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SunSource · 4 months ago

Sales Manager - Industrial Sales

United States

Full-time

Remote

Senior Level

5+ years exp

SunSource is one of North America’s leading value-add industrial distribution companies, representing over 200 locations and employing more than 3,000 individuals. The Western Sales Manager is responsible for leading the regional sales team, driving business growth, and achieving revenue goals through effective management of sales representatives, setting targets, and developing strategies.

EnergyIndustrialMachinery ManufacturingProductivity ToolsRenewable EnergySolarSupply Chain Management

Responsibilities

Achieve Goals and Expand Customer Base: Lead existing Account Managers (AMs) in achieving and exceeding goals by providing feedback and offering solutions to roadblocks in their way. Hire new Account Managers to penetrate open and underrepresented territories

Observation and Coaching: Make field visits to observe and evaluate Account Managers in their assigned territory. Assess their ability to establish good relationships with customers, their level of technical knowledge and their ability to sell our products. Coach Account Managers through systematic conversation and activities that provides ongoing feedback and encouragement with the goal of improving performance

Training and Development: Establish development programs for all Account Managers (including those newly hired) and coordinate with other departments to ensure AMs are exposed to all aspects of company processes and procedures. Evaluate the results of associate development to ensure that AMs are well equipped and knowledgeable in selling company’s products

Customer Engagement: Personally maintain contact with major customers and prospects to help close opportunities, promote good will, and position the company for future business

Market Penetration Strategies: Responsible for identifying, developing, and implementing sales plays and marketing plans for region. Analyze win/loss data and sales results versus expectations to coordinate and target sales activities on the best market opportunities

Teamwork: Work closely with and maintain open communication with all managers and associates of customer service, operations, engineering, service/repair, warehousing, and shared services. Ensure these support resources are aligned with sales activities and customer requirements

Site Leadership: Provide specific site leadership and presence at the regional branches to support morale and ensure teamwork across the team

Company Policy and Procedures: Ensure that all Account Managers comply with administrative requirements of position – e.g. training, CRM usage, credit, etc

Technical Expertise: Maintains position appropriate technical product knowledge and general sales management techniques and trends

Qualification

Industrial sales experienceSales management experienceTechnical product knowledgeP&L familiarityStrategic business planningCoachingInterpersonal relationshipsEnergy/Drive for resultsAccountabilityCompetitiveCustomer focus

Required

Bachelor's degree in engineering, sales/marketing or business is preferred

2-year technical degree is a minimum requirement in lieu of a bachelor's degree

5+ years industrial sales experience

Proven ability to motivate and manage a sales group is required. This includes the ability to obtain productivity improvement, and to help account managers achieve higher sales levels

The successful candidate should have P&L familiarity, including the ability to work with and/or establish budgets, forecasts, sales reports, etc

The ability to understand and plan a strategic long-term business view of sales is important