National Sales Manager

General Equipment•Owatonna, MN

About The Position

The National Sales Manager builds and maintains a high-performing sales organization to achieve the Company’s business objectives. The role measures, strengthens, and enhances the Company’s position and image through the development and execution of sales goals, strategies, and objectives. It leads the nationwide independent sales representative organization, including sales and sales-education personnel, and is responsible for developing sales strategies, forecasts, and operating plans; coaching and developing personnel; monitoring performance; and supporting product, pricing, market research, and promotional initiatives.

Requirements

Bachelor’s degree in Business Administration or a science-related field, with a strong focus on sales-related functions.
At least eight years of relevant experience in equipment sales or a related field.
At least five years managing an independent representative sales force.
Experience developing target- or account-based incentive packages and executing channel-development and rollout initiatives.
Demonstrated success recruiting and retaining a high-performing sales team and leading and managing a diverse sales organization.
Demonstrated ability to develop, direct, and achieve sales plans.
Strong business analysis and judgment, including proactive management of business performance and profit-and-loss responsibilities to meet objectives.
Skills in strategy development, project management, problem-solving, and change management.
Ability to build positive working relationships with internal and external stakeholders.
Exceptional negotiation skills.
Superior written, verbal, and presentation skills, emphasizing clarity and brevity.
Business-related computer skills, including proficiency with Microsoft Office Suite.
Ability to listen and communicate clearly, fluently, and diplomatically in English, orally and in writing.
Ability to plan, organize, prioritize, and accurately follow through on work; manage time constraints and interruptions; meet deadlines; and work independently with minimal direction or supervision.
Ability to remain flexible, resilient, and calm; maintain a constructive attitude and sense of humor; and present a professional, well-groomed image.
Ability to work effectively and respectfully with staff, managers, executives, and people with varied working styles.
Ability to build goodwill among employees, clients, suppliers, referral sources, regulatory bodies, the community, and other relevant stakeholders, while demonstrating commitment to client service and service excellence.

Responsibilities

Develop and implement direct-sales strategies and lead the nationwide independent sales representative organization, including sales and sales-education personnel, to achieve corporate sales objectives.
Develop long-term sales strategies, annual forecasts, annual sales operating plans, territory plans, and account-penetration strategies and tactics.
Communicate the sales vision, coach and develop sales personnel, compare results with goals, and take corrective action when needed.
Oversee hiring, orientation, training, development, and retention of sales and sales-education personnel.
Supervise personnel through field visits, observation, performance measurement, appraisals, and recommendations.
Prepare quarterly and annual sales forecasts.
Collaborate with management, accounting, sales, and engineering personnel on new concepts, business models, channels, and partnerships.
Monitor competitors and market conditions and use findings to inform sales strategies.
Assist in evaluating product-development financial aspects, including budgets, expenditures, research and development appropriations, return-on-investment analyses, and profit-and-loss projections.
Assist in developing pricing strategies that balance Company objectives with customer satisfaction.
Contribute to market research and analyze research findings.
Use sales forecasting and strategic planning to support sales and profitability of products, product lines, and services; analyze business developments and monitor market trends.
Contribute to Company advertising and promotional activities across print, electronic, social media, and direct-mail channels.
Contribute to or participate in promotional activities, including trade shows, website development, internal relations, and public relations.
Collaborate with product-development personnel on product specifications, including design, color, and packaging.
Maintain regular, consistent, and punctual attendance.