As a Construction Area Sales Manager (CASM) at Crescent Electric, you will serve as a strategic & tactical business leader for the assigned geography leading and developing a team of sales hunters. In this role, you will lead the development and execution of action-oriented area strategies that result in profitable growth and success with focused initiatives by addressing market requirements, key customers, competitive threats and new technologies. You will build organizational capability across the area sales teams while leveraging and partnering with key enterprise resources to deliver organic growth.
Primary Duties: - Build organizational capability across the area sales teams while leveraging and partnering with key enterprise resources to deliver organic growth. Ensure that the appropriate internal and external sales tools are in the hands of the sales team that serves our current and future customers and that those tools are being fully utilized.
- Analyze the effectiveness of the team and functions and maintain a strong voice by recommending opportunities for change in sales force structure, assignments and selling activities to produce maximum, profitable volume, while achieving a best cost to sales ratio.
- Establish area best practices focused on new market penetration with customers that differentiate Crescent in the industry based upon market trends and customer needs.
- Analyze and evaluate current and future needs to determine and recommend annual sales expense budgets.
- Work collaboratively across all sales organizations within Crescent to facilitate mutual growth across product, service/solutions offerings, strategic initiatives, and national accounts.
- Support the development and execution of an operational excellence plan that standardizes and centralizes key common functions across Crescent. Lead employees to understand and embrace the benefits of this new approach and teach to understand how doing so helps us win in the long-term.
- Produce and increase sales through digital tools, sales promotion, joint sales calls, supplier engagement and industry specific involvement
- Plan and administer methods of controlling expenses within budget.
- Manage the performance of the team through S.M.A.R.T. goal setting and effective and frequent performance feedback, focused on the "what" and the "how" the team member is performing. Lead the team to develop and execute individual development plans for all employees, with specific CASM emphasis on engagement, retention, and development. Lead local and enterprise efforts to build the bench of talent and develop capable successors for all "key" positions within the assigned geography.
- Develop, nurture and maintain key stakeholder relationships at the top 10-15 accounts in the assigned territory/region.
Qualifications: - Bachelor's degree from an accredited institution in Engineering (Electrical, Mechanical, Civil, or Industrial) or Business Administration Degree with marketing emphasis or commensurate experience; A Master's degree is preferred.
- Minimum 5 years of experience in Sales/Marketing. Experience in various sales and marketing roles with increasing responsibilities.
- Minimum 1 years of experience in field sales management, managing direct sales teams.
- Experience managing Product line marketing and/or operational experience a plus.
- Valid Driver's License with the ability to travel up to 75% of the time to coach, develop & accompany CAMs on Joint Sales Calls in 3+ branches.
- Outstanding communication (oral and written) and presentation skills especially with key stakeholders at top 10-15 accounts in assigned territory/region.
- A contemporary understanding of electrical construction/residential markets and the methods that can be deployed to maximize sales in the market.
- Thorough knowledge of electrical products, solutions and services and how to apply them within local Code(s).
- Ability to influence others - both direct reports as well as indirect reports - from within the Crescent organization. Additionally, a demonstrated ability to influence customers and business partners that are external to the Crescent organization.
- Proven ability to work well with across multiple functions and geographies to build best practices and drive best in class results.
- Detail-orientation with a dedication to weekly pipeline review & focus on shortening the sales cycle through usage of the Crescent Sales Process.
Physical Demands: - Occasional standing required. Often walking and sitting, the use of hands/fingers, reaching with hands and arms, and stooping, kneeling, crouching or crawling.
- Ability to travel and visit customer sites and travel through assigned territory and attend company and vendor activities and events, which will require overnight stay.
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Total Rewards and BenefitsCrescent Electric's compensation package includes an array of top-tier benefit options, including:
- Eligibility for health, and dental, vision coverage, 401(k) plan, and flexible spending accounts, subject to plan terms.
- Eligibility for company-paid benefits such as life insurance, short-term disability, long-term care, and Employee Assistance Program, subject to applicable waiting periods.
- Excused Absence time off and Paid Time Off (PTO).
- Company-paid holidays.
- Other benefits for which you may be eligible includes supplemental life insurance, hospital indemnity, and accident and critical illness benefits with cancer coverage.
- Eligibility: Employees are eligible for health, dental, vision, and life insurance benefits on the first of the month following 30 days of employment. Employees who are 21 years of age or older will be automatically enrolled in the company's 401(k) plan once they achieve 90 days of employment.
