Sales Manager

General Summary: This position is responsible for prospecting, identifying, and securing both traditional and non-traditional business opportunities and selling diversified services and equipment. Maintains and supports customer accounts needs.

Positions reporting to this position: None

Duties and Responsibilities (functions considered essential are marked by an *):

• Account maintenance and growth of revenue in assigned territory; pursue diversification opportunities.
• Regularly selling and closing multiple lines of business to multiple customers within an account.
• Research, measure and assess customer needs, changes, and level of satisfaction.
• Develop relationships with customers in assigned territory as well as new contacts for diversified business opportunities.
• Coordination of sales activity with operations staff in order to ensure service is delivered in timely, complete, and profitable basis.
• Communicates with customers on job sites and other locations to ensure satisfaction and sell equipment and services.
• Maintain comprehensive knowledge of marketplace, (i.e., railroad industry, environmental services industry, economy, competition) in assigned territory.
• Drive business opportunities through Completing bids, securing subcontractors, rental items, and provide information to estimating as need for proposal completion.
• Compliance to all company policy and procedures regulations including safety.
• Provide coverage/sales support in other territories as needed.
• Support major business account plan strategies through collaboration and coordination with National Account Managers, Marketing, and operations.
• Maintain bids, potential opportunities, sales funnel, and customer contact information within the CRM.
• Assist in training and development of new Business Development Managers, National Account Managers, and management personnel.
• Where appropriate help secure purchase orders and approval for work as needed.
• When necessary be the point of contact on changes in scope of work ensuring the customer, operations, and estimating are informed and in agreement on next steps.
• Actively participate in the development of new hire Business Development Managers and mentoring those BDM through the first 18 months.
• Continue to participate in CRM roundtable meetings monthly
• Participate in pricing strategy meetings
• Participate in capital budget discussions and market studies
• Participate in the review of bids in services lines you are specialist in and by territory.
• Lead BDM in Larger Division and/or Territory
• Identified as Service line specialist
• Performs other incidental and related duties as required.

Educational Requirements: High School graduate

Required Certification/Licensure: Valid Driver's License with a clean driving record

Preferred Certification/Licensure: Consultative/Relationship Selling certification

Experience Requirements: Two to five years or more related experience in account management and growth.

Knowledge/ Skills: (qualify level of skill required for this role: entry, intermediate, advanced)

Strong ability to effectively communicate technical information to all types of people, both verbally and in writing; ability to multitask; strong communication, decision-making, analytical, problem solving and interpersonal skills.

Strong ability to prospect sales

Satisfaction for the customer and company

Ability to influence people and negotiate

Ability to close business sales and demonstrate results

Ability to coach and team build

Proficient in Microsoft software Outlook, Excel, Word, Power Point, and Dynamics CRM.

Physical Demands: Must be able to lift/carry materials up to 50lbs., move about the office, turn on and operate a computer in the applicable environment, communicate efficiently and effectively on the telephone and in person, and complete required paperwork. Ability to stand and walk for long periods of time.

Travel: Subject to long, irregular hours and 24-hour on-call availability. Must be able to travel 50% of the time. Driving for extended periods.

Working Conditions: Indoor and external working environments. The employee is exposed to outside weather conditions, extreme cold, extreme heat, including wet and/or humid conditions. The employee is occasionally exposed to moving mechanical parts; high, precarious places; risk of electrical shock; vibration; fumes or airborne particles, toxic or caustic chemicals, explosives, and risk of radiation. The noise level in the work environment is usually quiet (with exception of work done on-site).

Position Interacts With (indicate internal and external contacts):

Company and subsidiary company staff and management; customers and potential customers, contract staff, contractors, subcontractors, suppliers and vendors.