Area Sales Manager (Multi-Family) Columbus/Dayton

HD Supply•Remote, Ohio

6d•$92,500 - $140,300

About The Position

The Area Sales Manager for the Multi-Family vertical leads a team of eight field account representatives selling maintenance, repair, and operations (MRO) supplies and other products to apartment-industry customers. The territory covers Columbus and Dayton. The role manages and directs a sales force to achieve territory sales and profit goals; designs sales and marketing programs and short- and long-term sales strategies; and develops sales and customer-retention programs to improve performance, profitability, and customer satisfaction. The position includes a competitive base salary plus a monthly sales incentive, as well as a laptop or tablet, cell phone, and monthly expenses. The manager oversees daily sales-representative activities, develops sales processes and strategies, analyzes territory opportunities, and spends time in the field with customers and internal partners to resolve escalated issues. The role manages, evaluates, coaches, and develops direct reports. It requires consistent use of a personal vehicle for more than 20% of the average work week, an acceptable motor vehicle record, and typically overnight travel more than 50% of the time. The work is usually in a comfortable environment, with regular exposure to factors that may cause moderate physical discomfort, such as dust, fumes, or odors. The role typically involves sitting, standing, or walking, and may require lifting or handling materials or equipment weighing 8–20 pounds. A BS/BA in a related discipline and generally 7 or more years of related experience are typically required; certification may be required. An advanced degree may offset less experience in some disciplines.

Requirements

Typically requires a BS/BA in a related discipline.
Generally requires 7 or more years of experience in a related field.
May require certification.
Must operate a personal vehicle consistently for more than 20% of the average work week.
Must have an acceptable motor vehicle record.
Typically requires overnight travel more than 50% of the time.

Nice To Haves

Previous sales leadership experience in a similar industry.
Business-to-business sales experience.
Experience with consultative selling and other sales techniques.
Experience evaluating talent, building a team, and coaching or mentoring a sales team.
Experience with a large volume of product lines.
Knowledge of facilities products such as hardware, electrical, and lighting.
Proficiency in MS Excel and Salesforce or a similar CRM.
A proven ability to meet or exceed sales goals.
Excellent written and verbal communication skills.

Responsibilities

Manage the day-to-day activities of individual sales representatives, which may be grouped by channel, market, or product unit.
Define the sales process and develop efficient, creative sales strategies that achieve desired outcomes and identify opportunities for improvement.
Analyze and develop reports to identify territory opportunities for sales and revenue growth.
Spend time in the field interacting with customers and internal partners to resolve escalated issues.
Develop sales processes that increase market share and drive desired sales outcomes in the assigned territory.
Manage and develop direct reports, including outside sales and special product sales staff.
Review performance, identify successful candidates, and coach and develop the team for career growth and sales performance.
Plan, forecast, and report on sales and competitive pricing activities and tactics.
Develop and implement sales and customer-retention programs to optimize sales performance, profitability, and customer satisfaction.