Now Hiring - FinishMaster, Inc. - Retail Sales Sales Manager in Baltimore, MD

Full description of the position

Job Description:

Responsible for the District’s achievement of maximum profitability and sales growth in line with company vision and values. Establishes and executes sales strategies to grow same branch sales and expand the District’s customer base while contributing to the growth and development of the sales staff.
ESSENTIAL FUNCTIONS:

1. PROVIDES TEAM LEADERSHIP:
Effectively leads and manages all activities related to sales team members within assigned area (recruiting, talent management, training and development, coaching and counseling, performance management, and dismissals).
a) Recruiting and Resources Allocation:
1) Assists with interviewing, selecting and hiring new team members.
2) Allocates team resources appropriately to ensure the delivery of optimal service to our customers.
b) Talent Management:
1) Ensures the creation and enhancement of a positive and productive work environment.
a. Creates and maintains a team based working environment, where all team members assist each other, help where needed and support their team to deliver exceptional service to the customer.
b. Maintains high morale through effective management, including frequent reinforcement of positive behavior and recognition of high performance.
c. Encourages diversity in our workforce, coaching and counseling field sales employees in the value of a diverse workforce and providing the support to maintain this as part of our ongoing culture.
2) Coaches and counsels team member addresses issues when they arise and takes appropriate action. Partners with Human Resources for performance management up to and including dismissal. Mentors direct reports on coaching and counseling practices and ensures accountability.
3) Provides guidance and direction to direct reports on the performance review process and ensures accountability for the completion of timely and accurate employee reviews with meaningful feedback.
4) Partners with Human Resources to review employee compensation changes, adjustments, merit increases, etc. Works within budget guidelines and obtains appropriate approvals.
5) Ensures that team members comply with company practices, processes and takes appropriate action if necessary.
c) Training and Development:
1) Engage, utilize, and manages the training and development of all field sales team members to maximize their effectiveness/productivity and to ensure compliance to all company processes, procedures, policies, all governmental regulations and maintains a safe work environment.
a. Ensures staff is well trained on FinishMaster sales processes and procedures.
b. Ensures staff learns and utilizes excellent customer service skills to enhance the customer’s experience.
c. Partners with vendors to provide product training when appropriate.
d. Supports and implements a cross training program.
e. Coaches and mentors direct reports to develop and improve their leadership skills, organizational/time management skills and sales acumen.

2. SALES TEAM LEADERSHIP AND DEVELOPMENT:
1) Drives productivity of the sales team members through team member development which includes direct feedback and coaching on proven sales skills and processes. Addresses areas of sales skills/competencies, the customer experience and technical knowledge (product and process) with each team member.
2) Communicates new product information, sales techniques, industry information, etc. to team on a continual basis.
3) Organizes and leads periodic team meetings to manage weekly/monthly sales activities.
4) Transfers marketing, prospecting and selling skills to team members through role plays, joint-fieldwork, call sessions and professional development sessions.
5) Ensures successful orientation and training of new team members.
6) Ensures team is providing customers with excellent customer experience consistent with company strategy.
7) Priority on field sales team member development.
8) Support all the retention activities for National Account Customers in alignment with company policy and strategy.
9) Engage and utilize all training tools and processes developed and implemented by the company.

3. SALES GROWTH AND NEW BUSINESS:
1) Manages the process of targeting, soliciting, securing new business and increasing market share in the Traditional and other approved segments (excluding National Account segments) to develop:
i. Strong relationships and builds rapport with key decision makers in Traditional Independent Body Shops, Small MLO’s, Dealerships, Production Shops and customers for all other approved segment customers.
ii. Actively manages new & Saved BIAS Deals, Sales Process, Sales Tools and preferred vendor activities.
2) Proactively manages and implements sales strategies, support processes and productivity tracking in order to increase sales and continually gain market share.
3) Tracks and reports industry market trends and sales intelligence to the Business Director, including specific recommendations designed to gain market share and increase sales growth.

4. CUSTOMER AND VENDOR MANAGEMENT:
1) Directs, manages and enhances relationships with internal and external customers to achieve strong partnerships.
2) Supports establishment and maintenance of positive, supportive vendor relationships, ensuring vendor relationships are supportive of mutual benefit and growth.
i. Works with field sales and operations team to ensure vendor concerns are addressed and that vendor’s receive appropriate support from FinishMaster.
ii. Works with field sales and operations team to ensure vendors are meeting FinishMaster organizational and team member needs at a high level.
3) Directs, manages and enhances relationships between FinishMaster and our vendors, enabling the strengthening partnerships with our vendors.
4) Manages the sales process across job functions within the team to maximize efficiencies and provide exceptional customer services.
5) Allocates team resources appropriately to ensure the delivery of optimal service to our customers.

5. RESPONSIBLE FOR THE DISTRICT’S STRATEGIC MANAGEMENT & FINANCIAL PLANNING
a. Develops, implements, reinforces and supports sales strategies and initiatives to address challenging and complex competitive situations.
b. Oversees the development, implementation and maintenance of account plans and uses metrics to monitor progress against goals.
c. Prioritizes and allocates resources to support and retain customers.
d. Accountable for developing and exceeding annual financial budget.
e. Develops a Marketing Plan for the region and implements strategies to meet or exceed the plan.
f. Develops and implements yearly strategic plans for the District.
g. Leads and directs District’s Sales Team to create economic value through the maximization of sales and profitability which includes:
1. Driving sales growth, including targeting new customers and managing the FinishMaster process to achieve new targets.
2. Maintaining and enhancing profitability to achieve or exceed budgeted goals.
3. Maintaining appropriate staffing levels throughout the region.
4. Directing and managing all assets including receivables, consignments, and investments to gain customers, complying with pricing policies etc. for greatest economic impact.
h. Leads all activity through our Business Investment Model for Customer Investments which includes the administrative paperwork necessary for each customer.
i. Is subject matter expert on market trends and company programs. Has general product knowledge to execute responsibilities and FinishMaster services.

POSITION REQUIREMENTS:

Education & Experience

Mandatory Requirements-
1. Bachelor’s Degree or equivalent experience.
2. 1-3 years previous sales management and business leadership experience.

Preferred Requirements-

1. Previous PBE experience
2. Familiar with industry paint lines.
3. 3-5 years outside sales experience in the PBE industry.

Skills and Abilities:

Mandatory Requirements-
1. Strong personal sales ability, including negotiation and closing skills.
2. Demonstrated leadership ability.
3. Highly customer focused.
4. Demonstrated good judgment and consistent professionalism.
5. Well organized with ability to work in a fast paced competitive field environment with minimal immediate supervision.
6. Advanced planning and problem-solving skills.
7. Computer proficiency.

Preferred Requirements-
1. Familiar with industry paint lines.
FinishMaster is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Job Type: Full-time