales management process utilizing sales rep business plans, pre-call plans, and post-call coaching debriefs;

establish annual sales and gross margin rates for market applicable sales reps or other sales employees within the district.

• Evaluate industry and business trends for potential impact on the district; identify key business opportunities and potential threats within the assigned sales territory.
• Develop and maintain relationships with key customers and suppliers so that the assigned sales territory is properly positioned within the marketplace;

provide guidance and support in the retention of profitable business.

Ensure the assigned sales territory has implemented effective recruiting, staffing, employee development, performance management, and succession planning programs in assigned area;

ensure a consistent focus on delivering high quality customer service.

Assist in the development and implementation of appropriate tools and training programs within the assigned sales territory to support the applicable specialty business growth.

Requirements

Minimum

• 7 years’ experience : Progressively responsible business or wholesale distribution industry experience
• High school diploma or GED

Preferred

• 11years’ experience
• Four-year degree

Knowledge, Skills, Abilities

Knowledge

• Knowledge of the wholesale distribution industry
• Knowledge of the Company's business, customers, suppliers, and external market conditions
• Knowledge of the applicable specialty business (vertical market)
• Knowledge of the Company's policies and procedures
• Knowledge of financial analysis methods and techniques
• Knowledge of continuous improvement techniques and practices

Skills

• Leadership and supervisory skills
• Analytical and problem solving skills
• Planning and organizational skills
• Oral and written communication and presentation skills
• Listening skills
• Results orientation skills
• Negotiation and mathematical skills

Abilities

• Ability to leverage district and branch resources effectively
• Ability to effectively supervise staff and achieve results through others
• Ability to make quality fact-based decisions using appropriate information
• Ability to develop and maintain relationships with key customers and suppliers
• Ability to be an effective member of, and lead, complex project teams
• Ability to effectively use standard office applications software

Working Conditions

Office environment. Some travel required.

Pay Details

The expected salary for this position is $100,000 annually depending on experience. This position is also bonus eligible based on specific and relevant business metrics.

Why should you join Graybar?

At Graybar, our employees are the heart and soul of our company. We believe that employees with diverse perspectives bring the ideas and innovative thinking we need to solve our biggest challenges and compete in an ever-changing world.

Consistent with our values, we welcome people from all backgrounds, cultures and experiences into our company because we believe it’s the right thing to do and the right way to run our business.

We want each of our employees to know that they matter and to feel a sense of belonging, ownership and inclusion at Graybar.

We believe that everyone should be treated with dignity and respect, and we work to build a collaborative environment where our employees have the opportunity to grow, learn and make a difference, both as individuals and as part of the team.

That’s what our employee ownership culture is all about : working as one team and moving forward together, while honoring the unique value each person brings to our company.

Apply now and find out what’s next for you.

At Graybar, we are known for our comprehensive benefits and our employee stock ownership plan! As a full-time employee of Graybar, you will accrue THREE weeks of vacation during your first 12 months, and will have access to a wide variety of our benefits.

Benefits include : Medical Insurance and Prescription Drug, Dental Insurance, Vision Plan, Life Insurance, Flexible Spending Accounts, Disability Benefits, Profit Sharing Plan, 401(k) Savings Plan, Paid Vacation, Sick Days and Holidays, Employee Recognition Program

Equal Opportunity Employer / Vet / Disabled