SALES MANAGER
Mission of the Role
The Sales Manager reports to the location VP of Sales to create and sustain a high-performance sales culture and achieve profitable YOY growth, maximize market share, revenue and GP growth.
This will be accomplished through a focus on packaging sales, program selling and product / project initiatives to achieve location / region goals and requirements.
The Sales Manager champions SupplyOne programs, and equips their sales team with the structure, training, resources and continuous development necessary to drive results, and ensures their team capitalizes on our distinctive manufacturing, distribution and services platform to take market share from competitors, and build strong, long-term customer relationships.
Key Duties & Accountabilities
- Achieve location / region’s revenue and GP$ goals
- Achieve program and mix targets
- Work with the senior team to set revenue and GP$ goals on an annual, quarterly and monthly basis
- Implement strategies and tactics agreed to by the Executive and Sales & Marketing Council, and collaborate with Region VP of Sales to develop and implement region specific sales initiatives and plans
- Recruit top tier salespeople, set objectives, train, coach, and monitor performance ensuring assigned tasks and responsibilities are fulfilled
- Meet with reps one-on-one weekly to review performance, progress and targets
- Schedule regular field training and joint sales calls with sales reps
- Ensure every rep has a robust, reliable pipeline congruent with program and mix objectives
- Utilize product cost, GP$ / UOM and knowledge of specific customer situations or goals to make pricing decisions to protect and grow margins
- Monitor market changes and make necessary personnel, product mix, and product inventory changes as needed
- Facilitate supplier / sales team training, joint selling efforts with sales team
- Develop product knowledge and collaborative supplier relationships
- Facilitate credit controls through accounting department
- Develop and maintain customer contact with all major accounts
- Leverage professional network to identify prospects for the sales team and also create high value customer partnership opportunities
Essential Functions
- Monitor competition, economic indicators, and industry trends.
- Works with sales, design, customer service, technical service and operations to clear obstacles and ensure a high level of service excellence to customers
Educational / Training Requirements / Experience
- High School diploma / GED
- Demonstrated leadership ability in all aspect of sales leadership
- Successful experience selling custom manufactured and / or distribution products to general manufacturers, food processors or ecommerce companies (Preferred)
- Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations
- Proven experience hiring and developing top tier sales reps
- Successful experience utilizing a sales pipeline / CRM to manage team sales tasks, pipeline, and closing
Minimum Skills, Knowledge & Ability Requirements
- Strong written and oral communication skills
- Strong time management, qualification and negotiation skills
- Ability to accurately forecast future sales volumes
- Excels at program / solution sales
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