Sales Manager Outside Sales

Builders FirstSource - Los Angeles, CA

Full-time - Mid Level

Los Angeles, CA

Wood Product Manufacturing

About the position

The Sales Manager for Outside Sales at Builders FirstSource is responsible for achieving the annual sales and gross profit objectives of the assigned sales territory. This role involves direct oversight of the sales force, ensuring that customers are serviced effectively and that their expectations are exceeded. The Sales Manager will regularly assess the strengths and weaknesses of the sales team, developing performance plans as necessary, and will be tasked with recruiting new sales talent to meet future sales needs. In addition to managing the sales team, the Sales Manager will set sales and gross profit goals for both existing and prospective customers on an annual basis. This includes assigning customer accounts to sales staff and conducting territory analyses to determine the practicality of reassigning customers and salespeople. The role requires analyzing sales statistics to formulate policies that assist sales representatives in meeting their goals, as well as appraising results against planned objectives on a monthly basis. The Sales Manager is also responsible for new business development, which includes developing strategies to increase sales volume, fostering cooperation among team members, and formulating new marketing strategies. Establishing and maintaining top-level contact with the management of existing and potential customers is crucial, as is expanding the company's partnerships with suppliers. The role involves reviewing market analyses to determine customer needs and developing marketing programs to accommodate the organization's goals. Regular meetings with customers, the sales team, and management are essential to obtain feedback on customer satisfaction and service quality. The Sales Manager will formulate and recommend policies to ensure effective sales operations and will network with industry experts to stay current on products, services, and customer needs. Conducting regular sales meetings to inform the sales force of new developments is also a key responsibility. The Sales Manager will represent the company at trade or professional association meetings to promote Builders FirstSource products and services, and will plan customer events to enhance relationships. Additionally, the Sales Manager will analyze and control expenditures to conform to budgetary requirements and maintain contact with key accounts. Mentoring and coaching other sales personnel is also a critical aspect of this role, ensuring the development of a first-class sales team.

Responsibilities

• Supervises the sales force of the territory and assures that customers are serviced in all areas, exceeding expectations.
• Regularly assesses the strengths and weaknesses of the sales force and develops performance plans as needed.
• Recruits new sales talent to meet future sales needs.
• Sets sales and gross profit goals for existing and prospective customers annually.
• Assigns customer accounts to sales staff.
• Conducts territory analyses to determine when it is practical to reassign customers and salespeople.
• Analyzes sales statistics to formulate policy and assist sales representatives in meeting their goals.
• Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly.
• Responsible for new business development for the Company, including developing ways to increase sales volume and formulating new marketing strategies.
• Establishes and maintains top-level contact with the management of existing and potential customers.
• Expands company's partnering relationships with suppliers.
• Reviews market analyses to determine customer needs, volume potential, price schedules, etc.
• Develops marketing programs as needed to accommodate goals of the organization.
• Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals.
• Assists sales force in negotiating competitive pricing with customers and prospects.
• Quotes prices and prepares sales contracts.
• Reviews bids, pricing and sales proposals.
• Participates with outside sales and advises management personnel in establishment of contractor pricing.
• Meets regularly with customers, sales team and management to obtain feedback on customer satisfaction and quality of service.
• Formulates and recommends policies and objectives to ensure effective operation of sales activities.
• Networks with experts in the industry to stay current in the latest products, services and customer needs.
• Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, etc.
• Conducts regular sales meetings and informs the sales force of new developments in products, services and policies.
• Represents company at trade or professional association meetings or shows to promote Builders FirstSource products and services.
• Plans and implements customer events, such as Customer Appreciation Day or open houses.
• Coordinates liaison between sales department and other sales related units.
• Analyzes and controls expenditures of division to conform to budgetary requirements.
• Maintains contact with and services a few key accounts.
• Serves as mentor and coach for other sales personnel.

Requirements

• Bachelor's degree (B.A. or B.S.) from a four-year college or university preferred.
• 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience.
• 10 years + of prior experience selling to professional builders is required.
• Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures.
• Ability to write reports, business correspondence, and sales training tools.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Exceptional interpersonal and problem solving skills.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area circumference, and volume.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.

Nice-to-haves

• Certification in programs such as Covey's 7 Habits of Principle Centered Leadership or schools for sales training is very helpful.