Sales Manager

Personnel / Staff Management

Recruits and hires sales personnel, maintaining staff at appropriate level for overall company sales goals; oversees discipline actions and performance appraisals for sales staff;

works with individual sales personnel regarding their sales goals

Coaches sales staff on lead generation, selling skills and individual accounts; on working with A&D community and with customers;

and on how to best present themselves and the company to their customers

• Provides daily supervision of sales staff
• Drives training with help from manufacturers, industry experts, company management, etc.
• Implements sales staff policies, procedures, and processes; assures adherence to company policies
• Oversees compensation program and sales' role in order fulfillment; arbitrates sales staff issues with compensation program (returns, charge backs, etc.)
• Does sales presentations with sales staff, or alone - is a good presenter and good listener

Leadership and Motivation

Promotes core company values - professionalism, technical competency, motivation, enthusiasm, commitment, work ethic, etc.

to the sales staff, other internal staff, and customers

Sales Strategy and Plans - work in conjunction with the VP of Sales to achieve the following :

• Adapts sales and marketing strategy within all markets; works with and supports company sales strategy and plans, working closely with company's preferred manufacturers
• Develops and implements sales strategy for company and marketplace
• Develops sales plan - volume goals, margin percent, product mix, target accounts, new business percentage
• Helps establish marketing image of company
• Research how local competition goes to market and their strengths / weaknesses

Customer / Account Interfaces

• Develops and maintains social and professional relationships with customers, manufacturer reps, A&D firms, brokers, etc.
• Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, etc.)

Goals and Performance - work in conjunction with the VP of Sales to achieve the following :

• Manages selling expense and sales budget within company guidelines
• Helps set company and individual goals for sales, margin and margin percent, new business sales, sales for core lines, etc.
• Manages sales forecasting and projections, provides timely and accurate sales reports to management
• Quickly addresses shortfalls by individual sales staff - coaches personally, sets short term goals, oversees weekly activity, and cuts losses quickly if performance doesn't improve to acceptable levels

Sales Ability

• Has ability to be a rainmaker for the company, developing high level relationships with potential clients and client influencers (A&D firm executives, etc.)
• Functions as a leader of the senior selling team, providing high level sales strategy and professional presentations for major customers;

helps set pricing, product and service strategy for major accounts, bids and projects

Oversees RFP production for major bids and projects

Industry Knowledge

• Stays up to date with major specialty storage lines, new product introductions, secondary lines, industry practices, etc.
• Has in-depth understanding of specialty storage management at dealer level, including sale's role in those processes and procedures
• Has strong product and service knowledge

Miscellaneous

Is a good negotiator - understands service and product economics, and drives profitable sales and margins for company; understands quality of sale (for efficient sales implementation)

Travel is required throughout assigned territories.