Build and maintain strong partnerships across manufacturers, distributors, and end users to achieve regional and National End User growth objectives.
Conduct business reviews with distributor management to assess team engagement, pipeline and closed review, new manufacturers and quarterly performance/planning.
Manage & Maintain identified allocated sales growth of open pipeline TOP opportunities & close TOP opportunities in SFDC to meet or exceed territory allotted weekly goal as defined in the annual sales operating plan.
Hold regular strategy sessions with aligned manufacturers to discuss pipeline, top distributor and end-user engagement, POS numbers, and future planning targets.
Review selected TOP Opportunities moving through SFDC stages with current notes for manufacturers.
Develop and maintain contact with key manufacturers to influence end user engagement and wins.
Drive revenue growth through opportunity creation, pipeline management, and execution of LineDrive’s strategic selling principles.
Weekly review of Salesforce pipeline to ensure data accuracy, close out unviable opportunities, and plan to close key deals in accordance to the Salesforce SOP.
Create call plans to prioritize outreach and maximize in-field effectiveness.
Maintain up-to-date account, contact, parent/child, top opportunities, and opportunity records within Salesforce.
Partner with Inside Sales team for opportunity development, joint meetings, and follow-up plans.
Analyze territory coverage from previous quarters to inform future planning and time allocation.
Use Power BI and POS data to uncover distributor or manufacturer performance trends, MFG bleeds and opportunity gaps.
Partner with Sales Operations to deploy targeted campaigns that address underperforming metrics.
Enhance sales effectiveness through training, planning, and efficient administrative management; allocate time for administrative work, follow-up actions, and scheduling; monthly pipeline cadence review with your manager on top opportunities.
Present 2–3 bundled manufacturer solutions, target verticals and strategic value with regional and National End Users during distributor training sessions.
Partner with aligned Safety Specialists to create coordinated territory strategies and discuss pipeline, sales team engagement, opportunities for training, and end user targeting.
Complete and submit expense reports accurately and on schedule.
Develop a world-class sales team by recruiting, hiring, motivating, and retaining a mix of experienced professionals and up-and-coming talent to scale their area of responsibility.
Integrate data and analytics into the culture of the team to ensure KPIs are consistently set and measured, and to ensure data is integrated into the decision-making process.
Design, implement, and manage accurate and consistent sales forecasting, planning and budgeting processes.
Manage direct reports, third-party vendors, while increasing sales excellence through accountability and mentorship.
Motivate a high-performance team to increase revenue through growth strategies and compensation initiatives – including the support of career development and performance goal setting and continuous feedback.
Present findings, results, and recommendations to management.
Monitor and evaluate industry trends and drivers and meeting frequently with leadership team to develop and execute new sales growth strategies.
Identify trends/gaps in our competitive landscape and develop solutions to improve the delivery of our services.
Manage and oversee all Solutions Consultants and monitor through monthly and weekly meetings. Responsible for field relationships and attending their assigned manufacture(s) monthly connects.

Requirements

5 to 10 years of outside sales experience; required MRO Industrial supply background; required
Deep understanding of industrial distribution channels and manufacturer/distributor dynamics
Prior experience with industrial distribution (i.e., Grainger, Fastenal or MSC Industrial) highly preferred
Proficient use of Microsoft Office 365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as Power BI
Exceptional relationship-building and communication skills across all organizational levels
Ability to work in a fast-paced environment, demonstrating a real desire to build business and operate with a sense of urgency
Strong presentation and facilitation skills with confidence in leading group training
Strong consultative selling skills with the ability to align solutions to customer needs
Ability to interpret data to drive strategic planning and opportunity prioritization
Highly organized and can manage their own book of business based on LineDrive guidelines, self-driven with effective time and territory management skills
Adaptability to shift priorities while maintaining focus on long-term objectives
Collaborative mindset, working cross-functionally with Inside Sales, Marketing, and Manufacturer teams
Commitment to continuous improvement through feedback, learning, and innovation.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

outside sales experienceMRO industrial supplyindustrial distributionconsultative sellingdata interpretationsales forecastingpipeline managementstrategic planningbudgeting processesperformance metrics

Soft Skills

relationship-buildingcommunication skillspresentation skillsfacilitation skillsorganizational skillstime managementadaptabilitycollaborationcontinuous improvementmotivation