Sales Manager

Graybar•Diamond Bar, CA

About The Position

The Sales Manager is responsible for attaining or exceeding sales and gross margin rate budgets for an assigned sales territory and implementing district market plans to support sales and marketing objectives in 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 $4 million. The role may also include serving as a sales trainer. The Sales Manager develops business plans for the assigned specialty market and territory, works with sales employees to develop tactical plans that implement district plans, and develops territory plans with designated strategic suppliers. The role applies the sales management process through sales representative business plans, pre-call planning, and post-call coaching debriefs, and establishes annual sales and gross margin rate goals for applicable sales employees. The position evaluates industry and business trends, identifies opportunities and threats, and maintains relationships with key customers and suppliers to position the territory in the marketplace and retain profitable business. It also oversees recruiting, staffing, employee development, performance management, and succession planning in the assigned area; promotes high-quality customer service; and helps develop and implement tools and training programs to support specialty business growth. The regular schedule is Monday through Friday, 7:00 a.m. to 4:00 p.m. The role requires use of a personal vehicle for business purposes; Graybar offers an eligible-driver Fixed and Variable Rate (FAVR) reimbursement program, subject to vehicle requirements. Expected annual pay is $90,000–$125,000, and the position is incentive eligible based on specific and relevant business metrics.

Requirements

At least 5 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 company 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 participate effectively in and lead complex project teams.
Ability to use standard office applications software.

Nice To Haves

9 years of 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.
Manage typically seven to ten Sales Representatives and/or Sales Trainees, and manage an annual budget typically of at least $4 million.
Develop business plans for the assigned specialty market and territory, and work with sales employees to develop tactical plans implementing district plans.
Develop assigned territory business plans with suppliers identified as strategic.
Use sales representative business plans, pre-call plans, and post-call coaching debriefs to implement the sales management process.
Establish annual sales and gross margin rate goals for applicable sales representatives and other sales employees in the district.
Evaluate industry and business trends and identify business opportunities and potential 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 specialty business growth.
Use a personal vehicle for business purposes.