SALES MANAGER

Job Description

Job Description

JOB SUMMARY:

The Territory Sales & Operations Manager drives business growth and market share expansion within a designated distribution territory by selling high-end doors, gate systems, and integrated access controls. Serving as the strategic bridge between supply chain manufacturers and a commercial dealer network, this role is responsible for executing revenue quotas, analyzing market trends, and converting target prospects into long-term accounts. The ideal candidate combines deep technical product expertise with strong leadership capabilities, coaching internal and external sales teams on value-based selling while managing cross-functional branch operations, forecasting, and inventory alignment to maximize profitability.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

Territory Development & Sales Execution

• Channel Management Partner with supply chain manufacturers to sell products to dealer network.
• Establish territory & account strategy through revenue quotas, analyzing regional market metrics, monitoring competitive threats, and participating in joint field calls with reps.
• Identify growth opportunities by analyzing internal data/accounts, product mix gaps, maps and influence key decision makers, and monitoring vendor and supply chain shifts.
• Analyze market trends to proactively locate and capture emerging revenue streams.
• Convert target prospects into active, long-term purchasing accounts.
• Achieve individual sales targets while actively contributing to broader team goals.

Technical Expertise & Customer Advisory

• Maintain expert knowledge of residential and commercial doors, high-end gate systems and integrated access controls.
• Deliver solutions-based consultations regarding product applications, specifications, and hardware integration.
• Provide frontline troubleshooting support to guide clients through technical product inquiries and problem resolution.

Relationship Management & Client Advocacy

• Act as a dedicated client advocate through consistent, structured follow-ups.
• Resolve client complaints professionally to protect brand reputation and build trust.
• Manage and escalate complex issues directly to manufacturing partners when required.
• Oversee counter sales and customer service functions to maximize sales opportunities with customers.
• Coach team leadership with inside and outside sales representatives on behavior-based sales motions, pipeline inspection, and value-based sales beyond unit pricing.
• Oversee sales operations using accurate forecasting, CRM utilization, pricing compliance, and dispute or return resolutions.

Cross-Functional Collaboration & Operations

• Bridge internal departments by relaying market trends, inventory impacts due to large projects, and delivery route development.
• Coordinate actively with Purchasing, AR/AP, and Warehouse teams to streamline fulfillment as it relates to forecasting needs.
• Provide backup operational support to physical branch locations whenever necessary.
• Demonstrate strict time management to balance territory travel with administrative reporting.
• Grow business within established delivery routes while identifying and developing new routes
• Builds and maintains a network of sources from which to identify new sales leads.

EDUCATION

• A bachelor’s degree in business, Industrial Distribution, or Engineering is highly preferred.
• Industry Experience: 5 to 10 years in industrial sales, business-to-business (B2B) markets, or supply chain distribution.

SKILLS AND EXPERIENCE

• Product Knowledge: Deep understanding of technical products, original equipment manufacturer (OEM) parts, or MRO (maintenance, repair, and operations) supplies.
• Track Record: Proven history of meeting sales targets, growing regional accounts, and managing long sales cycles.
• Team Building: Ability to recruit, train, mentor, and evaluate outside sales reps and inside customer service teams.
• Performance Management: Skill in setting quotas, tracking key performance indicators (KPIs), and fixing low sales numbers.
• Strategic Planning: Talent for creating territory growth plans, setting pricing strategies, and finding new market segments.
• Distribution Logistics Acumen: Functional understanding of inventory control, freight management, supply chain operations, and vendor-managed inventory (VMI) systems.
• Software Proficiency: Experience with customer relationship management (CRM) tools like Salesforce or Microsoft Dynamics and enterprise resource planning (ERP) systems.
• Financial Literacy: Ability to read profit and loss (P&L) statements, manage travel and entertainment budgets, and analyze gross margins.
• Identifies the specific information needed to clarify a situation or to make a decision.
• Maintains cross-functional focus and uses the most appropriate channels to communicate within and between departments/divisions.
• Develops or uses systems to organize and keep track of information (e.g. “to-do” lists, appointment calendars, follow up file systems.
• Have a well-established personal credibility
• Demonstrated time management and organization skills
• Great customer service, verbal and written communication skills
• Experience with an inside sales environment
• Excellent interpersonal and customer service skills.
• Excellent sales and negotiation skills.
• Excellent organizational skills and attention to detail.
• Strong analytical and problem-solving skills.
• Ability to function well in a high-paced and at times stressful environment.
• Strong time management and organizational skills.
• Excellent customer service, verbal, and written communication skills.
• Previous experience in a client-facing role as an Account Representative is preferred.
• Demonstrated ability to work well with peers, make sound decisions, and respond appropriately to difficult situations.
• Experience in an inside & outside sales environment.
• Experience with negotiating terms, pricing, and stock for customers
• Experience with going directly to customers and providing sales presentations.

PHYSICAL REQUIREMENTS:

• Lifting / Carrying: Ability to lift or move items ranging from 10 – 20 pounds up to 50 pounds.
• Mobility: Significant walking, standing, sitting, and driving throughout the workday, often 40-60% of the time.
• Physical Agility: Occasional crouching, kneeling, stooping, crawling, or bending to access client sites or handle equipment.
• Frequently utilization of fine finger dexterity for digital systems and equipment inspections.
• Sensory Requirements: High level of verbal communication (talking/hearing) and clear close/distance vision for driving and presentations.
• Environmental Adaptability: Willingness to work in various weather conditions and environments, including construction sites, warehouses, or outside

This job description is intended to describe the general nature of the work employees can expect within this job classification. It is certainly not a comprehensive inventory of all duties, responsibilities and qualifications required for this job. This announcement does not constitute an implied contract. Any part of this announcement is subject to change.

MultiSales is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation