District Sales Manager

JOB SUMMARY

The District Sales Manager (DSM) provides leadership, strategic planning and monitors all sales activities of Territory Managers (TMs) for assigned districts to ensure the team achieves maximum profitability and growth in line with the Company's vision and goals. The DSM establishes and jointly builds strategic plans with Regional Sales Vice President to increase sales revenues from current clients and new client acquisitions.

RESPONSIBILITIES

• Establish sales objectives by forecasting and developing annual sales quotas for districts and territories.
• Work closely with TMs (territory managers) to project expected sales volume and profit for existing and new properties.
• Ensure that plans are followed by TMs (territory managers) to ensure all goals are met.
• Assign and / or reassign accounts as necessary.
• Spearhead the recruitment, motivation, development of TMs (territory managers) for the assigned district and instill a culture of accountability, performance-based management, teamwork, and other best practices to achieve the goals of the organization.
• Monitor, evaluate and provide feedback to TMs (territory managers) on progress towards goals.
• Coach and develop TMs (territory managers) in balancing the delivery of high productivity, quality and customer service.
• Participate in staff selection, performance and compensation evaluations, corrective action and terminations, as necessary.
• Promote continuous training and development of associates.
• Lead and facilitate change management in support of organizational goals.
• Consult with Human Resources Department as appropriate.
• Work directly with the TMs (territory managers) and customers in the field by assisting on sales calls while providing constructive feedback to further develop the skill sets of each TMs (territory managers).
• Oversee training and educational programs for TMs (territory managers).
• Participate in major client presentations and discussions to ensure best in class customer service.
• Work with all operating divisions that support the sales organization to create and ensure a collaborative work environment.
• Increase sales through account penetration by analyzing current sales and volume, planning sales calls and following up.
• Utilize product knowledge, ROI and analytical research tools (i.e., Phocas, GForce, and Salesforce.com) and sales training resources to effectively target new prospects and opportunities.
• Maintain, build, and expand customer relationships.
• Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising changes, increased or decreased product movement, new business, changes in proprietary product or other related information.
• Provide advance notification to Operations about new customers or any other changes that may affect customer orders or delivery.
• Continuously monitor assigned accounts and take corrective action, as needed, to maintain and improve overall customer satisfaction.
• Immediately notify the management team if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct the situation.
• Work with accounts receivable to ensure customers pay invoices within agreed-upon terms.

QUALIFICATIONS

Education

High School education required.

Bachelor's degree in a related field (e.g. business administration) or equivalent relevant industry experience.

Experience

Professional Skills

Physical Demands

Work Environment

LI-MS1

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