What are the responsibilities and job description for the Sales Manager position at Arizona Foam & Spray?
The primary function of a Sales Manager is to redeem the annual sales plan for the independent branch location(s) through the recruiting, teaching, training of a professional sales staff while increasing gross profit levels and the introduction of new clients to our existing customer base.
ESSENTIAL DUTIES AND RESPONSIBILITIES: Include the following; other duties may be assigned:
- Recruit, train, coach, and direct the activities of a highly productive sales force.
- Maintains the sales force head count as approved in the operating plan.
- Understands all facets of the sales functions in Contracting Groups and is able to perform all functions as per independent branch location standards.
- Understands from the customer’s perspective the costs associated with owning, replacing and maintaining commercial roofing systems and is able to review those costs and assist the customer in various markets in their decision-making process.
- Understands from a General Contractors perspective the challenges, costs associated and benefits of selecting the right commercial roofing partner for long term success of their projects and is able to review and assist General Contractors in various markets in their decision-making process.
- Develops annual sales booking plans and expense budgets in conjunction with the Branch Manager.
- Achieves annual sales booking plan for the branch location.
- Maintains expenses at or below planned levels.
- Provides accurate and timely sales booking forecasts as scheduled.
- Organize and maintain the accuracy of all records, reports, logs and data required to operate and manage the all sales functions as required by the Branch.
- Able to build and maintain positive working relationships with all fellow employees, prospects, customers, and vendors while always representing the Company in a positive and professional manner.
- Participates in making joint sales calls with subordinates to assist in identifying viable prospects and in closing sales.
- Participates as assigned to assist others in the Company to obtain or retain business in offerings not necessarily related to your primary function.
- Uses Company provided tools and formats to submit weekly selling activity and booking activity reports to management, which may contain plans for the week, month and year to date.
- Understands customers organization and decision-making processes to effectively participate in sales strategy development and presentations. Train, coach and mentor staff in the development and implementation of effective sales strategies.
- Implements basic and advanced sales training programs and helps implement new policies to assure customer retention while maintaining profit objectives.
- With the Branch Manager assure that all customers pay their invoices on time. Personally follow up on all receivables over 90 days past due as requested.
- Oversee the sales functions by following the processes and procedures established by the Contracting Group.
- Always be in a continuous recruitment mode by having an active list of viable sales candidates in the event an opening arises in the sales force.
- Train, direct and evaluate the sales force to assure enough selling activity is occurring and that there are enough active, viable proposals in the pipeline to easily assure booking plan redemption.
- Participates in the development and implementation of customer salvage strategies to resolve customer problems or cancellation notices.
- Pre-Reviews and redlines customer contracts and submit to Branch Manager for review and approval on all new projects.
- Assists sales staff with customer contract negation to include but not limited to, profit margins, contract terms and conditions, requested contract modifications by Branch Manager, contract clarifications and exclusions.
EDUCATION AND EXPERIENCE: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge skill, and/or ability required.
- Bachelor’s Degree (or equivalent experience), Marketing emphasis preferred.
- 10 years of progressive experience in sales and marketing roles.
- 3 years of commercial roofing or similar type of construction or service industry experience.
- Ability to pass a 5-year MVR and have reliable transportation.
- Salesforce or similar CRM experience.
- Experience and proficiency with Microsoft Word, Microsoft Excel, SharePoint and MS Teams.
- Experience and proficiency with Bluebeam.
- Ability to perform Contract Review; prior contract review experience within the construction industry preferred.
WORKING CONDITIONS AND PHYSICAL REQUIREMENTS: The physical demands here are representative of those that must be met by an employee to successfully perform essential functions of this job with or without reasonable accommodation.
- While performing the duties of this job, the employee is frequently required to stand, walk, sit and use hands to finger, reach with hands and arms, handle, feel, talk listen and smell. The employee is occasionally required to climb or balance, stoop, kneel, bend, crouch or crawl.
- The employee must frequently lift and/or move up to ten pounds and occasionally lift and/or move up to 25 pounds.
- The noise level in the work environment ranges from moderate in the office to occasionally loud at field locations.
Arizona Foam & Spray is proud to be an Equal Opportunity Employer. Applicants are considered for all positions without regard to race, color, religion, sex (including pregnancy, childbirth and related conditions), national origin, age, disability, sexual orientation, gender identity or expression, ancestry, marital or protected veteran’s status, or any other characteristic protected by law.
Salary : $79,600 - $101,000