Job Description
Job DescriptionHeadline: Nationwide Industrial MRO Distributor is seeking an experienced Sales Manager to be the growth leader of a newly acquired branch/territory. The role will primarily serve as a general manager overseeing buildout of sales infrastructure (team, sales playbook, strategy), but also includes scope of handling select key customer accounts.
High level of autonomy to own and grow a territory and team while participating in an uncapped profit-sharing incentive plan.
Job Title: Sales Manager
Location: Troy, NY
About Us: Fix Supply is a broadline distributor of Industrial MRO products offering high-quality industrial supplies and services to a broad range of customers across the US. We offer a one-stop shop experience for customers through our broad assortment of over 150,000 industrial MRO products ranging from raw materials to fasteners to lubricants to power transmission.
While we primarily go-to-market via our e-commerce presence at fixsupply.com, were seeking to grow our in-person localized outside sales presence in a number of select geographies.
About the Role: The Sales Manager will be responsible for overseeing and developing the sales team, playbook, and strategy for his/her territory. This includes prospecting and lead-generation of new customers, serving and managing existing key customer accounts, and executing sales. The Sales Manager will represent Fix Supply to customers across a geographic territory and collaborate with existing sales, customer service, and warehouse teams to deliver exceptional sales fulfillment and service to customers.
Responsibilities:
1. Management of Sales Team
- Supervise existing sales team in the territory and provide day-to-day guidance on the execution of the Sales Playbook.
- Grow the team of Outside Sales Representatives in the territory through additional hiring and coaching
2. Development of Sales Playbook and Strategy
- Work with Fix Supply leadership to refine the existing Sales Playbook to the specifics of the territory i.e. who to sell to, what to sell, when to sell, how to sell
- Gather local market intelligence from customers, competitors, industry and communicate insights and adjust Sales Playbook as necessary.
3. Prospecting and Lead Generation
- Visit customer locations and conduct customer discovery on warm customer leads that have been identified by our Fix Supply Inside Sales & Marketing teams. Follow-up on any inbound sales leads.
- Independently identify, research, and outreach to potential new customer leads and establish a relationship. Build and execute a repeatable outbound lead-generation process.
- Answer questions, deliver pitches, and demonstrate features as part of continuous Business Development.
4. Account Management
- Build and maintain strong long-term relationships with key customers
- Serve as the primary point of contact for key customer requests and collaborate with other functional teams to route the customer requests to the right place.
- Own customer success and continuously look for opportunities to deliver additional value to customer accounts.
5. Sales Execution
- Understand customer dynamics to negotiate and structure competitive pricing, terms, and delivery in a way that supports closing sales.
- Achieve sales quotas and have a solid grasp of sales funnel to support sales forecasting efforts.
6. Cross-Functional Collaboration
- Work closely with inside sales reps, customer service, purchasing, and operations teams to ensure smooth order fulfillment.
- Coordinate with marketing & product teams to align on branding, messaging and product offering.
Requirements:
- Previous experience in Industrial MRO sales including existing knowledge about a product category that Fix Supply offers (e.g. Power Transmission, Fasteners, Electrical, etc.)
- Previous experience managing a Sales Team
- Fluent in prospecting and sales techniques and methods. Demonstrated entrepreneurship and creativity in sales process a go-getter to close the deal.
- Ideal but not required to bring an existing book of business or warm sales contacts
- Ability to travel frequently within the geographic territory.
Expectations:
- Dedication to best-in-class customer service and willingness to go above and beyond for customers
- Strong interpersonal and communication skills. Ability to connect with a diverse range of customers.
- Self-motivated and a high-level of ownership to deliver proactively.
- Communicate transparently and efficiently about good and bad news. Operate with no surprises.
- Be open to receiving and providing feedback, flexible and receptive to adjust to achieve growth
- Compensation & Benefits:
- Competitive Base Pay
- Uncapped Profit-Sharing Plan
- 401(k) with employer match
- Medical, dental, vision, short-term and long-term disability, and life insurance benefits
- Paid time off
This role offers a competitive base salary with eligibility to participate in a company Profit Sharing Plan, based on individual and company performance. Total compensation has the potential to significantly exceed base pay, with strong, on-track performance potentially resulting in total annual compensation in the range of up to approximately $200,000. Actual earnings may vary based on performance and business results.