Commercial Sales Manager

Job Description

Job Description

The Sales Manager supports and administers the selling of Pave America company services. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, monitoring, and evaluating any direct sales team members as well as project managers and estimators. The fundamental role of the Sales Manager is to develop and administer a selling program that effectively contributes to the organization's growth and client retention goals. Under the direction and with the support of the Divisional President and Pave America Vice President of Sales, the Sales Manager will be included in deciding how many salespeople/estimators to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers.

The primary role of the Sales Manager is to be responsible for the new business development and performance of all sales activities in assigned market. Staffs and directs a sales team and independent representative network and provides leadership towards the achievement of maximum profitability and growth in line with company goal, vision and values. Establishes plans and strategies to expand the customer base in the assigned area and contributes to the development of training and educational programs for clients, and both direct hire and independent sales team members.

Essential Job Duties & Responsibilities:

New Business Development:

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential key clients and the decision makers within the client organization.
• Research and build relationships with new key clients.
• Set up meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches and share best practice with Sales Reps.
• Work with Sales Reps o develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Business Development Planning:

• Attend industry functions, such as association events, tradeshows and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on local business trends with a view to developing new services and markets.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Personnel:

• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each Sales Rep team member, set individual market/territory sales targets and administer the commission plan.
• Personally observe the performance of Sales Reps in the field on a regular basis.
• Responsible for the planning, recruitment, direction, organization and control of sales representatives/estimators to accomplish specific objectives.
• Provide high standards of ongoing training for the sales reps so that they possess sufficient technical knowledge to present information on the company’s services in an accurate and balanced manner.
• Train new salespeople to ensure success.
• Coach and develop direct reports.

Administration:

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
• Assign sales territories, set sales goals, and establish training programs for the organization’s sales team.
• Track sales team metrics and report data to leadership on a regular basis.
• Implement performance plans according to company procedure.

Planning:

• Assist in the development of the annual sales strategy and plan, specifically advising on realistic forecasts for each service line and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force and sales promotion program plans.
• Analyze sales statistics to determine sales potential and inventory requirements and to monitor clients' preferences.

Qualifications (Experience, Education & Certifications, Key Attributes):

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree preferred, or relevant past experience in sales
• Minimum of 5+ years successful experience of sales management and experience carrying an individual quota, preferrable in construction services
• Ability and experience selling to Manager and Director levels within the organization
• Experience managing and directing the entire project cycle from beginning to close
• Candidate will be strategic in finding new business using technical knowledge and skillset
• Creation and execution of quarterly and annual business plans
• Good management presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
• Attentive to forecasting and business reporting responsibilities
• At least an intermediate level in using Microsoft Office products. Especially Excel, Word, and PowerPoint
• Technological orientation to utilize all software solutions for CRM, bid preparation and job cost.

Physical Requirements : (Each to have one of the following based on the position: Never, Rarely, Occasionally, Constantly)

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
• Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
• Moving self in different positions to accomplish tasks in various environments, such as stooping, kneeling, or crouching: Rarely
• Adjusting, moving and lifting objects in all directions: Rarely
• Talking and hearing to communicate with others: Constantly
• Seeing to perform job duties at close range, such as monitors or screens: Constantly
• Seeing to perform job duties at a distance, such as driving or operating equipment: Occasionally
• Repeating motions that may include the wrists, hands and/or fingers: Constantly
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like: Rarely
• Operating machinery and/or power tools: Rarely
• Operating motor vehicles or heavy equipment: Occasionally
• The ability to travel regionally or nationally: Occasionally

Physical Demands :

• Sedentary work that primarily involves sitting/standing: Constantly
• Light work that includes moving objects up to 20 pounds: Occasionally
• Medium work that includes moving objects up to 50 pounds: Occasionally
• Heavy work that includes moving objects up to 100 pounds or more: Rarely

Working Conditions :

• Low temperatures: Rarely
• High temperatures: Occasionally
• Outdoor elements such as precipitation and wind: Occasionally
• Noisy environments: Occasionally
• Hazardous conditions: Rarely
• Shift work, to include overnight work: Never
• Frequent overtime, including weekends: Never
• Office environment: Constantly

Pave America and it's companies offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

We are an Equal Opportunity Employer and comply with OFCCP regulations. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Pave America and it's companies promote a drug-free workplace. We will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries. In compliance with OFCCP requirements, we invite applicants to voluntarily self-identify their gender, race, and veteran status. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment.