Industrial Sales Manager - Mid-Atlantic (Sales)

The Industrial Sales Manager role will service the Store Fixture, Residential/Office Furniture, and Manufactured Housing industries. The position has a responsibility for driving profitable sales growth by developing relationships with new and existing OEM and distribution customers. The position is responsible for targeting new customers and new sales opportunities, and for initiating action plan to approach and secure new business for the company. The ratio of NEW to EXISTING business development will be 80/20.

Primary Responsibilities

• Oversee long and short-range sales and marketing strategies to include competitive analysis of market trends and identification of new market opportunities to ensure market share and profitability.
• Work with Product Teams to develop pricing strategy, analyze market information and make recommendations regarding new products, market penetration, competition, and new business opportunities.
• Coordinate with Marketing Team to analyze sales statistics to determine business growth potential.
• Oversee product management including market and customer research for market and product requirements, interface with engineering for product development, product pricing and product life cycle management.
• Direct and coordinate market research studies and analysis of geographic areas to determine feasibility of expansion of the sales program.
• Generate profitable sales of approximately $8-10 million per year
• Creation and implementation of annual forecast to include revenue, profits, and expenses.
• Increase profitability of existing business.
• Work with product management team to enhance current products, develop new products, and deliver to market.
• Effectively manage and expand sales pipeline.
   

Reporting Relationships

This position will report to the Director of Industrial Sales.
 

Key Measures

1. Total Revenue
2. New Business Sales Revenue
3. Margins
4. Customer Loyalty
5. Size of Pipeline

Position Success Factors

1. Must be willing to cold call - Market development is a big part of this role; Ability to analyze data and execute sales plan.
2. Achieve sales growth that will meet or exceed annual sales and profitability goals.
3. Expected to actively participate in development and implementation of company initiatives.
4. Maintain / defend / improve margins on existing business.
5. Ability to take "big picture" direction and create/prioritize day-to-day tasks.
    

Qualifications / Business Experience

In this position, you must be able to hit the ground running in order to have an immediate and needed impact. To do this, you must be an outstanding business leader with a demonstrated track record of delivering results. This position will require excellent business acumen and judgment with the ability to translate strategy into executable tactics. In addition, you will possess the following skills and experience:

• 5-10 years of sales and sales management experience selling to the   woodworking / furniture / fixture industries.
• Experience in selling value-added products.
• Strong executive presence and polish.
• Persuasiveness and ability to close business.
• Passion for being in the field calling on customers is a must.
• Excellent leadership, analytical, and motivational skills.
• Strong verbal, written and interpersonal communication skills.
• Excellent computer skills for managing sales database tracking programs.
   

Education
An undergraduate degree in business, or related field.