Commercial Sales Manager

PURPOSE

Absorbs responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the following duties personally or through subordinate sales staff.

Essential Duties And Responsibilities

• Supervises the sales force of the territory and ensures that customers are serviced in all areas, exceeding expectations.
• Regularly assesses the strengths and weaknesses of the sales force and develops performance plans, as needed.
• Recruits new sales talent to meet future sales needs.
• Sets sales and gross profit goals for existing and prospective customers annually.
• Assigns customer accounts to sales staff.
• Conducts territory analyses to determine when it is practical to reassign customers and salespeople.
• Analyzes sales statistics to formulate policy and assist sales representatives in meeting their goals.
• Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly.
• Responsible for new business development for the Company, including developing ways to increase sales volume, fostering cooperation, formulating new marketing strategies and unique service requirements.
• Establishes and maintains top-level contact with the management of existing and potential customers.
• Expands company’s partnering relationships with suppliers.
• Reviews market analyses to determine customer needs, volume potential, price schedules, etc., and develops marketing programs as needed to accommodate goals of organization.
• Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals.
• Affixes responsibility for negotiating competitive pricing with customers and prospects.
• Quotes prices and prepares sales contracts.
• Reviews bids, pricing and sales proposals.
• Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for “directs”, regular inventory and special order items.
• Makes regular meetings with customers, sales team and management to obtain feedback on customer satisfaction and quality of service.
• Formulates and recommends policies and objectives to ensure the most effective operation of sales activities.
• Sees that approved policies and objectives are fully understood by all assigned personnel.
• Networks with experts in the industry to stay current in the latest products, services and customer needs.
• Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, customer incentive plans, compensation plans, etc.
• Conducts regular sales meetings and informs the sales force of new developments in products, services and policies.
• Represents company (committee participation, board membership, etc) at trade or professional association meetings or shows to promote Builders FirstSource products and services.
• Attends meetings and participates in committees as assigned.
• Plans and implements customer events, such as Customer Appreciation Day or open houses.
• Codifies liaison between sales department and other sales related units, such as trusses and millwork operations.
• Analyzes and controls expenditures of division to conform to budgetary requirements.
• Maintains contact with and services a few key accounts.
• Serves as mentor and coach for other sales personnel.

Supervisory Responsibilities

• Manages the sales staff, including hiring, training, developing, coaching, and performance management to build a first-class sales team.
• Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
• Interviews, hires, and trains team members.
• Plans, assigns, and directs work.
• Appraises performance.
• Rewards and disciplines team members.
• Addresses complaints and solves problems.

Minimum Requirements

• Bachelor’s degree (B.A. or B.S.) from a four-year college or university preferred, plus 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience.
• 10 years + of prior experience selling to professional builders is required.

COMPETENCIES

• Language Skills: Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures. Ability to write reports, business correspondence, and sales training tools. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Reasoning Ability: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of information and deal with several abstract and concrete variables. Must exercise good, sound judgement at all times, even under extremely difficult situations with customers.
• Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Other Qualifications: Must have the ability to travel throughout the week. Must be knowledgeable about and follow the company’s safety policies and procedures.

WORK ENVIRONMENT / PHYSICAL ACTIVITY

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Subject to both typical office environment and outside locations with temperature and weather variations.
• Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.

OTHER INFORMATION

• To view all our benefit offerings click here www.bldrbenefits.com.
• Builders FirstSource is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status or status as an individual with a disability.
• In compliance with the ADA Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position with Builders FirstSource, please call (214) 765-3990 or email: ADA.Accommodation@bldr.com. Please do not send resumes to this email address - it is intended only to be used to request an accommodation in submitting an application for a job opening.