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Area Sales Manager Industrial

1 month ago

Phoenix, 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 bottom-line 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 co-op 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 bottom-line results, while supporting and inspiring other stakeholders in the business (fellow associates, suppliers, or customers).
- Non-essential 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**:

- Self-motivated and customer-focused.
- 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 can-do attitude with contagious optimism.
- Open-minded 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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