Sales Manager

About the Role

The Sales Manager is responsible for the development and performance of all sales activities in the assigned market. This role staffs and directs a sales team, providing leadership toward achieving maximum profitability and growth in line with company vision and values. The Sales Manager establishes plans and strategies to expand the customer base, contributes to training and educational programs for clients and sales personnel, and ensures the sales team meets regional goals.

Responsibilities

• Develop and implement the sales strategy for the assigned area of focus, aligning with regional goals.
• Lead the Outside Sales team to achieve sales, customer development, product mix, and gross profit (GP) goals identified in the business planning process.
• Interface with customers’ purchasing, program management, planning, and technical functions to identify needs and develop new client relationships.
• Hire, train, and develop salespeople to achieve high levels of sales effectiveness and customer satisfaction.
• Ensure sales personnel have the necessary product or technical expertise through local training programs with internal sources, vendors, suppliers, or external training programs.
• Meet with key clients, assist sales representatives in maintaining relationships, and negotiate and close deals.
• Track and measure the success of promotional programs and product launches against sales objectives.
• Prepare regular sales reports showing volume, potential sales, and areas for client base expansion.
• Deliver sales presentations alongside sales representatives and coordinate customer training.
• Represent the company at trade association meetings to promote products and the company.
• Serve as the liaison between the sales department and other departments to ensure flawless execution and customer satisfaction.
• Educate sales personnel and customers about new and existing product offerings, including customer product training and proficiency with demo equipment.
• Create and use market analysis to determine customer needs, price schedules, discount rates, recommend vendor partners, and evaluate competition to ensure a competitive advantage.
• Effectively utilize travel and expense (T&E) expenditures within compliance and budgeted guidelines.
• Utilize digital tools for sales performance analysis, coaching, and customer opportunity insights.
• Lead external digital strategy around connected customers and eSales.
• Lead supplier engagement initiatives with the team.
• Perform other duties as assigned.

Requirements

• 5+ years of sales experience.
• 2+ years of relevant sales experience.
• 2+ years of sales leadership experience preferred.
• Maintenance experience with Industrial and Utility customers.
• Demonstrated sales experience and operational exposure in electrical distribution or a similar B2B industry.
• Experience developing and implementing sales strategies.
• Valid Driver’s License.
• 4-year/Bachelor's Degree (preferred).

Skills

• Demonstrated track record of sales management achievement.
• Excellent verbal and written communication and presentation skills.
• Ability to manage time, priorities, and expenses effectively.
• Ability to establish good relationships and credibility with customers; ability to collaborate at all levels.
• Action-oriented with a strong customer focus.
• Results-driven with organizational agility.
• Ability to build effective teams and develop direct reports.
• Conflict management skills.
• Strong business acumen.
• Knowledge of Microsoft Office.

Physical Demands

• Sit: Occasionally – up to 20% (must be able to remain in a stationary position).
• Walk: Constantly – at least 51% (must be able to move about inside/outside the office or work location).
• Use hands to finger, handle, or feel: Frequently – 21% to 50% (operates a computer and other office machinery).
• Stoop, kneel, crouch, or crawl: Occasionally – up to 20% (e.g., stocking shelves, picking up boxes, maintaining equipment).
• Talk, hear, taste, smell: Frequently – 21% to 50% (must effectively communicate and detect hazardous conditions).
• Lift up to 10 pounds: Frequently – 21% to 50%.
• Lift up to 25 pounds: Occasionally – up to 20%.

Working Environment

• Exposed to unpleasant or disagreeable physical environments such as high noise levels and/or exposure to heat and cold: Occasionally – up to 20%.
• Exposed to electrical hazards and risk of electrical shock: Occasionally – up to 20%.
• Handles or works with potentially dangerous equipment: Occasionally – up to 20%.
• Travels to offsite locations: Constantly – at least 51%.

Benefits

• Medical, Dental, and Vision Insurance.
• Life Insurance.
• Short-Term and Long-Term Disability Insurance.
• 401K with Employer Match.
• Paid vacation and sick time.
• Paid company holidays plus flexible personal days per year.
• Tuition Reimbursement.
• Health & Wellness Programs.
• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).
• Commuter Transit Benefits.
• Additional optional insurance (e.g., Pet Insurance, Legal Assistance, Critical Illness, Home and Auto Insurance).
• Employee Discount Programs.
• Professional Training & Development Programs.
• Career Advancement Opportunities (promotion from within).