Sr Mgr - Sales

POSITION SUMMARY

The Sr. Manager, Sales develops, coordinates and implements the annual division strategic sales plan focusing on the achievement of Division sales and profit objectives. This role assists in guiding all division strategies toward the achievement or surpassing of sales and profit objectives and possesses a proven ability and understanding of executing sales techniques and processes.  This person will lead our core sales team that is focused on Funeral and Cemetery Capital Equipment sales--the core to our business, and will need to manage 10 direct reports--both local and remote.
 

JOB RESPONSIBILITIES

• Directs sales activities for the team, including equipment, accessories, services, supplies and products.
• Defines current and new target markets and analyzes current market share of the organization and its competitors.
• Maintains market knowledge both domestically and internationally and conducts market surveys and competitive analysis, adjusting sales strategies to changing market.
• Develops and prepares short- and long-range sales forecasts for the division.
• Continuously identifies and develops new business opportunities and target accounts and directs team in developing plans of action to gain those accounts.
• Manages the key account relationships, including quarterly meetings, strategic planning, national contracts, etc.
• Reviews and approves sales expense budgets.
• Participates in pricing decisions.
• Attends and participates in conventions and trade shows, trainings and presentations, and supervises/directs with same. 
• Travels with staff to provide support with maintaining and developing business opportunities.
• Plans, directs, and coordinates activities of employee(s) to ensure goals or objectives are accomplished.  Mentors, coaches, trains and develops team.
• Develops standards of performance and targets for sales team, 
• Monitors the sales compensation program and recommends adjustments to maintain competitiveness in the market to keep and motivate existing employees and attract new talent.
• Defines territories and staffing needs, participates in talent acquisition.
• Additional duties as assigned.

QUALIFICATIONS / REQUIREMENTS

•    Bachelor’s Degree in Business Administration, Marketing or related field
•    Advanced degree (MBA, Master’s) preferred
•    5+ years progressive sales and marketing experience; or equivalent combination of education and experience
•    5+ years in a leadership role
•    Routine travel either locally, nationally, and/or internationally may be required.
•    High degree of proficiency in MS Office Suite, Outlook & Internet applications.  Experience with Salesforce CRM a plus.
•    Strong analytical, prioritizing, interpersonal, problem-solving, presentation, budgeting, project management (from conception to completion), & planning skills.
•    Strong verbal and written communication skills (including analysis, interpretation, & reasoning).
•    Solid understanding and application of mathematical concepts.
•    Ability to develop and maintain collaborative relationships with peers and colleagues across the organization, as well as, internal and external clients.
•    Ability to work well autonomously and within a team in a fast-paced and deadline-oriented environment.
•    Ability to work with and influence peers and management.  Specifically the marketing, engineering and production teams. 
•    Self-motivated with critical attention to detail, deadlines and reporting.
 

PHYSICAL ASPECTS / WORK ENVIRONMENT

•    Regularly required to stand; walk; sit; and talk, hear and see.  
•    Regularly/Occasionally lift and/or move up to 10 pounds. 
•    The noise level in the work environment may be high. 

* Reasonable accommodations may be made to enable individuals to perform the essential functions.
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