FlexSteel - Sales Manager

SUMMARY

The Sales Manager Sales Manager is accountable for the profitable achievement of sales objectives associated with the assigned market, segment, and sales team managed. The Regional Sales Manager is responsible for their assigned team's sales productivity and directs their effort to have the greatest overall impact on company results.

The Sales Manager is responsible for leading, developing, and executing overall Regional Strategy incorporating focus on Product and Services aligned with annual goals and objectives. Directly and indirectly winning new business, managing existing accounts and generating and maximizing revenue through direct selling and supporting the Regional Team Members for FlexSteel services to prospects and customers. This individual will provide a team-based proactive, solution selling approach to the assigned regional customer base and utilize his/her expertise to build relationships with the Regional Team Members, key Customers, and Prospects, while promoting the FlexSteel sales methodologies. Primary focus remains in place for achieving regional goals and objectives. Working closely with VP Sales, Sales Operations, Field Service Operations, Engineering and Manufacturing will be key to success in the role.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The individual in this position must use initiative and judgment arranging job details to achieve predetermined objectives. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prioritizes coaching and performance management efforts to have the greatest overall impact on business results.
• Implements effective coaching and development of direct report Account Executives.
• Coordinates the involvement of sales support personnel, including customer support, service, and management resources, so that team performance objectives and customers' expectations are met.
• Proactively inspects sales activity and effort among Account Executives managed, ensuring that the quality and quantity of sales effort meets company expectations.
• Identifies deficiencies in skills among sales associates managed, and works to improve individuals' capabilities through coaching, development, and training.
• Works with Sales Operations ensure market-level strategic and business objectives are met by the Regional Sales Team.
• Directs and supports the consistent implementation of company initiatives.
• Positively impacts the performance of individual sales team members by implementing and managing field support tools, including training programs, productivity initiatives, accoun and planning methodologies, and customer communication tools
• Leads field forecasting efforts among the team managed, ensuring that accurate forecasts are completed on a timely basis.
• Proactively assesses, clarifies, and validates customer requirements and satisfaction by engaging Regional Prospects and Customer accounts in conjunction with sales personnel managed.
• Provides a management-level point of contact for key customers. Builds and maintains strong customer relationships.
• Builds peer support and strong internal-company relationships with other key management personnel.
• Establishes productive relationship with marketing and other sales teams based on frequent communication, collaboration, and effective resource allocation in the market or segment managed.
• Owns Executive-level customer relationships, strategic business planning and service delivery.
• Provides accurate and timely regional forecasts, sale funnel maintenance, target/objective updates to delivery on all Regional Account Planning activities.
• Ensure timely reviews, strategy developments, accurate evaluations and effective bids are performed for all inquiries.
• Meets assigned team quotas for sales, profits, and strategic objectives.
• Accountable for the thorough implementation of all customer-related initiatives among sales personnel managed.
• Responsible for the efficient allocation of company support resources in the customer base managed by the assigned team.
• Achieves strategic objectives defined by company management.
• Continually evaluates the market within assigned areas, remain totally aware of the competitive environment.
• Identify opportunities to grow the regional customer base and prepare action plans to convert sales prospects into new accounts.
• Conduct technical presentations and discussions to promote the product.
• Supports the efforts of other sales and support colleagues in customers with overlapping responsibilities, or when requested by the Vice President of Sales.
• Understand current and prospective customers' needs, business issues, and buying motives.
• Ensuring FlexSteel has aligned with capabilities on delivering the right solution for client's evolving business requirement with prompt and efficient communication.
• Owns key influencer (executive, technical, user, coach, etc.) client relationships for purposes of understanding strategic business planning and aligning to internal service capabilities and delivery.
• Able to perform all Account Executive duties and responsibilities at highest levels.
• Ability to understand the macro-economic environment drivers that affect overall regional performance goals.
• Meets company standards for high customer satisfaction ratings throughout locations of all assigned account customers.
• Completes required training and development objectives within the assigned time frame.
• Travel extensively within assigned Region, and as necessary, to support scheduled Prospect and Customer meetings, both in the field (on job site) and in Field/Regional/Corporate premises.

SUPERVISORY RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

• Assigned Account Executives, Sr. Account Executives will report to the Regional Sales Manager(s)

EDUCATION, EXPERIENCE and QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

• Bachelor's degree with 7-10 years' experience or a combination of education and experience.
• At least 5 years of Oil and Gas Upstream and/or Midstream sales or technical experience (Major players experience plus)
• At least 2 plus years combined experience key leadership development role, Senior Sales/Account Management experience.
• Demonstrate success managing both short and long-term selling cycles while effectively and consistently applying a multi-step selling process/methodology
• Understanding of oil and gas business with upstream, pipeline experience
• Demonstrate abilities to think strategically, including navigation through all levels of a client or prospect organization
• Demonstrate abilities to select and qualify profitable opportunities
• Able to work effectively with shifting demands and rapid change
• Exceptional listening and communication skills
• Demonstrate abilities to build rapport with key buying influencers (Field Level through Executive suite)
• Demonstrate ability to work well within a team
• Basic finance skills
• Demonstrate prior track record of achievement in B2B sales experience
• Demonstrable working knowledge of value-added sales principles
• Capable of quickly establishing trust and rapport with prospective buyers and decision influencers.
• Ability to multi-task, while effectively managing time and allocating effort with a minimum of supervision
• Strong communication skills, including telephone, electronic, presentation, and written skills
• Must be able to work effectively in a deadline-intensive, high-pressure environment.
• PC, Internet, Smart Phone, Conferencing Apps, CRM (Salesforce.com plus) proficiency
• Complex, Strategic, Solution Selling Skills Training - Miller-Heiman Certified plus
• This position may require:
• Pre-employment drug screening
• Background checks
• Medical examinations
• Safety certifications
• Valid driver's license
• Ability to wear personal protective equipment (PPE)
• Working in various weather conditions
• Travel to remote locations

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Field, Branch, Shop, & Plant Positions: This position operates in an industrial/field environment. The role requires working in and around manufacturing equipment, heavy machinery, and potentially hazardous materials. While performing the duties of this job, the employee:
• Must be able to lift/move up to 50 pounds regularly
• Stand and walk for extended periods (up to 12 hours per shift)
• Climb stairs and ladders
• Bend, stoop, kneel, and reach
• Work in confined spaces when required
• Operate heavy equipment and power tools
• Perform repetitive movements
• Office Positions: This position generally operates in a professional office environment. The role routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. While performing the duties of this job, the employee is regularly required to:
• Sit for extended periods at a desk and work on a computer
• Use hands to finger, handle, or feel objects, tools, or controls
• Reach with hands and arms
• Talk and hear
• Occasionally lift and/or move up to 25 pounds
• Walk or stand periodically throughout the day
• Maintain sustained concentration on computer screens
• Work under deadlines with frequent interruptions

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Field, Branch, Shop, & Plant Positions: This position operates in an industrial/field environment. The role requires working in and around manufacturing equipment, heavy machinery, and potentially hazardous materials. While performing the duties of this job, the employee:
• Exposure to extreme weather conditions
• Exposure to loud noise levels requiring hearing protection
• Work in high places and confined spaces
• Exposure to dust, fumes, and chemicals
• Work around moving mechanical parts
• Work in hot and cold temperatures
• Office Positions: This position generally operates in a professional office environment. The role routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. While performing the duties of this job, the employee is regularly required to:

• Normally work in an office environment or from home as needed by the business; however, occasionally may work at a branch location or manufacturing facility.
• Occasionally may be exposed to hazards such as loud noise, heavy equipment, temperature extremes, chemicals, etc., while visiting a branch location or manufacturing facility.
• The noise level in the work environment is usually moderate.

SAFETY REQUIREMENTS

The safety requirments described here are representative of those an employee may encounter while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Field, Branch, Shop, & Plant Positions: This position operates in an industrial/field environment. The role requires working in and around manufacturing equipment, heavy machinery, and potentially hazardous materials. While performing the duties of this job, the employee:
• Wear required Personal Protective Equipment (PPE)
• Follow all safety protocols and procedures
• Participate in regular safety training
• Complete required safety certifications
• Comply with all environmental regulations

Disclaimer: This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this position. Duties, responsibilities, and activities may change at any time with or without notice. Safety is our top priority. All employees must comply with our comprehensive safety programs, participate in required safety training, and demonstrate commitment to our safety-first culture.