The Sales Manager leads, coaches, mentors, and coordinates an Account Management Team to drive the company's growth and deliver on financial metrics.
Primary Responsibilities
Coach and develop an account team that meets objectives, cooperates on a team basis, and learns from individual successes.
Including sales ride-along visits with Account team members
- Drive sales performance to achieve annual sales and customer satisfaction goals. Track sales metrics, monitor results, and analyze for corrective action.
- Conducts one-on-one meetings with Sales team members to review sales activity results and establish corrective plans as needed.
Conduct Sales meetings that include plan reviews, product knowledge, and role-playing.
- Deliver ongoing training and teach our sales process by modeling the core behaviors. Provide communication and clarity around our sales process system.
- Develop annual goals for the account team by territory and Account team member. Establish and maintain annual sales budget.
Create and maintain the prospect target list and execute account assignment / reassignment to the account team.
- Participate, as a team member, with the Commercial Leadership Team and other managers in providing the best operational results and ensuring alignment to organizational goals, direction, and strategy.
- Other duties as assigned.
Key Goals & Deliverables
- Increase the effective scope of prospects in the sales funnel.
- Increase the amount and rate of new customers closed.
- Increase the company's wallet share of potential business won from customers.
- Increase the total business book by creating new customers and retaining current ones.
- Increase the volume of products sold.
- Increase the margin dollars collected on business.
- Increase gross margin on the pounds of product being sold.
Experience & Education
3 Years of experience successfully demonstrating sales leadership acumen in a fast-paced business environment is required.
Technical, chemical, or plastics industry experience is preferred.
- Successful completion of a bachelor's degree program focusing on Sales, Marketing, or Business Administration is preferred.
- Experience successfully utilizing and training others on value-selling techniques and tools is required.
- Experience with B2B selling in the chemical or plastics industry is preferred.
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