Sales Manager Outside Sales

Builders FirstSource

Full-time - Mid Level

Wood Product Manufacturing

About the position

As a Sales Manager for Outside Sales at Builders FirstSource, you will play a pivotal role in achieving the annual sales and gross profit objectives for your designated territory. This position requires a hands-on approach to managing the sales force, ensuring that customer service exceeds expectations across all areas. You will regularly assess the strengths and weaknesses of your team, developing performance plans as necessary, and recruiting new sales talent to meet future needs. Your responsibilities will include setting sales and gross profit goals for both existing and prospective customers, assigning customer accounts to sales staff, and conducting territory analyses to optimize customer and salesperson assignments. In addition to managing the sales team, you will be responsible for new business development, which includes devising strategies to increase sales volume, fostering cooperation among team members, and formulating innovative marketing strategies. Establishing and maintaining top-level relationships with the management of existing and potential customers is crucial, as is expanding the company's partnerships with suppliers. You will also review market analyses to determine customer needs and develop marketing programs to meet organizational goals. Your role will involve assisting the sales force in negotiating competitive pricing, quoting prices, preparing sales contracts, and reviewing bids and proposals. Regular meetings with customers, the sales team, and management will be essential to gather feedback on customer satisfaction and service quality. You will formulate and recommend policies to ensure effective sales operations and keep the sales team informed of new developments in products and services through regular sales meetings. As a representative of Builders FirstSource, you will participate in trade or professional association meetings to promote the company's products and services. You will also plan and implement customer events to enhance relationships and service quality. Managing the sales staff will include hiring, training, developing, coaching, and performance management to build a high-performing sales team. This role requires a commitment to the company's safety policies and procedures, as well as the ability to travel throughout the week.

Responsibilities

• Supervise the sales force and ensure customer service exceeds expectations.
• Assess strengths and weaknesses of the sales team and develop performance plans.
• Recruit new sales talent to meet future sales needs.
• Set sales and gross profit goals for existing and prospective customers annually.
• Assign customer accounts to sales staff and conduct territory analyses.
• Analyze sales statistics to formulate policy and assist sales representatives in meeting their goals.
• Responsible for new business development and increasing sales volume.
• Establish and maintain top-level contact with management of existing and potential customers.
• Review market analyses to determine customer needs and develop marketing programs.
• Assist sales force in negotiating competitive pricing and preparing sales contracts.
• Meet regularly with customers and sales team to obtain feedback on customer satisfaction.
• Formulate and recommend policies to ensure effective sales operations.
• Network with industry experts to stay current on products and customer needs.
• Conduct regular sales meetings to inform the sales force of new developments.
• Represent the company at trade or professional association meetings.
• Plan and implement customer events to enhance relationships.
• Analyze and control expenditures to conform to budgetary requirements.
• Maintain contact with and service key accounts.
• Serve 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.
• 10+ years of prior experience selling to professional builders is required.
• Ability to read, analyze, and interpret general business periodicals and professional journals.
• Ability to write reports, business correspondence, and sales training tools.
• Exceptional interpersonal and problem-solving skills.
• Ability to calculate figures and amounts such as discounts and commissions.
• Ability to define problems, collect data, and draw valid conclusions.

Nice-to-haves

• Certification in programs such as Covey's 7 Habits of Principle Centered Leadership is helpful.

Benefits

• Competitive salary and benefits package.
• Opportunities for professional development and training.
• Supportive and collaborative work environment.
• Diverse and inclusive workplace culture.