District Sales Manager - NC/SC
Position reports directly to the Regional Sales Manager. The District Sales Manager has responsibility for sales functions within respective district. The primary duty is to promote sales growth, manage/coordination of sales activities of distribution channels, and end-user development, employing resources effectively and efficiently in order to grow sales volume and profitability in accordance with company objectives.
Essential Functions & Responsibilities
Duties and responsibilities include management of sales functions, administration, communication, and planning for respective territory.
1. Direct, manage and coordinate sales functions with distribution and end-users
- End-user account development and maintenance
- Product demonstration and training at end-users
- Distribution channel(s) development
- Sales training with distribution
- Identify opportunities for new applications and end-users
- Implementation of distributor and growth end-user programs
- Promotion(s) and product launch presentations and activities
- Expense Reports
- Management of Territory T&E Budget
- Frequency of information and data entry: Daily
- Due diligence and best efforts on data accuracy and timeliness of data updates
- All end-user sales call (reference above) entered
- Opportunities and Pipeline: 5 opportunities at all times (rolling) or 35% of annual district sales volume
- Preparation and thorough knowledge and understanding of all material covered in CRM training
- Monthly Market Commentary
- Distributor Growth and End-User Program Reviews
- Competitive activities
- In conjunction with Regional Manger, develop short term and long term strategies and action plans to achieve sales growth objectives and budget
Qualifications and Competencies (education, experience, skills)
To perform the job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• 5+ years of prior Sales Experience in the abrasives supply industry or related supply industries such as paint or surface finishing.
• Technical aptitude with problem solving skills
• Detailed knowledge and ability to demonstrate industry applications, processes, and technologies
• Goal oriented with focus on achieving targets and set sales goals.
• Proficient in the use of Microsoft Office (Word, PowerPoint, Excel), Internet and email.
• Excellent oral and written communication skills
• Ability to stay focused and self –motivated
• Excellent time management and organizational skills
• Team player
• Entrepreneurial spirit
• Excellent presentation/demonstration skills for audiences ranging from small to large.
• Valid Driver’s License
• Bachelor’s Degree
Physical Demand/Work Environment
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of the job, the employee is regularly required to sit; stand; walk; talk; hear and regularly lift 10 pounds. Periodically employees may be required to lift over 50 lbs. (including trolley and carts). Anything over 50 lbs. should be a 2-person lift.
While on a customer sales call the employee may be required to stand anywhere from 20 minutes to 6 hours a day. (60% of sales reps overall work time spent on distributor and/or end user sales calls.)
When an employee is running a test at a customer’s, the employee will generally provide a 5-10 minute demonstration of the product which could include standing, squatting, bending at the waist, twisting and reaching. When the customer takes over the testing, the sales rep may be required to stand and watch the testing for as long as eight hours a day. (30% of sales reps overall work time is spent on end user demonstrations.)
Variations in the required amount and method of travel may occur based on the individual sales rep’s territory. The over-night travel for this position can be up to 130-150 days per year (+50% of their time). The individual will travel to individual customers by driving an automobile and/or flying in a commercial airplane. On average, a sales rep may be required to drive an automobile 2-3 hours at a time. However, based on the distributor/end-user’s physical location, extended driving requirements can be as high as 4-6 hours at a time.
Environment while making distributor or end-user sales calls: ambient temperatures, lighting and traditional office equipment as found in a typical office environment.
Environment while performing demonstrations/testing in an end-user/customers’ shop or warehouse: generally no climate control available (climate may vary based on geography of the customer and time of year for example in southern region can be 80-90 degrees Fahrenheit), concrete floors, dusty, machinery indicative of industry (automotive, woodworking, marine, aerospace, etc.) present.
Approximately 10% of the sales rep’s overall work time is spent performing administrative tasks (paperwork, preparing sales presentations, gather materials, problem solving, etc.) in a home office environment.