Sales Manager

Graybar•Indianapolis, IN

1d•Onsite

About The Position

This position is responsible for attaining or exceeding the sales and gross margin rate budgets for the assigned sales territory and implementing the district's market plan(s) to assist the district in achieving its sales and marketing objectives. The role's assigned customer vertical markets include Construction, Communication, Industrial, Utility, and Commercial, Institutional and Government (CIG). The Sales Manager typically manages seven to ten Sales Representatives and/or Sales Trainees, may be assigned their own accounts, and manages a minimum annual budget of $4M. This role may also serve as a sales trainer. Graybar, a Fortune 500 company, specializes in supply chain management services and is a leading North American distributor of high-quality components, equipment, and materials, serving various markets including construction, CIG, industrial, and utility. Graybar products and services support new construction, infrastructure updates, building renovation, facility maintenance, repair and operations, and original equipment manufacturing.

Requirements

Minimum 5 years’ experience: Progressively responsible business or wholesale distribution industry experience
High school diploma or GED
Knowledge of the wholesale distribution industry
Knowledge of the Company's business, customers, suppliers, and external market conditions
Knowledge of the applicable specialty business (vertical market)
Knowledge of the Company's policies and procedures
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

9 years’ experience
Four-year degree

Responsibilities

Develop business plans that support the assigned specialty market within the assigned territory; work with appropriate sales employees to develop tactical plans that implement the district plan; develop assigned sales territory business plans with suppliers that have been 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 employees 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 applicable specialty business growth.

Benefits

Multiple plan options for Medical, Dental, Vision, and Prescription Drug benefits.
Life Insurance coverage for you and options for your family.
Save on expenses with Flexible Spending Accounts.
Enjoy our Disability Benefits at no cost to you.
Share in our success with Profit Sharing Plans.
401(k) Savings Plan with company match to help secure your future.
Paid Vacation & Sick Days to spend time away from work or in case of an illness.
Rest and recharge during our Paid Holidays throughout the year.
Take advantage of our Paid Wellness Day to focus on preventive care and prioritize your health.
Volunteer with Community Time Off to give back to the community.
Predictable Work Schedules to plan your life: no weekends or nights for most roles.
Celebrate your and others' achievements with our Employee Recognition Program.
Reach your career goals with our Educational Reimbursement and Career Development Programs.
Employee stock ownership plan
Fixed and Variable Rate (FAVR) reimbursement program to support eligible drivers