Sales Manager

PURPOSEAssumes responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the following duties personally or through subordinate sales DUTIES AND RESPONSIBILITIESSupervises the sales force of the territory and assures that customers are serviced in all areas exceeding expectations. Regularly assesses the strengths and weaknesses of the sales force and develops performance plans as needed. Recruits new sales talent to meet future sales sales and gross profit goals for existing and prospective customers annually. Assigns customer accounts to sales staff. Conducts territory analyses to determine when it is practical to reassign customers and salespeople. Analyzes sales statistics to formulate policy and to assist sales representatives in meeting their goals. Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective for new business development for the Company including developing ways to increase sales volume fostering cooperation formulating new marketing strategies and unique service requirements. Establishes and maintains top-level contact with the management of existing and potential customers. Also expands companys partnering relationships with market analyses to determine customer needs volume potential price schedules etc. and develops marketing programs as needed to accommodate goals of organization. Writes an annual marketing and sales plan to assist sales force in achieving existing and new business sales force in negotiating competitive pricing with customers and prospects. Quotes prices and prepares sales contracts. Reviews bids pricing and sales proposals. Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for directs regular inventory and special order regularly with customers sales team and management to obtain feedback on customer satisfaction and quality of service. Formulates and recommends policies and objectives to insure the most effective operation of sales activities. Sees that approved policies and objectives are fully understood by all assigned with experts in the industry to stay current in the latest products services and customer needs. Continuously analyzes the competition with respect to product offerings service levels pricing levels customer incentive plans compensation plans regular sales meetings and informs the sales force of new developments in products services and company (committee participation board membership etc) at trade or professional association meetings or shows to promote Builders FirstSource products and services. Maintains regular attendance to such groups as Home Builders and implements customer events such as Customer Appreciation Day or open liaison between sales department and other sales related units such as trusses and millwork and controls expenditures of division to conform to budgetary contact with and services a few key as mentor and coach for other sales duties as RESPONSIBILITIESManages the sales staff including hiring training developing coaching and performance management to build a first-class sales team. Carries out supervisory responsibilities in accordance with the organizations policies and applicable laws. Responsibilities include interviewing hiring and training team members; planning assigning and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and solving problems. MINIMUM REQUIREMENTSTo perform this job successfully an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge skill and/or ability required. Bachelors degree (B.A. or B.S.) from a four-year college or university preferred plus 3 years of directly related experience managing a sales department within the industry or a combination of education and experience. 10 years of prior experience selling to professional builders is Skills Ability to read analyze and interpret general business periodicals professional journals and technical procedures. Ability to write reports business correspondence and sales training tools. Ability to effectively present information and respond to questions from groups of managers clients customers and the general public. Requires exceptional interpersonal and problem solving skills. Must exercise diplomacy with external and internal customers at all times oftentimes resolving conflicts with a win-win approach. Must practice good Skills Ability to calculate figures and amounts such as discounts interest commissions proportions percentages area circumference and volume. Ability to apply concepts of basic algebra and Ability Ability to define problems collect data establish facts and draw valid conclusions. Ability to interpret an extensive variety of information and deal with several abstract and concrete variables. Must exercise good sound judgement at all times even under extremely difficult situations with Licenses Registrations None required for this position. However certification in such programs as Coveys 7 Habits of Principle Centered Leadership or schools for sales training is very Qualifications Must have the ability to travel throughout the week. Must be knowledgeable about and follow the companys safety policies and ENVIRONMENT / PHYSICAL ACTIVITYThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential to both typical office environment and outside locations with temperature and weather be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.