UTILITY SALES MANAGER

Job Description

Job Description

Utility Channel Sales Manager – 

An opportunity to join an industry leader experiencing explosive growth and opportunities. DiVal Safety has been recognized as The Best Place to Work in WNY for over 15 years.

DiVal Safety Equipment, a leader in the Fire, EMS and industrial safety equipment distribution business, is looking for a self-motivated individual that works well as part of a team to grow our Utility division reporting directly to the Utility Channel Sales Director. In this position you will be responsible for serving and growing business and relationships with established customers. Also, you will be responsible for growing your channel within your region in new accounts, sales, services and profit. 

About DiVal Safety

DiVal Safety is a premier B2B distributor on safety equipment, industrial and contractor tools and supplies, maintenance repair, and operating (MRO) products. In addition to the wide range of products we carry, we also test, service and repair many of the products we supply. We are a values-based company with a “Whatever it takes” attitude that relies on professional relationship sales and a proven results-oriented approach that was established in 1977. 

Join the DiVal Safety Equipment team as a member of our fast-paced, well trained and dynamic team. The position comes with a base salary plus commission, expenses and car allowance. 

Job Description: 

This role will begin as a “Player/Coach” model. To allow time to fully understand and learn the business, the Manager will spend the first 6-12 months acting as a Sales Representative in an established vacant territory. This will include achieving a minimum of 12 in person appointments per week within that territory, handling incoming requests from customers, planning and achieving sales growth within that territory, and all day-to-day sales representative activities (generating quotes, monitoring open orders, managing all data in CRM). 

After the “Player/Coach” Model period ends, the Manager will transition to actively managing a team of Sales Representatives in New York and New England. The Manager will be required to regularly schedule time to meet with customers in each Sales Representative’s territory, hold regular 1-1 planning sessions with the Sales Reps on their team, and most importantly, drive growth within their overall territory. 

Duties and Responsibilities:

• To achieve annual required growth within territory
• 50% of your time in front of the customers and prospects in your territory
• To continually uncover new sales opportunities and create new business opportunities 
• Manage and hit supportive metrics (calls, appts, opportunities and quotes) in CRM
• To plan sales calls via call objectives and high-value questions
• Regular meetings with specialists in your territories to help improve the customer experience and meet all potential needs.
• Identify new value-driven products for your customers
• Work with the corporate accounts division to create relationships with key accounts at the highest levels
• Focus on the horizontal growth and lost business within accounts 
• Regular travel within territory to ensure that all customers are met with in person on set cadence
• Hold team of Sales Representatives accountable to the required metrics
• Plan growth strategies for territory to achieve yearly growth goals
• Provide professional & skill development of teammates through mentoring and coaching
• Develop & enhance relationships with customers including C suite level within accounts 

Professional Skills and Requirements:

• Demonstrates mastery of skills in the areas of consultative selling, marketing principles, prospecting, networking and negotiations. 
• Live by the DiVal Core Values
• Ability to read, analyze, and interpret basic sales reports
• Have a firm understanding of the competitive situation within your accounts, and within your territory
• Well-versed in basic math
• A minimum of 2 years experience as a Sales Manager is required 
• Excellent organizational skills and project management skills
• Minimum college associate degree
• Ability to acquire a functional knowledge of a variety of computer programs
• Valid driver’s license and acceptable vehicle record
• Abide by the dress code of DiVal
• Meet travel requirements- Regional travel average of 8-10 overnights/month, with an additional 10-15 overnights of corporate travel/ year. 

Physical Demands: 

• Must be able to lift and carry up to 50 pounds when required
• Ability to withstand long periods of time working on a computer
• Must be able to drive long distances on a regular basis

Benefits:

• Base salary plus commission
• Comprehensive sales training and onboarding process
• Medical benefits
• Dental benefits
• Other voluntary benefits (STD, LTD, Accident, Critical illness, Life insurance)
• Company provided life insurance policy
• 401K
• Paid time off