What are the responsibilities and job description for the Sales Manager position at Henriksen Butler?
Personnel / Staff Management
Recruits and hires sales personnel, maintaining staff at appropriate level for overall company sales goals; oversees discipline actions and performance appraisals for sales staff; works with individual sales personnel regarding their sales goals
Coaches sales staff on lead generation, selling skills and individual accounts; on working with A&D community and with customers; and on how to best present themselves and the company to their customers
Provides daily supervision of sales staff
Drives training with help from manufacturers, industry experts, company management, etc.
Implements sales staff policies, procedures, and processes; assures adherence to company policies
Oversees compensation program and sales' role in order fulfillment; arbitrates sales staff issues with compensation program (returns, charge backs, etc.)
Does sales presentations with sales staff, or alone - is a good presenter and good listener
Leadership and Motivation
Promotes core company values - professionalism, technical competency, motivation, enthusiasm, commitment, work ethic, etc. to the sales staff, other internal staff, and customers
Sales Strategy and Plans - work in conjunction with the VP of Sales to achieve the following :
Adapts sales and marketing strategy within all markets; works with and supports company sales strategy and plans, working closely with company's preferred manufacturers
Develops and implements sales strategy for company and marketplace
Develops sales plan - volume goals, margin percent, product mix, target accounts, new business percentage
Helps establish marketing image of company
Research how local competition goes to market and their strengths / weaknesses
Customer / Account Interfaces
Develops and maintains social and professional relationships with customers, manufacturer reps, A&D firms, brokers, etc.
Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, etc.)
Goals and Performance - work in conjunction with the VP of Sales to achieve the following :
Manages selling expense and sales budget within company guidelines
Helps set company and individual goals for sales, margin and margin percent, new business sales, sales for core lines, etc.
Manages sales forecasting and projections, provides timely and accurate sales reports to management
Quickly addresses shortfalls by individual sales staff - coaches personally, sets short term goals, oversees weekly activity, and cuts losses quickly if performance doesn't improve to acceptable levels
Sales Ability
Has ability to be a rainmaker for the company, developing high level relationships with potential clients and client influencers (A&D firm executives, etc.)
Functions as a leader of the senior selling team, providing high level sales strategy and professional presentations for major customers; helps set pricing, product and service strategy for major accounts, bids and projects
Oversees RFP production for major bids and projects
Industry Knowledge
Stays up to date with major specialty storage lines, new product introductions, secondary lines, industry practices, etc.
Has in-depth understanding of specialty storage management at dealer level, including sale's role in those processes and procedures
Has strong product and service knowledge
Miscellaneous
Is a good negotiator - understands service and product economics, and drives profitable sales and margins for company; understands quality of sale (for efficient sales implementation)
Travel is required throughout assigned territories.
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