Area Sales Manager Industrial

2 weeks ago

Phoenix, Arizona, United States Border States Full time
Be part of a growing, successful company in an exciting and challenging field.

Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work.


This position will be located in: Phoenix, AZ

Job Summary:


Creates, communicates, and implements a strategic sales and marketing plan that provides significant competitive differentiation, bottom and top-line growth, and long-term sustainability.

Provides coaching & development to Branch Managers and Account Managers. Develops strong professional relationships with high-level influencers and decision-makers at key and target customers. Establishes strong relationships with key manufacturers and their representatives.

Responsibilities:

  • Essential Functions_
  • Builds strong relationships with key vendors and suppliers to achieve growth objectives.
  • Builds relationships with key customers within the segment.
  • Drives a culture across the area that builds momentum for the segment and overall business.
  • Works across the entire area and each branch to grow business in the segment and the company.
  • Works to gain a complete understanding of a customer's industry; understands the issues and opportunities they face and their key success factors.
  • Builds, communicates, and implements a segment strategy to support customers' needs through services and solutions that provide for their overall profitability and success; the strategy should offer competitive differentiation and advantages over competition while contributing bottomline results.
  • Defines and supports sales training programs that enable staff to achieve their full potential and support company objectives.
  • Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales teams.
  • Directly responsible for the gross margin growth, gross margin %, and market share within the segment.
  • Identifies, monitors, and communicates key performance metrics to the organization.
  • Creates and monitors measurements to ensure the annual budget is achieved.
  • Defines and oversees incentive compensation programs that motivate the sales team to achieve company and segment objectives.
  • Works closely with IT in customizing and implementing customer technology.
  • Manages coop and AD (Affiliated Distributors) marketing programs.
  • Monitors customer, market, and competitive activity and provides feedback to company leadership team and other company functions.
  • Works closely with the marketing function to establish successful supplier relationships and partner programs.
  • Achieves financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; and initiating corrective actions.
  • Drives the use of TCCM documentation and use of formal customer business reviews.
  • Develops executive relationships with top customers in the area.
  • Delivers bottomline results, while supporting and inspiring other stakeholders in the business (fellow associates, suppliers, or customers).
  • Nonessential Functions_
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
  • Encourages participation in professional leadership and training courses and events.
  • Encourages industry participation on advisory boards or supplier councils.
  • Provides opportunities to network and be exposed to new ideas in the industry at sanctioned functions.
  • Performs other duties as assigned by supervisor or other designate.

Qualifications:

  • Ten years of electrical industry experience preferred.
  • Five years of sales management experience preferred.
  • Bachelor's degree in marketing or related field preferred.
  • Experience in coaching and managing processes, marketing plans, market research, statistical analysis, developing budgets, financial planning, and strategy.
  • Proven leadership skills.
  • Firm grasp of database management software and Excel.
  • Competent in reviewing and interpreting basic financials.

Skills and Abilities:

  • Selfmotivated and customerfocused.
  • Effective presentation skills in front of diverse audiences.
  • Strong written and oral communication skills.
  • Ability to work under pressure.
  • Analytical ability and sound judgment.
  • Ability to attain targets.
  • Ability to develop their team.
  • Ability to mine and interpret data, analytically led and strategically driven.
  • Embodies the highest standard of integrity and ethics.
  • Adds energy to the organization and supports and encourages all associates.
  • Positive cando attitude with contagious optimism.
  • Openminded to new ideas, effective at introducing and implementing change.
  • Ability to develop solid business and personal relationships at all levels within an organization.
  • Strategic planning, ability to communicate and implement plan across the entire orga

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