What are the responsibilities and job description for the Distribution Sales Manager (FT) position at Peak Toolworks?
JOB DESCRIPTION
Summary/Objective
This position is responsible for the growth of Peak Toolworks products in tooling distributors and MRO houses in North America. The Distribution Sales Manager partners with the VP of Sales to formulate strategy and execute that strategy to grow Peak’s market share in non-direct (channel) accounts. The Distribution Sales Manager will leverage current resources as well as new resources and methods to drive market share moves from competitors to Peak as a supplier of choice. Success in this role is measured through, monthly, quarterly, and annual sales targets. This is a fast-paced position focused on a very target-rich segment of our markets. Success in this position will require a self-starter who is highly motivated to drive considerable revenue growth quickly.
Essential Functions:
- Sets an annual sales target in partnership with the VP of Sales and commits to the delivery of that sales target on a monthly basis.
- Coordinates the leverage of all Peak resources to maximize the spending of tooling distributors across North America.
- Researches and introduces new and creative methods and technologies to drive Share of Wallet spend at Peak Toolworks through distribution. This may include enhanced customer portholes, software, target mailings, advertising, etc…
- Builds rapport and relationships with key decision-makers in distribution resulting in loyalty and sustained business growth and volume.
- Sets meetings and works with large MRO suppliers to organize buying agreements for Peak Products.
- Prepares an annual expense budget and manages the annual spending of the region to ensure that spending is at or below budget. From time to time facilitates adjustments to the budget when spending must be reduced due to business downturns.
- The position initially does not have direct reports, however, could include direct reports as growth is realized.
- Ensures that Customer Relationship Management (CRM) tools are deployed and utilized.
- Prepares reports such as monthly sales reports, call reports, and root cause countermeasure reports.
- Attends national and regional trade shows to promote Peak products.
- Coordinates with acquired companies to maximize the role of the Distribution resource in growing revenue.
Competencies
- Communicates effectively: Actively listens to customers and checks for understanding, adjusts communication content and style to meet the needs of stakeholders, models, and encourages ideas and opinions. Delivers messages in a clear, compelling, and concise manner.
- Action-Oriented: Shows initiative in tough situations and spots and seizes on opportunities. Quickly and decisively takes action in fast-changing, unpredictable situations.
- Manages Execution: Focuses on highest priorities lays out a thorough schedule and steps for achieving objectives, manages the progress of work and diligently tracks the milestones. Identifies obstacles and develops contingency plans.
- Technical Capacity. Competent understanding of Peak Toolworks products and applications.
- Builds Collaborative Relationships: Consults with a wide network of internal and external connections connects with the team to accomplish organizational goals, works through formal channels to build broad-based relationships and support.
- Interpersonal Savvy: Understands group dynamics and reacts in an effective manner. Engages input from others and listens with empathy and concern, builds immediate rapport even when faced with difficult or tense situations, proactively develops relationships with wide variety of people
- Drives for Results: Sets aggressive goals and high standards. Pursues everything with drive and energy, puts in extra effort to meet deadlines and persists in the face of challenges and setbacks.
- Understands and practices the organization's 80/20 process.
Performance Management and Success in the Role
The output of the Distribution Sales Manager will be linked to the corporate goals of Revenue Expansion and EBITDA enhancement but will also include the ability to connect with the regional outside sales team, customers, understanding of the business, and the rest of the sales teams. Success in the role will be measured in part to these metrics as well as individual behaviors including: Depth of Thought, Ability to Drive for Results, Ability to work with and through others (People), and Self Knowledge, understanding personal strengths and weaknesses.
Supervisory Responsibility
No direct reports initially.
Work Environment
This job operates from a home office environment an most of the role consists of traveling in a vehicle visiting customers. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
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.
The employee is occasionally required to sit, stand, walk, drive The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 75 pounds. Specific vision abilities required by this job include close vision, distance vision. Hearing, speaking on phone equipment, presenting in front of groups is required
Qualifications:
- Bachelor’s Degree required; Engineering, Technical, Marketing or Business.
- Individuals must have 10-15 years of industrial products sales experience, preferably with a diverse product portfolio including services offerings. A mature understanding of a structured sales process and pipeline management is essential.
- A minimum of 5 years of experience leading a sales team or 5-10 years leading a team. Demonstrated leadership capability is required to motivate and mentor the sales force. Coaching and training for all salespeople with a range of experience are necessary for growth.
- Strong communication and negotiation skills, and the flexibility to adapt those to different levels, will be key. The manager must be able to be viewed as an expert resource and partner by the customer, a leader by their team, and a collaborator by the internal office staff who supports their sales with order management and service.
- Influencing skills are needed to gain support from functional areas in the business outside of the district office team.
- A strategic business mindset is important. Developing plans for the long term is essential for success. The data-driven analysis will be needed to determine which customers and strategies have the greatest return for the business. Requires ability to understand business financials, market segmentation, customer requirements, and ongoing trends affecting the business.
Travel
- Must have a valid US or Canadian Drivers’ License and acceptable driving record.
- Travel 50-75%
- Must be able to travel to US or Canada with Passport
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
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