Commercial Sales Manager

New Business Development

Prospect for potential new key or strategic accounts and convert these into increased business.

Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.

Identify potential key clients and the decision makers within the client organization.

Research and build relationships with new key clients.

Set up meetings between client decision makers and Sales Reps.

Plan and execute approaches and pitches and share best practice with Sales Reps.

Work with Sales Reps to develop proposals that speak to the client’s needs, concerns, and objectives.

Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Business Development Planning

Attend industry functions, such as association events, tradeshows and conferences, and provide feedback and information on market and creative trends.

Present to and consult with senior level management on local business trends with a view to developing new services and markets.

Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.

Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Personnel Plan and Implement

Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each Sales Rep team member.

Set individual market/territory sales targets and administer the commission plan.

Personally observe the performance of Sales Reps in the field on a regular basis.

Responsible for the planning, recruitment, direction, organization and control of sales representatives/estimators to accomplish specific objectives.

Provide high standards of ongoing training for the sales reps so that they possess sufficient technical knowledge to present information on the company’s services in an accurate and balanced manner.

Train new salespeople to ensure success.

Coach and develop direct reports.

Administration

Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advise senior management on maximizing business relationships and creating an environment where customer service can flourish.

Assign sales territories, set sales goals, and establish training programs for the organization’s sales team.

Track sales team metrics and report data to leadership on a regular basis.

Implement performance plans according to company procedure.

Planning

Aid in the development of the annual sales strategy and plan, specifically advising on realistic forecasts for each service line and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort).

Analyze sales statistics to determine sales potential and inventory requirements and to monitor clients' preferences.