Sales Manager

JOB SUMMARY:

This individual is directly responsible to manage the Controls Business in the assigned area/region. This position will be responsible for hiring and leading a controls division composed of Project Managers, Project Engineers, Design Engineers and Field Personnel who will be dedicated to the Controls business in the assigned area. The Branch Manager and the team they serve are responsible for the engineering quality, cost estimation, sales strategy, work scope documentation, pre-job planning, project management and final profitability of their projects. Leading and Managing the Operations and Delivery process is included in this position.

This position is responsible for maximizing the market penetration of Sunbelt Controls at acceptable and agreed to profitability levels in the assigned area. This will be accomplished by capitalizing on the Company’s existing engineering know-how, skilled labor force, linkage to ALC existing customer base and improving the partnership with the local ACCO Engineered System location. Retaining and/or strategically adding highly motivated personnel within the Company’s compensation policies are essential. Meeting or exceeding both external and internal customer expectations as they relate to the professionalism, timeliness and ethics of the team is an ongoing objective of the position. Developing and managing the Delivery Process is an important component of any business. The Branch Manager will work closely with the team to increase our customers and customer satisfaction.

ESSENTIAL FUNCTIONS:

• Maintain appropriate staffing levels to meet territorial and technical requirements.
• Monitor proposal and bid activity levels in the main business segments which are predominately owner direct or with contractors on an owner managed account (Retrofit, Repairs, Maintenance and Integration) for Controls opportunities
• Assign leads to the appropriate Project Manager based on prior customer relationship, geographical territory and technical skills. Assure that each Project Manager has a clear understanding of their geographical territory and that they are primarily concentrating on prospecting within those boundaries unless otherwise approved.
• Identify and facilitate training for the direct reports using both internal and external resources.
• Interface and collaborate with Field and Operations management and personnel.
• Assist in problem solving, conflict resolution and bill collecting with consistency and timeliness.
• Prepare periodic performance appraisals and counseling memorandum for personnel.
• Participate in customer meetings and presentations as required.
• Provide direction and career path development opportunities to all levels of personnel, including assisting in relocation and redeployment opportunities within the Division or Company.
• Have regular presence in the local ACCO office for sales and technical support.
• Review estimates, pricing proposals and non-standard contractual documents on large or risky transactions.
• Review and participate in the analysis of monthly financial statements for the assigned area. Prospect, qualify and secure new projects and business opportunities for the controls department. Will perform estimating, proposal generation and customer presentations as needed to secure new business.
• Run quarterly (at a minimum) sales meetings with the sales staff.
• Review monthly incentive compensation calculations and draw account requests for Utah based Project Managers

EDUCATION AND EXPERIENCE:

• Significant experience (10-15 years) in managing a professional work force in a contracting environment.
• Ability to assimilate complex business issues and reach conclusions or action plans which are partial.
• Well-developed interviewing and performance assessment, and coaching capabilities.
• Selling experience in New Construction and Retrofit controls the contracting environment.
• Salary and incentive compensation administration experience.
• Profit and Loss responsibility in a contracting environment.
• Exposure to mechanical systems engineering and equipment.
• Strong technical understanding of products and systems the company represents.
• Demonstrated ability to develop and execute business plans for the 1, 3 and 5 year period to profitably grow the business.
• Must be able to maintain a valid driver’s license and appropriate vehicle insurance.

ACCO COMPETENCIES:

• Proactivity / Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one’s level/position and with minimal supervision.
• Perseverance: Shows the wherewithal to fight for difficult goals desp