Sales Manager Outside Sales

$120,000 - $135,000/Yr

Builders FirstSource - North Highlands, CA

Full-time - Mid Level

North Highlands, CA

1,001-5,000 employees

Wood Product Manufacturing

About the position

The Sales Manager for Outside Sales at Builders FirstSource is responsible for achieving annual sales and gross profit objectives within their designated territory. This role involves supervising the sales force, developing performance plans, recruiting new sales talent, and establishing strong relationships with customers and suppliers. The Sales Manager will also analyze sales statistics, develop marketing strategies, and ensure customer satisfaction while leading a team to meet sales goals.

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 to 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, fostering cooperation, formulating new marketing strategies and unique service requirements.
• 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., and develops marketing programs as needed to accommodate goals of 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 buyer and other management personnel in establishment of contractor pricing for 'directs', regular inventory and special order items.
• 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 the most effective operation of sales activities.
• 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, such as trusses and millwork operations.
• 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.

Nice-to-haves

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

Benefits

• Competitive salary range of $120,000 - $135,000 a year.
• Comprehensive benefits package designed to improve quality of life for employees and their families.