Sales Manager

Graybar•Norcross, GA

About The Position

As a Sales Manager at Graybar, you will be responsible for attaining or exceeding sales and gross margin rate budgets for your sales territory and implementing district market plans to help achieve sales and marketing objectives for an assigned customer vertical market: Construction, Communication, Industrial, Utility, or Commercial, Institutional and Government (CIG). Sales Managers typically manage seven to ten Sales Representatives and/or Sales Trainees, may be assigned their own accounts, and typically manage a minimum annual budget of $10 million. You may also serve as a sales trainer. The role requires developing business plans and tactical plans for the assigned specialty market and territory, implementing the sales management process, evaluating industry and business trends, and identifying opportunities and threats. The Sales Manager develops relationships with key customers and suppliers, supports profitable business retention, and oversees recruiting, staffing, employee development, performance management, and succession planning in the assigned area. The role also supports customer service and develops or implements tools and training programs for specialty business growth. The schedule is Monday through Friday, 8:00 a.m. to 5:00 p.m. The role requires use of a personal vehicle for business purposes. Graybar offers eligible drivers a Fixed and Variable Rate (FAVR) reimbursement program; vehicle age and original MSRP may affect eligibility for tax-free reimbursement.

Requirements

At least 9 years of 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 or 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 supervise staff effectively 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 use standard office applications software effectively.
Ability to use a personal vehicle for business purposes.

Nice To Haves

13 years of progressively responsible business or wholesale distribution industry experience preferred.
Four-year degree preferred.

Responsibilities

Attain or exceed sales and gross margin rate budgets for the assigned sales territory.
Implement district market plans to support sales and marketing objectives for the assigned customer vertical market.
Develop business plans for the assigned specialty market and territory, and work with sales employees to develop tactical plans that implement the district plan.
Develop territory business plans with suppliers identified as strategic.
Implement the sales management process using sales representative business plans, pre-call plans, and post-call coaching debriefs.
Establish annual sales and gross margin rates for applicable market sales representatives or other sales employees in the district.
Evaluate industry and business trends for potential impact on the district and identify opportunities and threats in the assigned territory.
Develop and maintain relationships with key customers and suppliers, position the territory in the marketplace, and support retention of profitable business.
Ensure effective recruiting, staffing, employee development, performance management, and succession planning in the assigned area.
Ensure a consistent focus on delivering high-quality customer service.
Assist in developing and implementing tools and training programs to support growth of the applicable specialty business.
Typically manage seven to ten Sales Representatives and/or Sales Trainees; may manage assigned accounts and serve as a sales trainer.

Benefits

Medical, dental, vision, and prescription drug plan options.
Life insurance coverage for the employee, with options for family coverage.
Flexible Spending Accounts.
Disability benefits at no cost to the employee.
Profit Sharing Plans.
401(k) Savings Plan with company match.
Paid vacation and sick days.
Paid holidays.
Paid Wellness Day.
Community Time Off for volunteering.
Predictable work schedules; no weekends or nights for most roles.
Employee Recognition Program.
Educational Reimbursement and Career Development Programs.
Employee stock ownership plan.
Fixed and Variable Rate (FAVR) vehicle reimbursement program for eligible drivers.