Sales Manager Sales - Outside Sales

About the Role

Assumes 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.

Responsibilities

• Supervises the sales force of the territory and ensures 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 and 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 reports by outside salesperson and appraises results against plan objectives monthly.
• Responsible for new business development, including increasing 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 and expands partnering relationships with suppliers.
• Reviews market analyses to determine customer needs, volume potential, price schedules, and develops marketing programs as needed.
• Writes an annual marketing and sales plan to assist the sales force in achieving existing and new business goals.
• Assists sales force in negotiating competitive pricing with customers and prospects; quotes prices and prepares sales contracts.
• Reviews bids, pricing, and sales proposals; participates in establishing contractor pricing for directs, regular inventory, and special order items.
• Meets regularly 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.
• Networks with industry experts to stay current on the latest products, services, and customer needs.
• Continuously analyzes the competition regarding product offerings, service levels, pricing, customer incentive plans, and compensation plans.
• Conducts regular sales meetings and informs the sales force of new developments in products, services, and policies.
• Represents the company at trade or professional association meetings or shows to promote Builders FirstSource products and services.
• Plans and implements customer events, such as Customer Appreciation Day or open houses.
• Coordinates liaison between the sales department and other sales-related units, such as trusses and millwork operations.
• Analyzes and controls expenditures of the division to conform to budgetary requirements.
• Maintains contact with and services a few key accounts.
• Serves as mentor and coach for other sales personnel.
• Other duties as assigned.

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, including interviewing, hiring, training, planning, assigning, and directing work.
• Appraises performance, rewards and disciplines team members, and addresses complaints and solves problems.

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.
• 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.
• Exceptional interpersonal and problem-solving skills; must exercise diplomacy with external and internal customers at all times.
• 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.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret a variety of information and deal with several abstract and concrete variables; must exercise good, sound judgment at all times.
• Must have the ability to travel throughout the week.
• Must be knowledgeable about and follow the company’s safety policies and procedures.

Other Qualifications

• Certification in programs such as Covey’s 7 Habits of Principle Centered Leadership or sales training schools is helpful but not required.

Work Environment

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 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.

Benefits

Builders FirstSource offers competitive, affordable benefits designed to make life better for you and your family. Benefits include:

• Plans to support happier, healthier, and more secure lives.

For more details, visit www.bldrbenefits.com.