Manager Industrial Business

Become part of the excitement.

The Manager of Industrial Business in Pittsburgh, PA  will be dedicated to the Industrial Market.  It will focus on the Industrial Markets for Pittsburgh, Erie, Wheeling, WV and Charleston, WV.   

The primary focus of the Manager of Industrial business is to be responsible for developing business within the industrial customer base; developing market strategies; managing key supplier relationships; leading the coordination of resources and/or leveraging relationships to create new business opportunities directly or indirectly through partners aligned with the Company. This position will also be versed in SAP, Graybar value added solutions, Graybar’s electrical, power, industrial automation and industrial networking products and overall industry knowledge.   This includes but is not limited to industrial customers in markets such as Oil & Gas, Chemical Processing, Metals, Mining, Heavy Manufacturing, Food & Beverage, Power Generation and Water/Wastewater. It is also focused on business growth in the OEM space, concentrating on Machine Builders, Panel Builders and Control System Integrators. This position requires travel 50% of the work week (Monday - Friday) dependent on business development activity, customer needs, and sales development and support.  This position will directly supervise, coach and mentor Industrial Sales Representatives, quotation specialists, and Automation Specialists. It will also work closes with other Graybar resources and technical specialists (lighting specialists, power specialists, networking specialists, e-Business and e-Commerce specialists, etc.) throughout the territory indicated above that are supportive to the sale of products and services in the Industrial market.

In this role you will:

• Develop business plans that support the Industrial market within the assigned territory; work with appropriate sales personnel to develop tactical plans to implement the district plan; develop assigned sales territory business plans with suppliers that District Marketing has 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 personnel 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 Industrial business growth.
• Implement sales strategies for product categories that include Power Distribution equipment, Automation & Control products, Lighting, wire & cable and other electrical MRO products. Industrial Networking and IIoT marketing and sales experience a plus.
• Other duties as assigned.

What you bring to the table:

• Minimum of 5 years of experience required:  Progressively responsible business or wholesale distribution industry experience
• High school diploma or GED required
• Four-year degree preferred
• Knowledge of the wholesale distribution industry
• Knowledge of the Company's business, customers, suppliers, and external market conditions
• Knowledge of the Industrial business
• Knowledge of the Company's policies and procedures
• Knowledge of financial analysis methods and techniques
• Knowledge of continuous improvement techniques and practices
• 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
• 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