General Industrial Area Sales Manager - Northeast

This position is open to candidates residing within the Northeast territory of the United States. Preferred locations include but are not limited to: Newark NJ; New York NY; Albany NY; Portland ME; Philadelphia PA; Manchester CT; Hartford CT; Buffalo NY; Pittsburgh PA; Harrisburg PA; Manchester NH; Wilmington DE; Springfield MA; and Boston MA.

The purpose of this position is to contribute to the business unit and division performance by generating General Industrial product sales and profit. This will be accomplished through the motivation coaching development and management of dedicated General Industrial Sales Representatives and Technical Service Representatives in an area of responsibility and through the implementation of the General Industrial product Sales strategies and Sales Excellence program.

• Successfully achieve area and region General Industrial sales/margin goals.
• Successfully achieve gallon growth goals.
• Successfully achieve overall territory performance goals.
• Successfully manage controllable expenses.
• Select train develop and directly supervise and coach dedicated personnel to carry on outside sales functions and technical service functions.
• Improve General Industrial sales and market share in area of responsibility and region through the development and implementation of the General Industrial sales strategies and Sales Excellence program.
• Deliver excellent service to customers through highly motivated and trained service personnel.
• Select train and develop General Industrial Sales Representatives in the method of Value Selling.
• Developing sales reps in creating and presenting effective account plans that add value to our customers organizations.
• Provide leadership and assist with the development and achievement of Sales Representative selling strategies and Territory Business Planning for the General Industrial segment.
• Manage General Industrial Sales Representatives selling activity; setting goals reviewing progress approving pricing review and approve prospective customer list.
• Support outside selling activities to maximize territory sales and gross margin dollars.
• Visit customers with Sales Representatives and provide support and coaching with the selling process.
• Help proactively prevent and resolve customer concerns.
• Develop sales gross margin and expense budgets for Sales Representatives.
• Make pricing decisions in line with Division guidelines and level of authority.
• Settle complaints in accordance with level of authority.
• Work closely with the Regional Facility Manager for timely product development service and delivery.
• Lead sales team in prospecting for new sales opportunities.
• Manage to establish and maintain both new and existing accounts.
• Travel throughout the area of responsibility prospecting and maintaining existing business for the General Industrial segment.
• Communicating with new and existing customers.
• Converting qualified leads into new customers.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Companys staff employees and business relationships

FORMAL EDUCATION:

Required:

• Minimum high school education or equivalent.

Preferred:

• Bachelors Degree in a business related field.

KNOWLEDGE & EXPERIENCE:

Required:

• Previous sales experience in the paints and coatings industry.
• General Industrial segment knowledge and/or experience.

Preferred:

• Knowledge of the metal and plastic coatings market.
• Ability to identify specific metal and plastic coatings users knowledge of liquid and powder coatings used in this marketplace and applications of these coatings as well as surface preparation used on these substrates.

TRAVEL REQUIREMENTS:(TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

• 50% or more