Summary: The field sales manager is responsible for leading a team of outside sales reps who are responsible for driving profitable sales within a specific geographic area. As a sales manager, you will coach and work with your team to exceed annual sales and margin budgets. These results will be achieved by developing new business opportunities with current accounts as well as prospecting for new accounts. The sales manager will be a leader and coach, who allocates time to develop their team’s professional skillsets, through monthly coaching calls and regularly scheduled observation ride along calls.

Essential Duties and Responsibilities include, but are not limited to the following:

· Drives for results and performance:

o Plans and achieves stretch goals for their region, driving profitable growth.

o Achieves budget for revenue and gross margin.

o Grows market share annually, outpacing demand growth.

o Utilization of data to understand current business and reduce customer churn.

· Coaching, development, and management of sales team:

o Manages performance through defined expectations and follow through.

o Monthly 1 on 1’s to discuss sales, opportunity pipeline and professional development.

o Identifies the team’s professional development needs.

o Spends appropriate time in the field to observe and assist in sales calls.

o Assess territories – Hiring and training sales team.

· Champions Woodgrain Sales Process:

o Coaching the 5-stage sales process and skills used throughout the sales process.

o Holds team accountable to opportunity pipeline engagement and moving all opportunities through the sales process with a sense of urgency.

o Reinforces importance of different skills used throughout the sales process:

§ Preparing for meetings.

§ Handling all customer objections.

§ Actively listening.

§ Strategic questioning.

§ Quantify financial impact of customer challenges.

· Communicates well across all functions of our business:

o Works closely with National accounts on opportunities and initiatives.

o Communicates regularly with GM’s and RVP’s regarding all business functions.

o Collaborates well with supply chain, operations, transportation, credit, etc.

o Acts as a leader in the company when working with other departments.

o Strategizes with operators and product managers regarding our offering and trends in market.

o Prioritize excess and obsolete inventory.

· Partnerships:

o Develops relationships with key account leaders and influencers.

o Regular cadence with supply partners; pipeline meetings, customers events, product training.

o Works closely with National Accounts on opportunities and initiatives.

· Support, coaches and lives the Woodgrain Core Values:

o Integrity – We are honest and believe in doing the right thing every time.

o Safety – We chose to place safety above all and keep each other safe.

o Servant Leadership – We lead best by serving and understanding others.

o Respect for People – We treat others as we would like to be treated.

o Customer Focus – We actively listen and exceed customer expectations.

Key Behaviors for Success:

· Results oriented.

· Builds trust and respect – Works well within other functional departments.

· Understands market and customer perspective.

· Curiosity.

· Leader.

· High sense of urgency.

· Accountable and drives accountability.

· Act with long-term perspective.

Travel

· 50-60% travel.

· Overnights vary based on various factors within a region.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

Bachelor’s degree in business related field is preferred with at least 2 years of management related experience. If being promoted from within our organization, previous management experience is not required.

Other Skills and Abilities:

The Sales Manager must have a competitive attitude and desire to succeed. The employee should be skilled at Microsoft Windows, Word, Excel, and PowerPoint. They should have the ability to prioritize daily workflow, multitask and meet deadlines. They should have accuracy, discretion, excellent communication skills both oral and written, and attention to detail a must. The Sales Manager must have time management skills, be self-motivated, able to build relationships, and maintain a positive attitude at all times. Visibility requires maintaining a professional appearance and providing a positive company image to the public. This position requires significant travel with overnight stays. This requires the possession of a valid state driver’s license.

Supervisory Requirements:

This position manages a team of 5 or more outside sales representatives and has direct responsibility for the sales and gross margins over his or her market.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk and hear. The employee must be able to lift, stock, cull, or inspect material on a daily, weekly, or monthly basis.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.