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Sales Manager, Northeast

Company: Manchester Tank and Equipment
Location: Franklin
Posted on: June 15, 2019

Job Description:

Position Details -- -- -- Manchester Tank is seeking a Sales Manager to manage all its propane cylinder sales in the Northeast, which includes several states. This role will be responsible for revenue generation through new customer acquisitions and existing customer expansions. S/he will contribute to the creation and execution of a strategic, highly predictable sales strategy in the territory. Essential Functions & Key Responsibilities: Achieving the annual sales and margin plan in the territory through new customer acquisition and account management in the existing customer base. Extensive support to Company's distributor network in the sales territory. Attend association meetings, trade shows, conventions and customer events. Communicating market conditions and intelligence. Communicating, working and coordinating with Finance, Credit, Marketing, Customer Service, Purchasing and Manufacturing to ensure deadlines and customer expectations are met. Providing knowledge and assistance to customers/distributors in such areas as: business reviews, product training, sales support, price administration and tracking deliveries. Participating in the Company's (monthly) Forecasting and Sales and Operations Planning (S&OP) processes to forecast future sales by product line. Executing the Company's pricing strategy for his/her accounts to ensure company receives adequate margins and returns on sales. Utilizing the Company's CRM (Microsoft Dynamics) to document customer interactions and opportunity management. Contributing to a selling culture centered on customer service and responsiveness, customer intimacy, and being the best in the metal fabrication industry at servicing customers. Candidate Requirements: Bachelor's Degree in Sales, Marketing, Business or related field. Strongly prefer that the candidate is local to the Northeast region.---- Minimum of 10 years of prior selling or equivalent experience, which may include adjacent roles such as Sales Engineering or Estimating if such experience included frequent face-to-face interactions with the customer. Documented track record of meeting or exceeding revenue goals. Can be counted on to exceed goals successfully; constantly and consistently performs; very bottom-line oriented; steadfastly pushes self and others for results. Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customer and gains their trust and respect. Strong commercial skills, including pricing strategy, contract negotiation, dispute resolution/claims support, and building mutually productive customer relationships to the highest levels. Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, subordinates, and bosses, is effective both inside and outside the organization; commands attention and can manager group process during the presentation; can change tactics midstream when something isn't working. Picks up on technical things quickly; can learn new skills and knowledge; is good at learning new industry, company, product, or technical knowledge as well as business skills; does well in technical course and business seminars. Can write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect. Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly. Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise, can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing. Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks. Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees. Is widely trusted; is a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn't blame others for his/her own mistakes or misrepresent himself/herself for personal gain or protection. -- -- Other Considerations We are seeking a sales leader who is motivated to serve large pre-existing accounts, as well as seek and close new sales opportunities as they arise. We highly value knowledge of the vertical propane storage cylinder and/or horizontal domestic propane tanks market. -- Prior experience working with and selling through multi-product distribution partners will be highly valued. Prior professional sales training also a plus (e.g. Sandler Sales Training, Miller-Heiman, SPIN Selling, etc.).

Keywords: Manchester Tank and Equipment, Franklin , Sales Manager, Northeast, Executive , Franklin, Tennessee

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