Manager Industrial Business

Graybar•Pittsburgh, PA

6d•Hybrid

About The Position

The Manager of Industrial Business in Pittsburgh, PA will be dedicated to the Industrial Market, focusing on Pittsburgh, Erie, Wheeling, WV, and Charleston, WV. The primary focus is to develop business within the industrial customer base, create market strategies, manage key supplier relationships, and lead the coordination of resources or leverage relationships to generate new business opportunities directly or indirectly through partners. This role requires familiarity with SAP, Graybar value-added solutions, Graybar’s electrical, power, industrial automation, and industrial networking products, and overall industry knowledge. The position targets industrial customers in sectors like Oil & Gas, Chemical Processing, Metals, Mining, Heavy Manufacturing, Food & Beverage, Power Generation, and Water/Wastewater, as well as business growth in the OEM space, specifically Machine Builders, Panel Builders, and Control System Integrators. This role requires approximately 50% travel per work week (Monday - Friday) and involves directly supervising, coaching, and mentoring Industrial Sales Representatives and quotation specialists. The Manager will also collaborate with other Graybar resources and technical specialists across the specified territory to support sales in the Industrial market.

Requirements

Minimum of 5 years of experience required: Progressively responsible business or wholesale distribution industry experience
High school diploma or GED required
Knowledge of the Company's business, customers, suppliers, and external market conditions
Knowledge of the Industrial business
Knowledge of the Company's policies and procedures, including experience with contracts and terms and conditions
Knowledge of financial analysis methods and techniques
Knowledge of continuous improvement techniques and practices
Leadership and supervisory skills
Analytical and problem solving skills
Planning and organizational skills
Oral and written communication and presentation skills
Listening skills
Results orientation skills
Negotiation and mathematical skills
Ability to leverage district and branch resources effectively
Ability to effectively supervise staff and achieve results through others
Ability to make quality fact-based decisions using appropriate information
Ability to develop and maintain relationships with key customers and suppliers
Ability to be an effective member of and lead complex project teams
Ability to effectively use standard office applications software

Nice To Haves

Four-year degree preferred
Direct experience in the electrical or industrial wholesale distribution industry preferred
Industrial Networking and IIoT marketing and sales experience a plus

Responsibilities

Develop business plans that support the Industrial market within the assigned territory.
Work with appropriate sales personnel to develop tactical plans to implement the district plan.
Develop assigned sales territory business plans with suppliers that District Marketing has identified as strategic.
Implement the sales management process utilizing sales rep business plans, pre-call plans, and post-call coaching debriefs.
Establish annual sales and gross margin rates for market applicable sales reps or other sales personnel within the district.
Evaluate industry and business trends for potential impact on the district.
Identify key business opportunities and potential threats within the assigned sales territory.
Develop and maintain relationships with key customers and suppliers so that the assigned sales territory is properly positioned within the marketplace.
Provide guidance and support in the retention of profitable business.
Ensure the assigned sales territory has implemented effective recruiting, staffing, employee development, performance management, and succession planning programs in assigned area.
Ensure a consistent focus on delivering high quality customer service.
Assist in the development and implementation of appropriate tools and training programs within the assigned sales territory to support the Industrial business growth.
Implement sales strategies for product categories that include Power Distribution equipment, Automation & Control products, Lighting, wire & cable and other electrical MRO products.
Other duties as assigned.

Benefits

Multiple plan options for Medical, Dental, Vision, and Prescription Drug benefits.
Life Insurance coverage for you and options for your family.
Flexible Spending Accounts.
Disability Benefits at no cost to you.
Profit Sharing Plans.
401(k) Savings Plan with company match.
Paid Vacation & Sick Days.
Paid Holidays throughout the year.
Paid Wellness Day.
Community Time Off.
Employee Recognition Program.
Educational Reimbursement and Career Development Programs.
Employee stock ownership plan.