Sales Manager Sales - Outside Sales

Builders FirstSource • UNAVAILABLE, IA

1d • Hybrid

About The Position

We are Builders FirstSource, America’s largest supplier of building materials, value-added components and building services to the professional market. You’ll feel proud of the work you do here every day to transform the future of home building and help make the dream of home ownership more achievable. At BFS, we believe building a successful career is not solely defined by a degree. Your experience, skills, and passion are just as important, if not more so. As such, we are committed to creating a diverse and inclusive workplace that welcomes candidates from all backgrounds and experience levels.

PURPOSE
Assumes responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the following duties personally or through subordinate sales staff.

ESSENTIAL DUTIES AND RESPONSIBILITIES
Supervises the sales force of the territory and assures that customers are serviced in all areas, exceeding expectations. Regularly assesses the strengths and weaknesses of the sales force and develops performance plans, as needed. Recruits new sales talent to meet future sales needs.
Sets sales and gross profit goals for existing and prospective customers annually. Assigns customer accounts to sales staff. Conducts territory analyses to determine when it is practical to reassign customers and salespeople. Analyzes sales statistics to formulate policy and to assist sales representatives in meeting their goals. Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly.
Responsible for new business development for the Company, including developing ways to increase sales volume, fostering cooperation, formulating new marketing strategies and unique service requirements. Establishes and maintains top-level contact with the management of existing and potential customers. Also, expands company’s partnering relationships with suppliers.
Reviews market analyses to determine customer needs, volume potential, price schedules, etc., and develops marketing programs as needed to accommodate goals of organization. Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals.
Assist sales force in negotiating competitive pricing with customers and prospects. Quotes prices and prepares sales contracts. Reviews bids, pricing and sales proposals. Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for “directs”, regular inventory and special order items.
Meets regularly with customers, sales team and management to obtain feedback on customer satisfaction and quality of service.
Formulates and recommends policies and objectives to insure the most effective operation of sales activities. Sees that approved policies and objectives are fully understood by all assigned personnel.
Networks with experts in the industry to stay current in the latest products, services and customer needs. Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, customer incentive plans, compensation plans, etc.
Conducts regular sales meetings and informs the sales force of new developments in products, services and policies.
Represents company (committee participation, board membership, etc) at trade or professional association meetings or shows to promote Builders FirstSource products and services. Maintains regular attendance to such groups as Home Builders Association.
Plans and implements customer events, such as Customer Appreciation Day or open houses.
Coordinates liaison between sales department and other sales related units, such as trusses and millwork operations.
Analyzes and controls expenditures of division to conform to budgetary requirements.
Mains contact with and services a few key accounts.
Serves as mentor and coach for other sales personnel.
Other duties as assigned.

SUPERVISORY RESPONSIBILITIES
Manages the sales staff, including hiring, training, developing, coaching, and performance management to build a first-class sales team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and solving problems.

Requirements

• Bachelor’s degree (B.A. or B.S.) from a four-year college or university preferred, plus 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience.
• 10 years + of prior experience selling to professional builders is required.
• Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures.
• Ability to write reports, business correspondence, and sales training tools.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Exceptional interpersonal and problem solving skills.
• Diplomacy with external and internal customers.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area circumference, and volume.
• Ability to apply concepts of basic algebra and geometry.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret an extensive variety of information and deal with several abstract and concrete variables.
• Ability to exercise good, sound judgement at all times, even under extremely difficult situations with customers.
• Must have the ability to travel throughout the week.
• Must be knowledgeable about and follow the company’s safety policies and procedures.
• Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds.

Nice To Haves

• Certification in programs such as Covey’s 7 Habits of Principle Centered Leadership, or schools for sales training is very helpful.

Responsibilities

• Achieve annual sales and gross profit objectives of the sales territory.
• Supervise the sales force and ensure customer satisfaction.
• Assess sales force strengths and weaknesses, and develop performance plans.
• Recruit new sales talent.
• Set sales and gross profit goals for customers.
• Assign customer accounts to sales staff and conduct territory analyses.
• Analyze sales statistics to formulate policy and assist sales representatives.
• Develop new business opportunities and marketing strategies.
• Establish and maintain contact with existing and potential customers.
• Expand partnering relationships with suppliers.
• Review market analyses and develop marketing programs.
• Write annual marketing and sales plans.
• Assist sales force in negotiating pricing and preparing sales contracts.
• Review bids, pricing, and sales proposals.
• Advise on contractor pricing.
• Obtain feedback on customer satisfaction and service quality.
• Formulate and recommend sales policies and objectives.
• Network with industry experts to stay current on products and services.
• Analyze competition.
• Conduct sales meetings to inform the sales force of new developments.
• Represent the company at trade or professional association meetings.
• Plan and implement customer events.
• Coordinate liaison between the sales department and other sales-related units.
• Analyze and control division expenditures.
• Maintain contact with and service key accounts.
• Serve as mentor and coach for other sales personnel.
• Manage the sales staff, including hiring, training, developing, coaching, and performance management.

Benefits

• Competitive, affordable benefits designed to make life better for you and the people you love.
• Great plans that help you and your family to live happier, healthier and more secure lives.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager