Area Sales Manager
Border States
full-time
Posted on:
Location Type: Office
Location: Richmond • Virginia • United States
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About the role
- Creates, communicates, and implements a strategic sales and marketing plan that provides significant competitive differentiation, bottom and top-line growth, and long-term sustainability.
- Provides coaching and development to branch managers and account managers.
- Develops strong professional relationships with high-level influencers and decision-makers at key and target customers.
- Establishes strong relationships with key manufacturers and their representatives as well as with suppliers and vendors.
- Builds strong relationships with key vendors and suppliers to achieve growth objectives.
- Works to gain a complete understanding of key customers’ industry; understands the issues and opportunities they face and their key success factors.
- Builds, communicates, and implements a segment strategy to support customers’ needs through services and solutions that provide for their overall profitability and success; the strategy should offer competitive differentiation and advantages over competition while contributing bottom-line results.
- Builds sales momentum across the area and at the branches for the segment and overall business.
- Defines and supports sales training programs that enable staff to achieve their full potential and support company objectives.
- Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales teams.
- Directly responsible for the gross margin growth, gross margin %, and market share within the segment.
- Identifies, monitors, and communicates key performance metrics to the organization.
- Creates and monitors measurements to ensure the annual budget is achieved.
- Defines and oversees incentive compensation programs that motivate the sales team to achieve company and segment objectives.
- Works closely with IT in customizing and implementing customer technology.
- Manages co-op and AD (Affiliated Distributors) marketing programs.
- Monitors customer, market, and competitive activity and provides feedback to company leadership team and other company functions.
- Works closely with the marketing function to establish successful supplier relationships and partner programs.
- Achieves financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; and initiating corrective actions.
Requirements
- Bachelor’s degree in sales and marketing or related field, or equivalent experience required.
- 10 years of electrical industry experience, preferred.
- 5 years of sales management experience, preferred.
- Experience in coaching and managing processes, marketing plans, market research, statistical analysis, developing budgets, financial planning, and strategy.
- Proven leadership skills.
- Firm grasp of database management software and Excel.
- Competent in reviewing and interpreting basic financials.
Benefits
- Health, Dental and Vision Benefits
- Accident, Critical Illness, Hospital Indemnity
- FSA & HSA
- Employee Stock Ownership Plan (ESOP)
- Disability Benefits
- 401(k) Retirement Plan
- Life Insurance
- Employee Assistance Program
- Paid Holidays
- Paid Volunteer Time
- Personal Leave time and more!
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales managementmarketing plansmarket researchstatistical analysisfinancial planningbudgetingcoachingstrategic planningperformance metricsgross margin analysis
Soft Skills
leadershiprelationship buildingcommunicationcoachingstrategic thinkingproblem-solvingteam motivationinfluencingcollaborationcustomer focus
Certifications
Bachelor’s degree in sales and marketingequivalent experience