Purpose- Responsible for attaining or exceeding the sales and gross margin rate budgets for the sales territory and implementing the district's market plan(s) to assist the district in achieving its sales and marketing objectives. Assigned customer vertical market: Construction, Communication, Industrial, Utility, and Commercial, Institutional and Government (CIG).
- Typically manages seven to ten Sales Reps and/or Sales Trainees.
- May be assigned own accounts.
- Manages a minimum annual budget of $4M.
- May also serve as sales trainer.
Responsibilities- Develop business plans that support the assigned specialty market within the assigned territory; work with appropriate sales employees to develop tactical plans that implement the district plan; develop assigned sales territory business plans with suppliers that have been identified as strategic.
- Implement the sales management process utilizing sales rep business plans, pre-call plans, and post-call coaching debriefs; establish annual sales and gross margin rates for market applicable sales reps or other sales employees within the district.
- Evaluate industry and business trends for potential impact on the district; identify key business opportunities and potential threats within the assigned sales territory.
- Develop and maintain relationships with key customers and suppliers so that the assigned sales territory is properly positioned within the marketplace; provide guidance and support in the retention of profitable business.
- Ensure the assigned sales territory has implemented effective recruiting, staffing, employee development, performance management, and succession planning programs in assigned area; ensure a consistent focus on delivering high quality customer service.
- Assist in the development and implementation of appropriate tools and training programs within the assigned sales territory to support the applicable specialty business growth.
RequirementsMinimum
- 5 years' experience: Progressively responsible business or wholesale distribution industry experience
- High school diploma or GED
Preferred
- 9 years' experience
- Four-year degree
Knowledge, Skills, AbilitiesKnowledge
- Knowledge of the wholesale distribution industry
- Knowledge of the Company's business, customers, suppliers, and external market conditions
- Knowledge of the applicable specialty business (vertical market)
- Knowledge of the Company's policies and procedures
- Knowledge of financial analysis methods and techniques
- Knowledge of continuous improvement techniques and practices
Skills
- Leadership and supervisory skills
- Analytical and problem solving skills
- Planning and organizational skills
- Oral and written communication and presentation skills
- Listening skills
- Results orientation skills
- Negotiation and mathematical skills
Abilities
- Ability to leverage district and branch resources effectively
- Ability to effectively supervise staff and achieve results through others
- Ability to make quality fact-based decisions using appropriate information
- Ability to develop and maintain relationships with key customers and suppliers
- Ability to be an effective member of, and lead, complex project teams
- Ability to effectively use standard office applications software
Working ConditionsOffice environment. Some travel required.
Compensation Details: The expected starting rate of pay for this position is $82,156 annually, depending on experience. This position is also bonus eligible, based on specific and relevant business metrics.
This role requires the use of your personal vehicle for business purposes. Graybar offers a Fixed and Variable Rate (FAVR) reimbursement program to support eligible drivers. This program allows you to choose and drive your own vehicle, rather than a company-assigned car, and your reimbursements can help you build equity in your vehicle over time. Please note that certain vehicle requirements, such as age and original MSRP, may impact your eligibility for tax-free reimbursement. More information about Graybar's FAVR reimbursement program will be shared upon hire.
