Sales Manager

SUMMARY

Responsible for the development and monitoring of sales initiatives, sales volume, and product mix. Oversees company sales force, design areas, and customer service.

DUTIES AND RESPONSIBILITIES

• Monitor sales volume and product mix
• Oversee management of positions and departments related to sales, design, sales service, scheduling, customer service, and/or shipping.
• Working knowledge of profit and loss statements and estimating. Responsible for determining the profit level of box products based on production capabilities.
• Monitor market changes and make necessary equipment, personnel, product mix, and product inventory changes as needed.
• Recruit, select, and assist in training of new sales staff members. Educate, develop, and motivate sales staff. Assist Field Sales Manager in training Sales Representatives or train Representatives themselves.
• Oversee credit controls and granting credit to customers.
• Maintain customer contact with all major accounts.
• Prepare annual sales forecasts.
• Comply with company policies and procedures.
• Additional duties as assigned by management.

EDUCATION and/or EXPERIENCE

• High school diploma or GED plus related college courses
• Five years experience in the corrugated industry
• Five years supervisory experience
• Ten years sales experience

Candidates are PREFERRED who offer the following:

• College degree

SUPERVISORY RESPONSIBILITIES

• Directly supervises all employees assigned to the department.
• Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
• Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; conflict resolution; team building; coaching and leading employees to improve; addressing complaints and resolving problems; documentation; and setting an example of superior behavior, attitude and performance.

LANGUAGE SKILLS

• Ability to read and interpret documents such as sales reports, operating instructions, and training and procedure manuals.
• Ability to write reports and correspondence.
• Ability to speak effectively before groups of customers or employees of organization.

MATHEMATICAL SKILLS

• Ability to calculate figures and amounts such as discounts, costs, profits, proportions, percentages, and volume.

REASONING ABILITY

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or graphic form.

PHYSICAL DEMANDS

• Employee is regularly required to walk and talk and hear, stand, and sit.
• Vision requirements include: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

• The work environment characteristics described here are representative of those an employee encounters while performing the functions of this job.
• While performing the duties of this job, the employee is exposed to moving mechanical parts.
• The noise level in the plant environment is usually loud.

LEADERSHIP ATTRIBUTES

The individual must possess the following:

• Superior time management skills including the ability to manage multiple issues concurrently and the ability to lead an effective and efficient meeting.
• Teaching skills in order to function effectively as a teacher for his personnel both in the sales and administrative parts of the position.
• Excellent crisis manager who demonstrates that he/she has a high emotional control under adverse conditions and can lead his/her personnel to a successful resolution.
• Excellent employee relations skills including being an active listener, understanding how to appraise personnel, applying both positive and corrective feedback, being able to resolve conflicts either involving the supervisor directly or as a third party, understands and demonstrates positive motivational skills including coaching and delegation techniques.
• Demonstrated confidence including providing a consistent leadership style with an acceptable level of professional assertiveness.
• Professional appearance to support his/her role as a managerial representative.

PERFORMANCE MEASUREMENTS

The performance of the Sales Manager will be measured as follows:

• Operating standards - The employee will need to meet or exceed the Operating Standards set in the area of sales and customer service. Such standards will be set annually and communicated to the manger.
• Personal growth - Each year there will be professional goals developed and agreed to by the manager and supervisor.
• Employee relations - The employee will be evaluated regarding his/her skills and advancements in the areas of motivational techniques and results, positive and corrective/constructive feedback, subordinate development and creating a positive work environment.
• Creativity - This will be evaluated by how active the manger is in participating in advancing the business through new and innovative ideas.

"Opportunities are always in front of us. With our future growth plans there will be many exciting opportunities for all existing and future employees. We believe in continuous investment in our employees and assets which helps create an exciting, growing, and sustainable environment. I hope you have the chance to thrive and take advantage of these opportunities here at Pratt Industries."

-- Brian McPheely, Global CEO, Pratt Industries