McWane Ductile Ohio - Poles National Sales Manager

Overview

McWane, Inc. is an equal opportunity employer. Employment is made available to all persons without regard to race, color, religion, sex, national origin, age, and marital status, disability that does not prohibit performance of essential job functions with reasonable accommodation, Vietnam Era or veteran status. This policy applies to hiring, placement, recruitment, rates of pay or other forms of compensation, benefits, promotions, transfers, layoffs, recalls, Company-sponsored training, terminations, and other employment-related activities.

Physical Demands:  The physical demands described below 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 stand, walk, sit, use hands, to finger, handle or feel; reach with hands and arms and talk and hear.  The employee is occasionally required to climb or balance, stoop, kneel, bend, crouch or crawl, and taste or smell.  The employee may occasionally lift and/or move up to 50 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus

Responsibilities

Summary:  Manage and develop the sales team for McWane Poles. Provide support to the sales force and customers. Lead, direct and monitor the activities of the sales team to achieve sales and profit growth. It is a self-managed position requiring an entrepreneurial spirit and the ability to focus efforts on the areas with the greatest sales potential and produce measurable results.

Highly variable business environment.  Success in different territories (regions of US) and customers (utilities, engineering firms, industrial) can require significantly different approaches and techniques.

Work independently Heavy travel requirements, generally about 75% (may occasionally involve extended trips which include weekends).

Essential Duties and Responsibilities include those listed below for McWane Poles sales department. Other duties may be assigned.

• Promotes McWane Pole business at every opportunity.
• Develops strategies for Regional Sales Managers to promote growth throughout the three regions. Provides support and training to our sales force and customers, including seminars, trade shows, training sessions, and one on one discussion.
• Guides and trains sales team in the proper techniques for promoting and selling McWane Poles.
• Provides monthly and yearly reporting on key performance indicators.
• Promotes product differentiation to our customers to protect and grow our market niche.
• Builds relationships with third-party manufacturers reps, reviews performance every six months, and facilitates change as necessary.
• Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
• Identifies new product/service opportunities.
• Provides input and actively assists manufacturing and management to innovate product design and to help formulate market strategy.
• Develops key account business development plans.
• Assist in the strategic planning and implementation.
• Provides pricing guidance to sales team.
• Grows sales from current level to Year over Year growth goals.
• Seeks and communicates opportuni
• ties to improve product and processes.
• Develops and manages sales/marketing operating budgets
• Oversees all aspects of the division’s marketing programs. Conducts market research and adjusts marketing strategy to meet changing market conditions.
• Monitors competitor products, sales, and marketing activities.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Guides preparation of marketing activity reports and presents to executive management.
• Maintains consistent corporate brand throughout all products, promotional materials, and events.
• Directs sales forecasting activities and sets performance goals accordingly.
• Directs staffing, training, and performance evaluations to develop and control sales and marketing programs.
• Directs market channel development activity and organizes sales territories, quotas, and goals.
• Supports company presence at national and regional trade shows.
• Observes and enforces safe practices and complies with Company policies.
• Motivates, organizes, and encourages teamwork within the department to ensure set productivity targets are met.
• Keeps Assistant General Manager and other key managers informed of important matters.

Accountabilities include the information that will be used to evaluate effective performance.

• Revenue and growth.
• Profit margin.
• Performance of manufacturers’ reps.
• Number of customer development meetings.
• New product or product improvement ideas.
• Execution of marketing programs.

Supervisory Responsibilities: Directly supervises Regional Sales Managers, Inside Sales Manager and Customer Service Representative located throughout the United States.  Carries out managerial and supervisory responsibilities in accordance with the Company’s policies, practices, and procedures.   Responsibilities include planning and directing work; interviewing, hiring, rewarding, and disciplining employees; appraising performance; addressing complaints and resolving problems.     

Qualifications

Education and/or Experience:

• Business or equivalent Degree (desired)
• Sales management experience
• 10 plus years of sales/marketing experience
• Technical knowledge of electrical utilities, distribution and/or transmission systems, and utility pole products. (Essential)

Computer Skills:   Proficient with Microsoft Windows, Office programs and applications such as word processing, email, database management and spreadsheets.

Language Skills: Demonstrated in-depth sales and marketing techniques.  Ability to read, analyze and interpret documents such as plant rules, safety rules, Company policies, operating and maintenance instructions, and procedure manuals.  Ability to write routine reports and correspondence.  Ability to speak effectively, present information clearly and respond to questions from groups, customers, or employees of the organization.

Mathematical Skills:  Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to computes rate, ratio and percent and draw and interpret bar graphs.