Field Sales Manager- Wilmington, MA

Imagine working for a Company that customers love doing business with! Advance your career with DB Roberts, whom customers prefer for our superior customer service, breath of inventory and supplying the top manufacturers in the industry.

Position Overview

The Field Sales Manager (FSM) is responsible for developing and managing the DBR field sales team, working closely with our customers and being very involved with our valued suppliers.

This position will cover markets in NY, MA, RI, CT, and NH.

The FSM is an important and rewarding position where you will draw on your experience to set the course as leader of a professional field sales team. This position is responsible for hiring, training and developing sales talent to its full potential. The position carries varied roles and responsibilities, including manager, teacher, coach and mentor. You will manage your team’s day-to-day sales activities with both customers and suppliers, and implement the best approach for customer development, sales growth, design activity and maximizing of profits. Networking to keep an eye open for industry talent will be a regular habit, and time management will be a key as the position covers a broad geography with multiple markets and many moving parts. With input from others, you’ll devise a winning business plan and oversee its execution.

The FSM will set the branch field sales strategy, will “call the plays” and will help celebrate the accomplishments of your people and team. The FSM will also be personally responsible for some strategic accounts, to keep you in the “mix” and help maintain a firsthand understanding of the role of your people. This unique position requires a person with a great attitude and a strong desire to help your people win all the time! Travel is required, with a typical month having 7 overnight stays.

Organizational Skills

A strong predictor of success for a Field Sales Manager is their ability to lead a team and managing multiple daily priorities, while driving key strategic Company objectives. Your success as a leader will be largely dependent on the success of your team, and your achievement of performance objectives will reflect this synergy.

The FSM is the master sales strategy collaborator; ensuring the Field Sales Team is actively working with customers to become a valuable extension of those customers, making DBR their first choice when solving design challenges and ultimately choosing DBR as their primary fulfillment partner.

DB Roberts has incredible sales tools to help monitor the pulse of your customers and your sales professionals. You will be in charge of maintaining the metrics, coaching your salespeople on the right habits, and teaching them the focused “High Value Activities” that make our people so successful.

Performance Objectives

• Develop a rough roadmap within the first 30 days; meet with your Regional Manager, Inside Sales Managers and local Inside Sales Team to understand the Company vision and key Company objectives for the branch.
• Determine & document your strategy to measure progress toward meeting or exceeding overall branch sales & margin budget objectives each month.
• Establish a schedule of monthly one-on-one’s and quarterly reviews with each Field Sales Rep to ensure proper communication and understanding of Company Vision.
• Meet with key vendors to schedule Monthly or Quarterly Business Reviews. Travel with your FSR’s to their top accounts so you expand your understanding of the branch accounts and the decision makers/design makers for those accounts.
• Meet with DBR’s Top 10 Suppliers within the first 60 days; determine who the key personnel are for the territory being covered, what the main product focus is and what the largest branch opportunities and designs are being worked on right away.
• Co-facilitate Monthly Branch Meetings, in coordination with the Inside Sales Managers; review branch sales & margin numbers with the branch, along with performance to plan. Discuss current DBR events, key FSR initiatives and upcoming training or other supplier information. Co-facilitate a roundtable discussion with the entire team to have them highlight current sales leads, new designs, call-out details and major opportunities and design wins.
• Visit the Top 20 Branch Customers within the first 90 days; begin establishing relationships, gain an understanding of their operations, initiatives and basis for decision making. Determine how DBR and our FSR can best work in conjunction with the customer to meet their goals, grow our sales, be involved in designs, gain opportunities to win share, and longer term strategic programs.
• Learn & Understand the ODT (Sales Funnel) within the first 90 days; gain familiarity with sales reports, measurement of FSR activity and ascertain whether your team is achieving key metrics.
• Train and coach the field sales team so they understand their role in new business identification and development. In conjunction with your Regional Manager, implement a proactive business development plan for the team.
• Get acquainted with and begin developing a working relationship with all internal key support personnel within the first 90 days; travel and visit customers with your team, tour customer locations, get introduced to credit analysts and management and set the standard to ensure your team maintains top levels of professionalism and diplomacy when dealing with internal support.
• Develop a networking habit via various means, to identify potential future candidates for field sales or other positions, within the first 6 months; at this point you’ll be involved in all aspects of our sales process with your FSR’s and will have basic relationships with top suppliers and our significant & strategic customers developed. Develop a travel schedule that makes you the most effective, and work to position DBR among our suppliers and customers to allow you the best opportunities for success. Conduct the Quarterly Account Review process with your Field Sales Reps, discussing specific accounts in detail and formulate supplier plans.

Experience

Qualified candidates for the FSM position must hold a Bachelor’s Degree or at least 5 years of experience in fastener distribution or a closely related field, preferably in a leadership role with progressive levels of responsibility; or an equivalent combination of education and experience.

• Prior sales and/or personnel management experience is desired

• Microsoft Excel, Word and Outlook computer skills

• Excellent communication, negotiation and leadership skills are essential

• Advanced knowledge of sales strategy and a solid grasp of “Distribution Economics”

• Past relationships with DBR key suppliers and/or key customers in the territory a plus

• Positive attitude, self-driven, customer focused and an expert sales aptitude

• Passion to help others succeed and realize their full potential

• Solid time management skills to ensure daily productivity & availability to your team

Personal Development is a cornerstone at DB Roberts, so we’ll want to hear your ideas on Personal Development for you and your sales team; getting better every day is one thing that makes us unique.

This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). To perform the position, you must be a U.S. Person as defined by ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. ‘Green Card Holder’), Political Asylee, or Refugee.

Employee Value Proposition

DB Roberts is growing rapidly, and are a premiere brand in fastener distribution. DB Roberts is synonymous with world class service, quality people, global reach and an unsurpassed inventory of quality products.

As a DBR employee you can have the opportunity to establish a long term career within a dynamic company, with an excellent reputation that provides exceptional support, employee development, realization of earning potential, and advancement opportunities.

Be part of our exciting team, our global expansion, enhanced product portfolio, entrepreneurial spirit and corporate growth goals. Make a measurable career move where you own the branch sales activities, create growth opportunities for your team and delight our customers.

If the idea of making a difference each day, managing and developing a team, and joining a top notch organization excites you, then we want to know you and want you to learn more about DB Roberts.