Sales Manager

Graybar • Diamond Bar, CA

5d • $90,000 - $125,000

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 the district’s 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 $4 million. You may also serve as a sales trainer.

The role develops business plans for the assigned specialty market and territory, works with sales employees to create tactical plans aligned with district plans, and partners with strategic suppliers on territory business plans. It implements the sales management process, sets annual sales and gross margin rate goals, assesses industry and business trends, and identifies opportunities and threats. The Sales Manager develops customer and supplier relationships, supports retention of profitable business, and ensures effective recruiting, staffing, employee development, performance management, succession planning, and high-quality customer service. The position also helps develop and implement tools and training to support specialty business growth.

The schedule is Monday through Friday, 7:00 a.m. to 4:00 p.m. The position requires use of a personal vehicle for business purposes; eligible drivers may participate in Graybar’s Fixed and Variable Rate (FAVR) reimbursement program. Expected annual pay is $90,000–$125,000, with additional incentive eligibility based on specific 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 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 effectively use standard office applications software.
• Use of a personal vehicle for business purposes is required.

Nice To Haves

• 9 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 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 rate goals for applicable market sales representatives and other sales employees in the district.
• Evaluate industry and business trends for their potential impact on the district, and identify key opportunities and potential threats in the assigned territory.
• Develop and maintain relationships with key customers and suppliers to position the territory in the marketplace.
• Provide guidance and support to retain 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 employees, 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.
• Employee Recognition Program.
• Educational reimbursement and career development programs.
• Employee stock ownership plan.
• Fixed and Variable Rate (FAVR) reimbursement program for eligible drivers using a personal vehicle.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED