Position Title: Sales Manager Location: Chesapeake, VA
1.0 POSITION DESCRIPTION SUMMARY:
The purpose of the position of Sales Manager is to plan, direct, manage, control, and execute all matters relating to the sales and marketing functions of your division including:
§ Sales goals
§ The marketing plans to meet the sales goals § The sales force
§ Approved pricing and margin strategy § Customer service
§ The follow-up required to ensure the sales of the company is moving forward at all times.
2.0 BASIC FUNCTIONS:
The basic function of the Sales Manager is to accept authority, responsibility, and accountability on all assigned company marketing and sales activities. And to develop knowledgeable, efficient, friendly and capable customer service personnel.
Other functional roles include:
2.1 Assisting in the formulation, development and implementation of
sales/marketing strategies, including new product development, service expansion, etc., in cooperation with the corporate management team.
2.2 Monitor the continued growth and success of the division by ensuring that
sales employees meet or exceed established sales targets.
2.3 Provide leadership for all sales personnel, assisting them in establishing
goals and objectives as well as sales plans and targets.
2.4 Develop with the management team, the division’s annual sales forecast
by division.
3.0 REQUIREMENTS OF THE JOB:
Required: High School diploma with college classes in Business or Marketing.
Preferred: BA in Business or BS in Marketing. Additional studies in electrical engineering preferred.
3.2 Experience:
A minimum of five years experience in a sales management position in an electrical supply industry or a similar industry.
3.3 Licenses/Certification:
Valid driver’s license in the state of residence. 3.4 Skills, Knowledge, and Abilities:
The Sales Manager must be able to manage multiple responsibilities to accomplish goals and objectives of the division through effective delegation and guidance of its sales and marketing personnel. A thorough understanding and knowledge of the Company’s business practices and total market served is essential. It is necessary for this person to provide leadership, integrity and commitment to the organization’s mission.
The Sales Manager must have poise, be articulate, self-assured, and personable. This person should have superior communication skills, both written and verbal.
Knowledge of the electrical distribution business and associated products is required. In addition, knowledge of electrical automation systems is essential to sales growth and promotions.
Computer skills required include Microsoft Word, Excel, Power Point, Microsoft Publishing, and a basic knowledge of all computer programs needed to perform the functions within the sales and marketing
departments.
An ability to respond to common inquiries and complaints, both from customers and vendors is necessary. Must have the ability to process data quickly and timely in order to meet customer/vendor requirements. 3.5 Physical:
The physical demands described here are representative of those that must be met by the employee to successfully perform the essential functions of this job.
Body Positions:
Regularly required sitting, standing and walking for prolonged periods of time.
Body Movements:
The employee must have a full range of body movements including the full use of both hands and fingers, handle, grasp and feel objects, computer equipment and peripherals, and bending, reaching, and crouching. Walking up and down stairs is essential. Must be able to get in and out of a motor vehicle several times per day. Regularly required sitting, standing and walking for prolonged periods of time is essential.
Body Senses:
Must have command of the senses of sight, hearing, touch, and smell. Specific vision abilities required include close vision, depth perception, and the ability to adjust and focus. The vision requirements include sufficient ability to shift in focus from the computer screens to close forms and back routinely. Must hear and speak well enough to conduct business over the telephone for long periods of time. Must have full command of all senses needed to operate a motor vehicle.
Strength:
Lifting, carrying, and handling up to 25 pounds is required. 3.6 Mental:
Must be able to read and write English well enough to read and prepare reports, and communicate effectively with all concerned or related to the business. Must be capable of applying sound business judgement to all decisions.
Mathematical abilities at the level required to perform routine business calculations are required. Must be able to read and understand basic financial and business reports, and spread sheets.
Must have a high mechanical aptitude.
Must be logical. Must be able to make decisions based on facts and be able to differentiate between fact, fiction, and emotions.
3.7 Success Factors:
This position requires personal interaction with employees, customers and vendors. This position requires the ability to perceive the needs of
the sales staff and customers through conversational interaction. The ability to be a coach and a mentor to the sales staff will be a
determining factor in the success of this position.
The Sales Manager must translate the needs of our customers into company action. The Sales Manager must be able to make most people feel comfortable in his presence and be people and results oriented. This is a dynamic position; it requires an individual who is goal oriented and is committed to the company’s products and services. This person must be self-motivated, goal oriented, and sales driven. 3.8 Working Conditions:
This position will be working primarily indoors in a climate controlled, office environment, but also requires the employee to be moving through the warehouse areas on an as need basis. From this movement the employee will encounter varying temperatures. The noise level in the work environment is moderate, but is higher in the warehouse and shop areas.
There will be travel involved with this position, which includes routine hazards of travel. Regular travel in an automobile is required.
Overnight travel, which may consist of several sequential days and flying via commercial airlines is also required.
3.9 Transportation:
The Sales Manager requires the use of a dependable automobile suitable for making customer sales calls, travel within a 350-mile radius of the office for business and training, and capable of carrying both people and equipment as needed.
4.0 AUTHORITY AND ACCOUNTABILITY
4.1 Authority:
The Sales Manager has the authority to provide direction and control of sales and marketing/service activities to achieve product sales,
customer relations, market penetration, new client development, product line diversification, and other goals of the Sales Dept. within the budgetary and profit guidelines set fourth to optimize the use of Jo-Kell Inc.’s financial, physical, and human resources.
The Sales and Marketing Manager has the full authority to accomplish responsibilities, duties, goals, and objectives that have been established
for this position as directed by the Vice President of Sales and Marketing.
This person has the authority to hire or terminate sales personnel, as required.
4.2 Accountability:
The Sales Manager is accountable to the Vice President of Sales and Marketing for the accomplishment of all goals assigned to the position. This individual is accountable for maintaining the standards of
performance for the company as a whole and the ethical and prudent operation of the sales and marketing departments.
The Sales Manager must provide guidance, training, and direction to sales personnel.
The Sales Manager reports directly to the Vice President of Sales and Marketing.
5.0 RESPONSIBILITIES AND DUTIES
The responsibilities and duties of the Sales Manager consist of, but are not limited to the following:
5.1 Guide the day-today sales and marketing staff to attain sales financial
goals. This includes sales targets, gross margin targets, and product targets for your division of the company.
5.2 Plan, coordinate and control all marketing and sales activities of the
division in order to provide maximum return on assets.
5.3 Monitor the continued growth and success of the company by assuring
that all employees reporting to this position meet or exceed established guidelines for standards of performance.
5.5 Meet all legal and regulated obligations as required for Jo-Kell Inc.,
and to insure that the actions of the sales department and its personnel meet all federal, state, local, and other applicable governing entities’ laws.
5.6 Hire and dismiss sales personnel upon consulting with the Management
team.
customers and vendors and to identify any obstacles in operations or communications negatively impacting these relationships.
5.8 Identify and communicate specific company and customer goals and
provide directions to the sales personnel in order to achieve these goals.
5.9 Enforce adherence to and compliance with all policies and procedures
pertaining to employees and sales operations.
5.10 Maintain an awareness of business related trends, advances and
improvements and to determine the economic impact of any financial, environmental, technical or political activities that could impact the company.
5.11 Establish adequate controls to safeguard existing accounts and monitor
sales progress.
5.12 Develop both short-term and long-term marketing plans. Review
existing plans quarterly and update annually.
5.13 Determine the products, systems, and services to be offered in
cooperation with the Vice President of Sales and Marketing, consistent with the company mission and marketing plans.
5.14 Control and monitor performance against budget and profit targets
through quarterly review of sales by branch.
5.15 Research the customer base to identify the unique product and service
demands each customer requires.
5.16 Investigate all customer complaints and develop solutions to customer
service problems.
5.17 Foster a spirit of teamwork with the sales department and all other
supporting departments within the company.
5.18 Coach, train and work with the sales staff to develop and improve sales
performance.
5.19 Select and attend trade shows, which will benefit the company’s trade
relations as well as provide sales leads and increased sales volume.
5.20 Develop marketing programs consistent with the company mission, and
5.21 Maintain sound business relations with customers, vendors, trade groups, employees, government agencies and the community at large.
5.22 Establish marketing objectives and pricing structures in cooperation
with the management team. Perform those activities, either directly or indirectly, relating to marketing and business development and attain established sales goals and objectives.
5.23 Perform any and all other functions as delegated by the Vice President