Sales Manager

Graybar•Norcross, GA

About The Position

As a Sales Manager at Graybar, you will attain or exceed sales and gross margin rate budgets for your territory and implement district market plans to support 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 develops business plans for the assigned specialty market and territory, collaborates with sales employees and strategic suppliers on tactical plans, and applies Graybar’s sales management process. It also evaluates industry and business trends, identifies opportunities and threats, builds customer and supplier relationships, supports profitable-business retention, and ensures effective recruiting, staffing, employee development, performance management, and succession planning. The Sales Manager also helps develop tools and training to grow the specialty business and maintains a focus on high-quality customer service. 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

Nine 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 be an effective member of and lead complex project teams.
Ability to use standard office applications software effectively.

Nice To Haves

Thirteen 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.
Work with appropriate 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 district sales employees.
Evaluate industry and business trends for potential impact on the district and identify opportunities and threats in the territory.
Develop and maintain relationships with key customers and suppliers to position the territory in the marketplace.
Provide guidance and support for retaining profitable business.
Ensure effective recruiting, staffing, employee development, performance management, and succession planning in the assigned area.
Maintain 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.