Industrial/OEM Sales Manager-East West Region

Gerrie Electric Wholesale LTD • Burlington, ON

4h • Hybrid

About The Position

Gerrie Electric is seeking an Industrial/OEM Sales Manager for the East West Region. This role is responsible for driving sales culture and market share growth of the Industrial/OEM business within a defined geographic area. The ideal candidate will ensure profitable growth in sales revenues through effective planning, deployment, and management of Account Manager objectives, strategies, and sales plans. This is a collaborative leadership role that aligns with the company culture and values, focusing on both short and long-term sales earnings.

Requirements

• Post Secondary Business program graduate
• 10+ year’s related sales experience with leadership and coaching experience of construction sales staff.
• Proven sales track record
• Demonstrates Sales Acumen through influence, negotiation, and closing deals.
• Ability to lead, mentor and motivate sales team.
• Capacity to analyze sales data, market trends, and business performance.
• Strong communication skills to articulate company goals, provide coaching, and build relationships with team and customers.

Responsibilities

• Drive a culture of sales, customer retention, new business, and customer acquisition strategies within the team.
• Recruit, train, and motivate the team to achieve sales goals and maintain high customer satisfaction.
• Provide ongoing coaching and mentorship of Account Managers to support and enhance their sales capabilities, including participating in regular joint calls.
• Coach Account Managers in establishing personal contact and rapport with decision makers in key accounts.
• Build and maintain strong relationships with key customer accounts through customer visits, event participation, and other required means.
• Articulate company goals and objectives and work with the account management team to determine individual sales budgets and plans.
• Establish account manager expectations to drive sales activities and initiatives and monitor performance.
• Regularly analyze business data to identify trends, opportunities, and gaps, then plan activities and provide sales team direction.
• Facilitate weekly 1-on-1 meetings with account managers to gain insight, support, and drive sales activity.
• Support Account Managers in sales activities for major accounts, negotiating price and discounts.
• Understand the company's pricing strategy and provide market feedback to the pricing department where required.
• Support Account Managers and engage in pricing-related activities where required.
• Collaborate with other personnel on large projects, including review of T&Cs as required.
• Participate in annual budget development in collaboration with Branch/Regional managers within the region in line with company goals and objectives set by Sales Leadership.
• Develop and implement sales business plans and strategies to successfully execute to budget and company objectives to enhance Gerrie’s position in the market and ensure company growth.
• Continuously collaborate with Gerrie Sales and Resource Groups to set objectives and plan sales activities to maximize the sales of Gerrie’s products and services in the defined territory.
• Analyze customer share and product penetration and develop plans to increase our share within customers.
• Analyze competitive activity with respect to changes in product, pricing, or marketing strategies by competitors, and report the information back to vendors, Gerrie marketing, EVP vendor Strategy, and Product Manager promptly.
• Produce a monthly sales forecast to provide insights into region performance and impact to year-end performance, delivered to sales leadership.
• Monitor the management of key accounts as defined in the business plan.
• Report on Area(s) budget performance to Sales Directors monthly and provide updates on sales plans and market activities.
• Present Area(s) budget performance updates as required to The Executive, providing market trends and insights, customer activity, and sales plan activity.
• Assist in the coordination and delivery of monthly sales meetings.
• Explore new business opportunities that may arise and share with sales leadership.
• Develop and present business plans to target if suitable.
• Regularly interact with Branch leadership to engage in sales-related discussions and activities, provide feedback, and achieve common goals, working as a team to ensure appropriate service levels and improve customer retention.
• Participate in local branch activities, interfacing with customers, vendors, and employees.
• Investigate and gather market intelligence and segment trends, understanding the impact on the business and communicating with appropriate stakeholders.
• Support and execute corporate marketing programs and campaigns, encouraging team participation and follow-through.
• Promote, utilize, and review the Gerrie CRM, including funnel review and ensuring data quality. Ensure the CRM opportunity funnel is current and reviewed with Account Managers monthly as a minimum.
• Regularly use sales reporting tools such as Power BI to review and analyze performance and sales data.
• Collaborate with all resource groups to maximize the revenue generated by Gerrie’s products and services.
• Build strong relationships with Gerrie’s key vendor partners and maintain support of Gerrie’s vendor alignments within the team.
• Collaborate with Vendors regarding Construction sales activities and opportunities.
• Participate in related vendor reviews.
• Responsible for resource management in conjunction with Sales leadership, retaining top sales talent, as well as providing onboarding, training, and development opportunities for the ability to succeed.
• Conduct ongoing performance management of the team and complete annual performance evaluations of Account Managers.
• Review Account Manager call reports to ensure expectations and activities are being completed as required.
• Review and approve Account Manager expenses in line with company policies.
• Oversee all HR functions relating to ADP (vacation time, sick time, employee issues).
• Provide input to the appropriate level and mix of Contractor-related inventory, including new products. This will include input into additions and deletions to maintain proper inventory levels based on customer feedback.
• Promote weekly and/or monthly specials to drive new business.
• Promote related Gerrie Services through Account Managers and directly with Customers.
• Collaborate with Marketing to create any marketing or promotional material of campaigns as required.
• Recommend incentive programs or campaigns to further enhance our market position within their team.
• Participate in product and sales-related training as required.
• Participate in local industry technical organizations such as Electric League, IEEE, ISA, etc.
• Participate in industry associations and events to enhance Gerrie’s brand awareness and gain valuable insights to enhance our market position.
• Communicate clearly and concisely both orally and in writing.
• Establish and maintain positive collaborative relationships with customers.
• Create and maintain a team atmosphere and ensure employee concerns are resolved promptly.
• Be able to recommend creative solutions to various issues that may arise.
• Ensure employees understand and adhere to ISO policies and procedures.
• Participate in conferences, seminars, and other educational opportunities; reading professional publications; maintain and participate in professional networks to enhance knowledge and skills.
• Participate on committees and special projects as requested.

Benefits

• Major medical + dental coverage for yourself and your dependents (flex plan options available)
• Employee Assistance Program
• Global travel coverage
• Pension plan with contribution matching
• Training, development and career growth opportunities
• Tuition reimbursement program
• Promote from within culture
• A diverse and inclusive workplace
• Caring and nurturing environment

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree