Sales Manager - East - Remote Eligible

Sales Manager – East

The Sales Manager has an important mission – to ensure their region achieves healthy performance in revenue and gross profit, and to attract, develop and retain a high performing outside regional sales team. They will do this by driving sales activities, proactively leading the sales team, submitting monthly sales forecasts, reviewing market analysis and implementing targeted sales strategies in the East. This role is also responsible for new account development and expanding existing account wallet share within the distribution sales channel as we gear up for growth.

The Sales Manager is a natural leader who is responsible for developing a high performing sales team by providing leadership, coaching and mentoring to their regional team on their professional development, sales effectiveness and efficiency.

Key Accountabilities:

• Sales Team Performance (30%)
• Sales Strategy (30%)
• Team Development (30%)
• Sales Process Improvement (10%)

Primary Duties and Responsibilities:

Performance:

• Lead and advance a culture of high performance and accountability, including implementation of sales methodologies and training related to pricing/margin, special pricing agreements (SPAs), order management, customer onboarding (including supply chain impact) and identifying and presenting quality and efficiency KPIs and related metrics.
• Aim for high levels of quality, accuracy, and process consistency throughout the organization, including monitoring individual and group sales performance, sales campaigns, and specific organization initiatives.
• Inform the organization and its leadership on sales performance through accurate and data driven monitoring, evaluation, reporting, forecasting, and planning. Maintain key regional customer relationships alongside the sales team; being a resource, additional touch point, advocate, etc.
• Regularly contact and build relationships with key manufacturer partners for new business generation, sales/customer support and SPAs.
• Familiarity with top 15 accounts for your region; wallet share, MoM and YoY revenue, customer segments, active accounts and revenue mix by segment, residential vs commercial mix %, reseller mix, customer retention %, top 5 accounts by revenue each month, attainment to budget
• Regular in-person customer visits with sales team members and review of call/meeting logs to identify opportunities for growth and addressing obstacles internally with key internal stakeholders
• Prepare for and lead an engaging and inspiring weekly sales meeting to celebrate wins, share best practices and discuss important information and strategy with your team.
• Prepare regional sales reports for weekly departmental and executive report outs

Strategy:

• Define and/or implement a high-level vision of the organization and develop regional strategies to meet those goals. Activities include sales/product forecasting, historical analysis, market research, regional sales planning, business development, hiring, and individual/group goal setting.
• Maintain awareness and knowledge of the SWOTs (strengths, weaknesses, opportunities and threats) in the regional market for BayWa r.e., our customers, vendors, other partners and the competition.
• Create account pricing strategies that drive both revenue and profit.

Team Development:

• People Management, this includes weekly 1:1s, goal setting, upskilling of employees, providing or finding mentorship for growth opportunities and overseeing performance management.
• Be the primary motivator, mentor and educator for the regional sales team. You are their role model and north star for what it means to be a successful salesperson at BayWa r.e.
• Serve as the escalation path for Outside Sales Representatives (OSRs) and Regional Sales Managers (RSM) for problem solving, pricing, customer challenges and more while educating them on best practices and "teaching them to fish."
• Improve existing and develop new training resources and other tools.

Process Improvement:

• Embrace a strategic mindset of continuous improvement, quality issue identification, regional/organizational level process improvement with a variety of teams and stakeholders.
• Implement best practices to deliver key results.
• Leverage internal and external resources to build a highly functional team.
• All Other Duties as Assigned

Required Skills and Abilities:

• Advanced understanding of sales performance metrics.
• Exceptional organizational skills, and attention to detail.
• Proficient in interpersonal, presentation, listening, and negotiation skills.
• High level of critical and analytical thinking.
• Excellent verbal and written communication skills.
• Self-starter with excellent time management skills with a proven ability to prioritize and meet deadlines, adapt to changing schedules, and unpredictable events within a fast-paced environment.
• Curious and creative thinker with a solutions-oriented, problem-solver mentality.
• Strong and judicious decision-making skills.
• Able to build relationships at all levels of the organization.
• Excellent project management skills.
• Demonstrated strong performance in analytical, innovative, and critical thinking, strategy and collaboration.

Education and/or Experience:

• Minimum of 7 years experience in outside field sales.
• Minimum of 3 years experience in people management and leadership.
• Demonstrated ability to overcome obstacles and deliver key financial results.
• Demonstrated proficiency and deep understanding of CRMs (preferably NetSuite or Salesforce).
• Proficient in Microsoft Office Suite.

Physical Requirements:

• Regularly required to sit, talk, use repetitive motion, type, and hear.
• Frequently required to stand, walk, use hands and fingers to handle and feel, and reach with hands and arms.
• Prolonged periods of sitting at a desk and working on a computer.
• Occasionally required to bend, kneel, crouch, climb stairs, and reach overhead.

Supervisory Requirements:

• Oversee day to day people management of OSRs (approximately a team size of 8-12), which includes weekly 1:1s, goal setting, upskilling of employees, providing or finding mentorship for growth opportunities and overseeing performance management

Travel Requirements:

• Ability to travel around 60% of time with OSRs visiting customers and co-selling with manufacturer and finance partners