Sales Manager - Utility

Border States•Clarksville, TN

About The Position

The Sales Manager - Utility creates, communicates, and implements strategic sales and marketing plans that differentiate the company competitively, drive top- and bottom-line growth, and support long-term sustainability. The role coaches and develops Branch Managers and Account Managers, builds professional relationships with high-level influencers and decision-makers at key and target customers, and establishes strong relationships with key manufacturers and their representatives. The position is located in Nashville, Clarksville, Cookeville, Hendersonville, Lebanon, or Murfreesboro, Tennessee, or Jacksonville, Arkansas. The Sales Manager is responsible for developing the utility segment across the area, building customer and supplier partnerships, supporting sales staff, and delivering segment financial and market objectives. The role monitors market and competitive activity, establishes customer and supplier programs, and works with other company functions to support customer technology, marketing, and business reviews. Frequent travel is required. The job involves continuous sitting, desk work, computer and telephone use, hearing, repetitive hand motions, grasping, and fingering; frequent standing, walking, stair climbing, reaching, talking, and driving; and occasional bending, crouching, kneeling, balancing, pivoting, pushing or pulling, and exposure to adverse weather or temperatures. Lifting from the floor under 26 pounds occurs frequently, and 26 to 50 pounds occurs occasionally. The description may change at the employer’s discretion; employees must be able to perform essential duties with or without reasonable accommodation.

Requirements

Bachelor's degree in marketing or a related field.
10 years of electrical industry experience.
5 years of sales management experience.
Experience coaching and managing processes, marketing plans, market research, statistical analysis, budget development, financial planning, and strategy.
Proven leadership skills.
Firm grasp of database management software and Excel.
Competent in reviewing and interpreting basic financials.
Self-motivated and customer-focused.
Effective presentation skills for diverse audiences.
Strong written and oral communication skills.
Ability to work under pressure.
Analytical ability and sound judgment.
Ability to attain targets and develop a team.
Ability to mine and interpret data, with an analytical and strategically driven approach.
High standards of integrity and ethics.
Ability to energize the organization and support and encourage associates.
Positive, can-do attitude and contagious optimism.
Open-mindedness toward new ideas and effectiveness in introducing and implementing change.
Ability to develop solid business and personal relationships at all organizational levels.
Strategic planning ability and ability to communicate and implement plans across the organization.
Long-range vision and willingness to sacrifice short-term wins for long-term gains.
Ability to meet the physical demands described in the posting, with or without reasonable accommodation.

Responsibilities

Build strong relationships with key vendors and suppliers to achieve growth objectives.
Build relationships with key customers within the segment.
Drive a culture across the area that builds momentum for the segment and overall business.
Work across the area and its branches to grow business in the segment and company.
Understand customers’ industries, including their issues, opportunities, and key success factors.
Build, communicate, and implement a segment strategy that meets customer needs, provides services and solutions that support customer profitability and success, differentiates the company from competitors, and contributes to bottom-line results.
Define and support sales training programs that help staff reach their potential and support company objectives.
Work with strategic manufacturing partners to foster close relationships with regional and local sales teams.
Be directly responsible for gross margin growth, gross margin percentage, and market share within the segment.
Identify, monitor, and communicate key performance metrics to the organization.
Create and monitor measurements to ensure the annual budget is achieved.
Define and oversee incentive compensation programs that motivate the sales team to meet company and segment objectives.
Work with IT to customize and implement customer technology.
Manage co-op and Affiliated Distributors (AD) marketing programs.
Monitor customer, market, and competitive activity and provide feedback to company leadership and other functions.
Work with marketing to establish successful supplier relationships and partner programs.
Achieve financial objectives by preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.
Drive use of TCCM documentation and formal customer business reviews.
Develop executive relationships with top customers in the area.
Deliver bottom-line results while supporting and inspiring associates, suppliers, and customers.
Maintain professional and technical knowledge through educational workshops, professional publications, personal networks, and professional societies.
Encourage participation in professional leadership and training courses and events.
Encourage industry participation on advisory boards or supplier councils.
Provide opportunities to network and encounter new ideas at sanctioned industry functions.
Perform other duties as assigned by a supervisor or other designate.