Sales Manager - Industrial

Become part of the excitement.

Purpose

• Responsible for attaining or exceeding the sales and gross margin rate budgets for the sales territory and implementing the district's market plan(s) to assist the district in achieving its sales and marketing objectives. Assigned customer vertical market:  Construction, Communication, Industrial, Utility, and Commercial, Institutional and Government (CIG).

• Typically manages seven to ten Sales Reps and/or Sales Trainees.

• May be assigned own accounts.

• Manages a minimum annual budget of $4M.

• May also serve as sales trainer.

Responsibilities

• Develop business plans that support the assigned specialty market within the assigned territory; work with appropriate sales employees to develop tactical plans that implement the district plan; develop assigned sales territory business plans with suppliers that have been identified as strategic.

• Implement the sales management process utilizing sales rep business plans, pre-call plans, and post-call coaching debriefs; establish annual sales and gross margin rates for market applicable sales reps or other sales employees within the district.

• Evaluate industry and business trends for potential impact on the district; identify key business opportunities and potential threats within the assigned sales territory.

• Develop and maintain relationships with key customers and suppliers so that the assigned sales territory is properly positioned within the marketplace; provide guidance and support in the retention of profitable business.

• Ensure the assigned sales territory has implemented effective recruiting, staffing, employee development, performance management, and succession planning programs in assigned area; ensure a consistent focus on delivering high quality customer service.

• Assist in the development and implementation of appropriate tools and training programs within the assigned sales territory to support the applicable specialty business growth.

Requirements

Minimum

• 5 years’ experience:  Progressively responsible business or wholesale distribution industry experience

• High school diploma or GED

Preferred

• 9 years’ experience

• Four-year degree

Knowledge, Skills, Abilities

Knowledge

• Knowledge of the wholesale distribution industry

• Knowledge of the Company's business, customers, suppliers, and external market conditions

• Knowledge of the applicable specialty business (vertical market)

• Knowledge of the Company's policies and procedures

• Knowledge of financial analysis methods and techniques

• Knowledge of continuous improvement techniques and practices

Skills

• Leadership and supervisory skills

• Analytical and problem solving skills

• Planning and organizational skills

• Oral and written communication and presentation skills

• Listening skills

• Results orientation skills

• Negotiation and mathematical skills

Abilities

• Ability to leverage district and branch resources effectively

• Ability to effectively supervise staff and achieve results through others

• Ability to make quality fact-based decisions using appropriate information

• Ability to develop and maintain relationships with key customers and suppliers

• Ability to be an effective member of, and lead, complex project teams

• Ability to effectively use standard office applications software

Working Conditions

Office environment. Some travel required.

This job description is intended to describe the general nature and level of work performed by individuals occupying this position of employment. It is not intended to be construed as an exhaustive list of all duties, responsibilities, and skill required of all individuals assigned to this job title. Management reserves the right to modify all or part of this job description at its discretion in order to meet location requirements, staffing levels, and/or any other needs of the business. All of the essential functions of the job, as defined by the Americans with Disabilities Act and/or equivalent state law, may not have been described. All requests for reasonable accommodation(s) will be reviewed and evaluated on a case-by-case basis.

The Value of Graybar:

At Graybar, we are known for our comprehensive benefits and our employee stock ownership plan! Most regular, full-time employees at Gray