Title: Sales Manager

Department: Sales

Type: Full-Time, Exempt

Reports To: Director of Sales

Date Modified: 04/2024

Job Summary
As a Sales Manager, you will play a crucial role in establishing and maintaining relationships with core account customers. Your focus will be on maximizing market penetration and profitability, driving your sales team to achieve forecasted market shares and gross profit goals. By providing tailored customer solutions and consistent account management for both new and existing customers, you will directly contribute to achieving maximum unit sales volume and fostering customer loyalty.

Your ability to develop effective marketing programs will be essential in responding to market demands and competition. This role is important to the company because it not only drives revenue but also reinforces our commitment to "Exceeding Customer Expectations" through exceptional customer service. Your leadership will empower the sales team, ensuring that they have the tools and motivation needed to succeed in a competitive landscape.

Responsibilities
• Sales Planning and Forecasting

o Plan and forecast sales of Raymond products to assigned National Accounts and large non-Raymond customers, implementing programs to meet these goals.

o Forecast and direct achievement of expense and profit objectives for assigned National Accounts Sales in both short-range and long-range planning.

o Develop, implement, and administer Business Plans and functional reporting systems to continually measure performance against objectives.
• Market Analysis and Strategy Development

o Analyze market potential and trends to identify areas where Raymond product sales are weak, initiating actions to improve market penetration among National Accounts, major accounts, and non-Raymond users.

o Direct the development and implementation of strategies, guidelines, and marketing aids to enhance the effectiveness of Carolina Handling personnel in selling to major account segments.
• Account Management

o Manage lease, usage, and rental expirations within the assigned account base, ensuring all customer needs are addressed regarding specifications.

o Provide creative business solutions tailored to customer needs, promoting Raymond products and services effectively.
• Marketing and Promotion

o Oversee every phase of marketing for Raymond products and Carolina Handling, from addressing product inquiries to major pricing and product strategies.

o Actively promote the company and sales department to current and potential customers through marketing programs and features, including maintenance contracts, rental equipment, rebuilt equipment, and Warehouse Solutions products.
• Team Leadership and Development

o Strategize with direct reports to enable successful cold calling, securing new business while maintaining existing accounts.

o Develop annual budgets and business plans for divisional sales operations, with ultimate responsibility for achieving these objectives.
• Communication and Conflict Resolution

o Develop written communications for the execution of sales contracts and provide vendor and internal reports.

o Conduct customer sales calls and presentations, fostering strong relationships and addressing customer concerns through internal conflict resolution.
• Perform any other duties as assigned or required to support the company's overall operations and objectives.

Requirements

• BA or BS in business or equivalent experience.
• Comprehensive understanding of Financial Merchandising.
• Product knowledge of Raymond and competitor forklifts, with general sales and market knowledge of the material handling industry.
• Exceptional business acumen with a demonstrated understanding of key business drivers.
• Ability to establish and maintain customer confidence.
• Provide exceptional customer service.
• Highly motivated to achieve challenging goals.
• Strong organizational, planning, and prioritizing skills.
• Excellent communication and presentation skills.
• Excellent computer skills, efficient in Microsoft Office products.
• Extensive travel required.
• Demonstrate persistence and overcome obstacles.

Benefits of Joining the Team

Benefits Built For YOU! At Carolina Handling, taking care of Associates is our utmost priority. We are pleased to offer a comprehensive benefit program to protect your health, your family, and your way of life.

Health Benefits:

Medical, Dental and Vision Insurance, Prescription Drug Plan.

Financial and Tax-Saving Benefits:

Company-paid Disability, Life and AD&D Insurance; 401(k) plan with company match and profit sharing; Flexible Spending Accounts, Health Savings Account, and Dependent Care Account.

Additional Benefits:

Critical Illness, Legal Services, Identity Theft Protection, and Pet Insurance.

Company Benefits:

Paid Time Off, Employee Assistance Program, Tuition Reimbursement, Milestone & Anniversary Gifts, Philanthropy/ Corporate Contributions, Associate Giving Fund, and Discount Programs.

Comprehensive Perks Package Including:
• Company Vehicle or Automobile Allowance: This includes a fuel card and maintenance coverage.
• Technology and Home Office Setup: This includes a cell phone, laptop, iPad, dual monitors, a docking station, and a wireless keyboard and mouse.
• ExpenseReimbursement
• Flexible Work Arrangements: This includes remote work options and flexible scheduling.
• Professional Development Opportunities: This includes training programs and tuition reimbursement for further education or certifications.
• Career Growth and Advancement: With opportunities for internal mobility, mentorship programs, and leadership development initiatives, you can take your career to the next level with us.
• Company-sponsored social events and team-building activities.
• Employee recognition program / President's Club

Physical Requirements & Working Conditions

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job unless it causes undue hardship.

This position is classified as medium work, involving the operation of motor vehicles and heavy equipment, as well as movement to complete tasks or transition between work sites. Physical demands include the ability to frequently lift and/or move objects weighing up to 25 pounds and occasionally up to 50 pounds. Manual dexterity is necessary for equipment operation, computer use, writing, and handling materials. Clear articulation and voice control are essential for effective communication with both internal and external customers via telephone. Specific vision abilities essential for this role include close vision, peripheral vision, and the ability to adjust focus.

This role entails working in a dynamic environment, encompassing both office-based tasks and visits to customer sites, involving regular interaction with internal and external customers. Travel to customer locations for sales calls and presentations is a requirement, potentially exposing the individual to diverse environments, including the risk of encountering harmful or corrosive chemicals if proper safety protocols are not followed. Additionally, the role often involves exposure to various outdoor weather conditions. The individual in this position must adeptly manage strict deadlines, shifting priorities, and a high volume of information flow while consistently upholding professionalism. Standard office equipment such as laptops and smartphones are routinely utilized, and noise levels typically range from moderate to high.

Travel Requirements: Daily/Weekly travel to customer sites is required; Occasional overnight travel may be required based on the location and scope of the project, for meetings and/or conferences.

This job description is intended to outline the general nature and level of work being performed by individuals assigned to this position. It is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel. Management reserves the right to modify, add, or remove duties as necessary to meet business needs. This job description does not create a contract of employment between the company and the employee.