Sales Manager - Industrial Sales

Essential Functions

• Achieve Goals and Expand Customer Base: Lead existing Account Managers (AMs) in achieving and exceeding goals by providing feedback and offering solutions to roadblocks in their way.  Hire new Account Managers to penetrate open and underrepresented territories.
• Observation and Coaching: Make field visits to observe and evaluate Account Managers in their assigned territory.  Assess their ability to establish good relationships with customers, their level of technical knowledge and their ability to sell our products.  Coach Account Managers through systematic conversation and activities that provides ongoing feedback and encouragement with the goal of improving performance.
• Training and Development:  Establish development programs for all Account Managers (including those newly hired) and coordinate with other departments to ensure AMs are exposed to all aspects of company processes and procedures. Evaluate the results of associate development to ensure that AMs are well equipped and knowledgeable in selling company’s products.
• Customer Engagement: Personally maintain contact with major customers and prospects to help close opportunities, promote good will, and position the company for future business.
• Market Penetration Strategies: Responsible for identifying, developing, and implementing sales plays and marketing plans for region. Analyze win/loss data and sales results versus expectations to coordinate and target sales activities on the best market opportunities
• Teamwork: Work closely with and maintain open communication with all managers and associates of customer service, operations, engineering, service/repair, warehousing, and shared services. Ensure these support resources are aligned with sales activities and customer requirements.
• Site Leadership: Provide specific site leadership and presence at the regional branches to support morale and ensure teamwork across the team. 
• Company Policy and Procedures: Ensure that all Account Managers comply with administrative requirements of position – e.g. training, CRM usage, credit, etc.
• Technical Expertise: Maintains position appropriate technical product knowledge and general sales management techniques and trends. 

Experience, Education and Skills

• Bachelor’s degree in engineering, sales/marketing or business is preferred
• 2-year technical degree is a minimum requirement in lieu of a bachelor’s degree
• 5+ years industrial sales experience
• 3+ years in sales management / supervisory role is desired
• Experience selling into mining customers is a plus
• Proven ability to motivate and manage a sales group is required.  This includes the ability to obtain productivity improvement, and to help account managers achieve higher sales levels.  The successful candidate should have P&L familiarity, including the ability to work with and/or establish budgets, forecasts, sales reports, etc.
• The ability to understand and plan a strategic long-term business view of sales is important

Key Competencies

• Accountability: Demonstrates an understanding of the link between one’s own job responsibilities and overall organizational goals and needs and performs one’s job with the broader goals in mind.
• Coaching: Works to improve and reinforce the performance of others. Facilitates their skill development by providing clear, behaviorally specific performance feedback and making or eliciting specific suggestions for improvement in a manner that builds confidence and maintains self-esteem.
• Energy/Drive for Results: Demonstrates concern for achieving or surpassing results against an internal or external standard of excellence, shows a passion for improving the delivery of services with a commitment to continuous improvement.  Consistently maintaining a high activity or productivity level; sustaining long work hours. 
• Competitive: To outperform others who are selling goods or services in the same market.  Does things that no one has requested that will improve or enhance products and services, avid problems, or develop entrepreneurial opportunities.
• Interpersonal Relationships: Thinks carefully about the likely effect on others of one’s words, actions, appearance and mode of behavior. Maintains stable performance and emotional control when faced with opposition, pressure, hostility from others and/or stressful conditions.
• Customer Focus: Demonstrates concern for meeting internal and external customers’ needs in a manner that provides satisfaction for the customer. “Customers” can be co-workers, peers, or management as well as external consumers of a service.