Sales Manager

Duties and Responsibilities

• Partner with leadership to establish key performance indicators (KPI’s) that will drive operational efficiencies, supplier performance, and margin expansion
• Aid the GM and Finance leader in assessing and setting budgets
• Motivate and inspire employees through clear and transparent communication
• Encourage and build trust, respect, and cooperation among team members
• Work with sales teams to set and meet daily and quarterly goals
• Manage Salesforce input to include leads, opportunities, activities, and events/campaigns, and hold the team accountable for timely and accurate recording
• Conduct Sales deep dives using Salesforce to ensure sales and margin budgets are met by individual sellers and maintain pipeline reports
• Identify support needs and communicate/coordinate internally or externally
• Support and coordinate company-wide training and Customer training programs, road shows, and symposiums in line with key growth initiatives
• Cook up Key Supplier planning sessions minimally 4 times per year with Procurement and GM
• Identify opportunities to utilize key suppliers for team selling with OSRs and provide support to assist in increasing the opportunity close ratio
• Work closely with GM and FCG leadership, other special planning, and departmental projects
• Solicit and respond to feedback while gaining commitment and support
• Interface with customers, salespeople, engineers, and others as needed
• Grow and manage the business to achieve desired financial results: Revenue and Gross Profit
• Maintain and improve the company’s culture
• Recruit, hire, train, motivate, mentor, develop, and evaluate sales staff to ensure the team has the appropriate level of accountability
• Provide regular forecasts of sales revenue and anticipated expenses
• Ensures that expenses are aligned with revenues and budgets
• Review and implement commission programs to reward and incentivize the team
• Develop own territory from existing customers and prospecting
• Lead strategic supplier initiatives and work with GM to identify new product/supplier opportunities

Qualifications

• Extensive sales leadership experience in the Automation and/or Distribution Industry
• Minimum 5 years leading, developing, and coaching outside and inside sales teams with a deep understanding of distribution and its value proposition to the market
• Proven track record of hiring and building high-performance sales teams and establishing enduring relationships with customers and key suppliers to increase market share while increasing profitability
• Strong Business Development acumen
• Strong entrepreneurial spirit
• Experience in both high-volume transaction selling as well as project-based cap-ex projects
• Strong work ethic with proactive communication skills
• Proficient in computer and technical skills, including working knowledge of Salesforce and MS Office 365
• Travel: Travel requirements would be approximately 50% of the time in support of the business, outside sales team, and market expansion/growth initiatives. Minimum overnights required. Minimal air travel may be required. Must hold a valid driver’s license.