Sales Manager

Graybar•Lincoln, NE

About The Position

The Sales Manager is responsible for attaining or exceeding sales and gross margin rate budgets for an assigned territory and implementing district market plans to support sales and marketing objectives in a specialty 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 manager develops business and tactical plans for the assigned specialty market and territory, including plans with strategic suppliers. The role uses the sales management process—including representative business plans, pre-call plans, and post-call coaching debriefs—and establishes annual sales and gross margin rate goals for applicable sales employees. It also evaluates industry and business trends, identifies opportunities and threats, and develops relationships with key customers and suppliers to position the territory and retain profitable business. The Sales Manager ensures effective recruiting, staffing, employee development, performance management, and succession planning in the assigned area, while maintaining a focus on high-quality customer service. The manager also helps develop and implement tools and training programs to support specialty business growth. The schedule is Monday through Friday, 8:00 a.m. to 5:00 p.m. The role requires using a personal vehicle for business purposes; Graybar offers eligible drivers a Fixed and Variable Rate (FAVR) reimbursement program, subject to vehicle requirements.

Requirements

At least 3 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, 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 and willingness to use a personal vehicle for business purposes; vehicle requirements may affect FAVR reimbursement eligibility.

Nice To Haves

Five years of experience is preferred.
A four-year degree is 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 specialty vertical market.
Manage Sales Representatives and/or Sales Trainees, typically seven to ten employees; may manage own accounts and may serve as a sales trainer.
Develop business plans for the assigned specialty market and territory, and work with sales employees on 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 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.
Maintain a consistent focus on delivering high-quality customer service.
Assist in developing and implementing tools and training programs to support specialty business growth.

Benefits

Medical, dental, vision, and prescription drug plan options
Life insurance coverage and family coverage options
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, with 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