Area Sales Manager

Border States

20h

About The Position

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you’re empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in: Richmond, VA
Application Deadline: January 26, 2026
Please note that the position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active.Job SummaryThe Area Sales Manager creates, communicates, and implements a strategic sales and marketing plan that provides significant competitive differentiation, bottom and top-line growth, and long-term sustainability.  Provides coaching and development to branch managers and account managers. Develops strong professional relationships with high-level influencers and decision-makers at key and target customers.  Establishes strong relationships with key manufacturers and their representatives as well as with suppliers and vendors.

Requirements

• Bachelor’s degree in sales and marketing or related field, or equivalent experience required.
• 10 years of electrical industry experience, preferred.
• 5 years of sales management experience, preferred.
• Experience in coaching and managing processes, marketing plans, market research, statistical analysis, developing budgets, financial planning, and strategy.
• Proven leadership skills.
• Firm grasp of database management software and Excel.
• Competent in reviewing and interpreting basic financials.
• Self-motivated and customer focused.
• Effective presentation skills in front of diverse audiences.
• Strong written and oral communication skills.
• Ability to work under pressure.
• Analytical ability and sound judgment.
• Ability to attain targets.
• Ability to develop their team.
• Ability to mine and interpret data, analytically led and strategically driven.
• Embodies the highest standard of integrity and ethics.
• Adds energy to the organization and supports and encourages all associates.
• Positive can-do attitude with contagious optimism.
• Open-minded to new ideas, effective at introducing and implementing change.
• Ability to develop solid business and personal relationships at all levels within an organization.
• Strategic planning, ability to communicate and implement plan across the entire organization.
• Long-range vision, willing to sacrifice short-term wins for long-term gains.

Nice To Haves

• 10 years of electrical industry experience, preferred.
• 5 years of sales management experience, preferred.

Responsibilities

• Builds strong relationships with key vendors and suppliers to achieve growth objectives,
• Works to gain a complete understanding of key customers’ industry; understands the issues and opportunities they face and their key success factors.
• Builds, communicates, and implements a segment strategy to support customers’ needs through services and solutions that provide for their overall profitability and success; the strategy should offer competitive differentiation and advantages over competition while contributing bottom-line results.
• Builds sales momentum across the area and at the branches for the segment and overall business.
• Defines and supports sales training programs that enable staff to achieve their full potential and support company objectives.
• Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales teams.
• Directly responsible for the gross margin growth, gross margin %, and market share within the segment.
• Identifies, monitors, and communicates key performance metrics to the organization.
• Creates and monitors measurements to ensure the annual budget is achieved.
• Defines and oversees incentive compensation programs that motivate the sales team to achieve company and segment objectives.
• Works closely with IT in customizing and implementing customer technology.
• Manages co-op and AD (Affiliated Distributors) marketing programs.
• Monitors customer, market, and competitive activity and provides feedback to company leadership team and other company functions.
• Works closely with the marketing function to establish successful supplier relationships and partner programs.
• Achieves financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; and initiating corrective actions.
• Drives the use of TCCM documentation and use of formal customer business reviews.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
• Encourages participation in professional leadership and training courses and events.
• Encourages industry participation on advisory boards or supplier councils.
• Provides opportunities to network and be exposed to new ideas in the industry at sanctioned functions.
• Performs other duties as assigned by supervisor or other designate.

Benefits

• Health, Dental and Vision Benefits
• Accident, Critical Illness, Hospital Indemnity
• FSA & HSA
• Employee Stock Ownership Plan (ESOP)
• Disability Benefits
• 401(k) Retirement Plan
• Life Insurance
• Employee Assistance Program
• Paid Holidays
• Paid Volunteer Time
• Personal Leave time and more!
• Border States provides bonuses to their employee-owners upon the achievement of branch and company goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees