Head of Sales Management

Responsible for attaining or exceeding the sales and gross margin rate budgets for the sales territory and implementing the district’s market plan(s) to assist the district in achieving its sales and marketing objectives. Assigned customer vertical market: Commercial, Institutional and Government (CIG).

Typically manages seven to ten Sales Reps and/or Sales Trainees.

May be assigned own accounts.

Manages a minimum annual budget of $7M.

May also serve as sales trainer.

work with appropriate sales employees to develop tactical plans that implement the district plan; develop assigned sales territory business plans with suppliers that have been identified as strategic.

Implement the sales management process utilizing sales rep business plans, pre-call plans, and post-call coaching debriefs; establish annual sales and gross margin rates for market applicable sales reps or other sales employees within the district.

identify key business opportunities and potential threats within the assigned sales territory.

Develop and maintain relationships with key customers and suppliers so that the assigned sales territory is properly positioned within the marketplace; Ensure the assigned sales territory has implemented effective recruiting, staffing, employee development, performance management, and succession planning programs in assigned area; ensure a consistent focus on delivering high quality customer service.

Assist in the development and implementation of appropriate tools and training programs within the assigned sales territory to support the applicable specialty business growth.

Progressively responsible business or wholesale distribution industry experience

High school diploma or GED

Knowledge of the wholesale distribution industry

Knowledge of the Company’s business, customers, suppliers, and external market conditions

Knowledge of the Company’s policies and procedures

Knowledge of financial analysis methods and techniques

Planning and organizational skills

Ability to make quality fact-based decisions using appropriate information

Ability to develop and maintain relationships with key customers and suppliers

Ability to be an effective member of, and lead, complex project teams

Ability to effectively use standard office applications software

This position is also bonus eligible based on specific and relevant business metrics.

This role requires the use of your personal vehicle for business purposes. Graybar offers a Fixed and Variable Rate (FAVR) reimbursement program to support eligible drivers. This program allows you to choose and drive your own vehicle, rather than a company-assigned car, and your reimbursements can help you build equity in your vehicle over time. Please note that certain vehicle requirements, such as age and original MSRP, may impact your eligibility for tax-free reimbursement. More information about Graybar’s FAVR reimbursement program will be shared upon hire.

At Graybar, we are known for our comprehensive benefits and our employee stock ownership plan! Most regular, full-time employees at Graybar may be eligible for a variety of benefits like:

Multiple plan options for Medical, Dental, Vision, and Prescription Drug benefits.

Life Insurance coverage for you and options for your family.

Save on expenses with Flexible Spending Accounts .

Enjoy our Disability Benefits at no cost to you.

401(k) Savings Plan with company match to help secure your future.

Rest and recharge during our Paid Holidays throughout the year.

Volunteer with Community Time Off to give back to the community.

Predictable Work Schedules to plan your life: no weekends or nights for most roles.

Reach your career goals with our Educational Reimbursement and Career Development Programs .

We want each of our employees to know that they matter and to feel a sense of belonging, ownership and inclusion at Graybar.