Outside Sales Manager

Parksite - Bolingbrook, IL

Full-time - Senior

Bolingbrook, IL

Merchant Wholesalers, Durable Goods

About the position

The Outside Sales Manager at Parksite is a pivotal role responsible for driving volume and profit growth by leading the outside sales force at a branch location. This position requires an active participation in the Location Management Team, focusing primarily on outside sales, sales pipeline management, new business development, and enhancing the effectiveness of the sales force. The Outside Sales Manager will be instrumental in creating a pipeline-oriented sales culture that aggressively develops new business while also managing existing accounts. This role demands a strategic approach to sales, ensuring that the sales team effectively communicates the value proposition to both customers and suppliers. In this role, the Outside Sales Manager will lead efforts to improve data integrity within Salesforce.com, which is crucial for building pipeline credibility. The manager will also be responsible for developing metrics and goals around pipeline activity, managing daily, weekly, and quarterly sales metrics, and providing constant feedback and coaching to the sales team to enhance productivity. A significant part of the role involves synthesizing collaboration between inside and outside sales teams, ensuring that all representatives are on task and documenting their activities in Salesforce. Marketing initiatives are also a key responsibility, where the Outside Sales Manager will create and lead digital marketing strategies aimed at target audiences such as dealers, builders, contractors, and architects. Pricing optimization is another critical area, where the manager will monitor pricing results daily to achieve desired margin improvements. The role includes coordinating dealer trade shows, managing dealer rebates, and working closely with product category managers to strategize for new and existing products. Overall, the Outside Sales Manager must ensure excellent customer service is provided to both internal and external customers, develop and maintain strong business relationships, and provide mentoring and motivational leadership to the sales staff.

Responsibilities

• Create and drive a pipeline-oriented sales culture dedicated to developing new business and managing existing business.
• Lead efforts to improve data within Salesforce.com to build pipeline credibility.
• Develop metrics and goals around pipeline activity and manage daily/weekly/quarterly sales metrics.
• Ensure the sales team effectively communicates the value proposition to customers and suppliers.
• Constantly review the effectiveness of the outside sales team and provide feedback and coaching to increase productivity.
• Synthesize collaboration between inside and outside sales teams.
• Evaluate performance of Tech Reps to ensure documentation of activities in Salesforce.
• Create and lead digital marketing initiatives aimed at target audiences via Salesforce.com.
• Monitor pricing optimization results daily and collaborate with Sales Operation Manager as needed.
• Coordinate dealer trade shows and manage dealer rebates, capturing data for rebate programs.
• Work with product category managers on new and existing product strategies.
• Prepare commission reports and process adjustments as needed.
• Monitor activity between Inside Sales & Support and clients to ensure customer satisfaction.
• Develop and maintain business relationships with new and existing customers.
• Provide mentoring, training, and motivational leadership to all staff.
• Conduct bi-annual performance reviews.

Requirements

• Bachelor's degree required; MBA preferred.
• Minimum of 10+ years of business experience, including significant sales and/or marketing experience.
• Strong leadership skills with the ability to drive results without direct reporting authority.
• Proficiency in Microsoft Office, including hosting presentations.
• Strong analytical skills to identify and analyze market, customer, and competitive trends.
• Ability to work independently and manage objectives with demonstrated initiative.
• Superior interpersonal skills to forge strong relationships with key customers and associates.
• Well-honed conflict resolution skills.
• Ability to think from the customer's perspective and address issues and opportunities.

Nice-to-haves

• Building products experience preferred.