Sales Manager Sales - Outside Sales

Overview

Lead and manage outside sales team to achieve territory sales and profit goals

Key Responsibilities

• business development
• market analysis
• pricing quotes
• sales forecasting
• team coaching
• budget control

Tasks

-Networks with experts in the industry to stay current in the latest products, services and customer needs. Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, customer incentive plans, compensation plans, etc. -Responsible for new business development for the Company, including developing ways to increase sales volume, fostering cooperation, formulating new marketing strategies and unique service requirements. Establishes and maintains top-level contact with the management of existing and potential customers. Also, expands company’s partnering relationships with suppliers. -Serves as mentor and coach for other sales personnel. -Sets sales and gross profit goals for existing and prospective customers annually. Assigns customer accounts to sales staff. Conducts territory analyses to determine when it is practical to reassign customers and salespeople. Analyzes sales statistics to formulate policy and to assist sales representatives in meeting their goals. Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly. -Conducts regular sales meetings and informs the sales force of new developments in products, services and policies. -Plans and implements customer events, such as Customer Appreciation Day or open houses. -Reviews market analyses to determine customer needs, volume potential, price schedules, etc., and develops marketing programs as needed to accommodate goals of organization. Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals. -Represents company (committee participation, board membership, etc) at trade or professional association meetings or shows to promote Builders FirstSource products and services. Maintains regular attendance to such groups as Home Builders Association. -Formulates and recommends policies and objectives to insure the most effective operation of sales activities. Sees that approved policies and objectives are fully understood by all assigned personnel. -Meets regularly with customers, sales team and management to obtain feedback on customer satisfaction and quality of service. -Supervises the sales force of the territory and assures that customers are serviced in all areas, exceeding expectations. Regularly assesses the strengths and weaknesses of the sales force and develops performance plans, as needed. Recruits new sales talent to meet future sales needs. -Analyzes and controls expenditures of division to conform to budgetary requirements. -Maintains contact with and services a few key accounts. -Coordinates liaison between sales department and other sales related units, such as trusses and millwork operations. -Assist sales force in negotiating competitive pricing with customers and prospects. Quotes prices and prepares sales contracts. Reviews bids, pricing and sales proposals. Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for “directs”, regular inventory and special order items.

Requirements

• heavy lifting
• manual handling
• outdoor work
• weather exposure
• physical stamina

What You Bring

-Must be able to lift and carry up to 25 pounds frequently and on occasion up to 80 pounds. -Subject to both typical office environment and outside locations with temperature and weather variations.

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About Builders Firstsource

-Survived the Great Recession, then expanded rapidly through acquisitions like ProBuild (2015) and merger with BMC (2021). -Projects range from single-family homes to light commercial builds, including off-site prefabricated trusses, panels, and millwork. -Invests in digital tools (e.g., MyBLDR.com via acquisition of Paradigm) and factory-built components to streamline homebuilding. -Maintains its own fleet of trucks and in-house installation services, offering one-stop solutions that most competitors lack. -Stands out for integrating over 60 acquisitions while keeping local teams, and executing major share buybacks alongside growth.

Sector Specialisms