The Industrial Sales Manager is responsible for the development and execution of sales and strategies through the Spacesaver distribution (both Spacesaver Industrial Distribution and Spacesaver Area Contractors) and to ensure the achievement of established Spacesaver Industrial product’s revenue and profit goals in the Industrial market.
The function of this position is to drive Spacesaver Industrial product sales through the assigned distributor’s sales force by providing missionary sales assistance, as well as being a resource and an educator to Spacesaver’s distribution in the Industrial market. Establishes, maintains, and leverages relationships with distribution salespeople, support staff, sales managers, and principals in their assigned region to meet or exceed the assigned sales target. Working closely with the VP of Product Development & Business/Industrial Market to understand trends, strategies, and issues within the Industrial market and leverage the knowledge of these trends and strategies to increase revenue.
This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as deemed necessary.
Customer and Sales Interaction (55%) :
Provides the distributors with Industrial market targets and sales approaches to allow them to effectively penetrate Industrial targets in their regions.
Assists the distribution’s salespeople in prospecting, proposal generation, negotiation, and closing ActivRAC™ sales in the Industrial market.
Presents to end-users while working with the distribution salespeople.
Supports the distribution and Spacesaver’s Joint Project Team on major projects with strategies and sales support to win key projects and obtain contracts.
Leads the performance improvement of existing distribution channels relative to the Industrial market.
Leads the development of new distribution sources for the Industrial market.
Sales Training Support (25%) :
Trains the distribution sales force and support staff to successfully sell the in the Industrial markets, including sales strategies, application, product solutions and customer targets.
Trains, coaches, and mentors the distribution’s Industrial Sales Specialists.
Provides insight to the VP of Business/Industrial Market and Spacesaver’s training team to assist in the development of the training materials and objectives for the Industrial market.
Lead and Opportunity Management /Forecasting/Reporting (10%) :
Assigns internal leads and opportunities to the appropriate distributor and manages the project registration process through SFDC, as well as holds accountable distributors to accurately maintain project status, data integrity, and information needed to close leads.
Provides monthly sales and shipment forecasts.
Research/Analysis and Market Performance (5%) :
Provides insight to the assigned Vertical Market Manager to understand market needs, competitive influences, and market trends as they relate to the Industrial market.
Monitor, understand and report (document) trends in the Industrial market that affect Spacesaver’s business.
New Product Development/Product Promotion (5%) :
Provides insight to the assigned Vertical Market Manager in identifying product gaps, as well as market and promotional opportunities in the Industrial market.
Spacesaver Industrial product’s revenue and profit objective attainment in both distribution channels in the assigned region.
Development and execution of annual Industrial sales and distribution plan/strategies.
Distribution channel development in the Industrial market.
Bachelor’s degree in Business, Sales, Marketing, or related field. Minimum of 10 years relevant in the Industrial storage and/or material handling product, sales and sales management experience.
Strong proficiency with Microsoft Office (i.e. Excel, Outlook, Access, PowerPoint, Word, etc.) and the ability to execute internet-based information, electronic messaging, and other on-line initiatives.
Must have good organizational and time management skills, as well as, have the ability to meet deadlines with appropriate attention to detail in a fast paced, highly dynamic environment.
Strong oral and written communication skills. Demonstrate the ability to effectively communicate with small and large groups. Ability to develop and deliver effective presentations.
Must have a strong customer focus. Demonstrate the ability to build relationships internally and externally to the organization with a focus on meeting or exceeding service and product expectations.
Ability to travel up to 50% of the time. Actual travel will vary from region to region based upon geographic size of the region, as well as, regional needs.