Sales Manager - Construction

Border States; Nashville (TN); On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Employee Stock Ownership Plan (ESOP)

Bonus opportunities

Health benefits

Job summary

Border States in Nashville, TN is seeking a strategic Sales & Marketing Leader to develop and implement plans that differentiate our offerings and drive long-term growth. You will coach Branch and Account Managers and build strong relationships with key manufacturers and customers to strengthen partnerships.

The role focuses on growing the segment, improving profitability, and delivering bottom-line results across branches, while collaborating with marketing, IT, and suppliers.

Qualifications

• Ten years of electrical industry experience.
• Five years of sales management experience.
• Bachelor's degree in marketing or related field.
• Experience coaching and managing marketing plans, market research, statistical analysis, budgets, and strategy.
• Proven leadership skills.
• Strong database management and Excel skills.
• Ability to review and interpret basic financials.

Responsibilities

• Builds strong relationships with key vendors and suppliers to achieve growth objectives.
• Develops relationships with key customers within the segment.
• Drives a culture across the area to grow the segment and overall business.
• Works across the area and branches to grow business in the segment.
• Understands customers' industries and their key success factors.
• Defines and executes a segment strategy to differentiate and improve profitability.
• Oversees sales training programs to enable staff.
• Collaborates with strategic manufacturing partners to support regional teams.
• Targets gross margin growth, margin %, and market share for the segment.
• Monitors KPIs and communicates performance measures.
• Ensures annual budgets are met and drives corrective actions.
• Oversees incentive plans to motivate the sales team.
• Partners with IT on customer technology implementations.
• Manages co-op and AD marketing programs.
• Keeps leadership informed about market activity and competitor moves.
• Collaborates with marketing to build supplier relationships.
• Delivers annual financial objectives and drives value.

Skills

Electrical industry exp

Sales leadership

Leadership skills

Data analysis

Excel proficiency

Budgeting

Education

Bachelor's degree in marketing

Job description

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee‑owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work.

This position will be located in: Nashville, TN

Application Deadline: July 31, 2026 or Posted Until Filled

Note: The position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active.

Job Summary

Creates, communicates, and implements a strategic sales and marketing plan that provides significant competitive differentiation, bottom and top‑line growth, and long‑term sustainability. Provides coaching & development to Branch Managers and Account Managers. Develops strong professional relationships with high‑level influencers and decision‑makers at key and target customers. Establishes strong relationships with key manufacturers and their representatives.

Responsibilities

Essential Functions

• Builds strong relationships with key vendors and suppliers to achieve growth objectives.
• Builds relationships with key customers within the segment.
• Drives a culture across the area that builds momentum for the segment and overall business.
• Works across the entire area and each branch to grow business in the segment and the company.
• Works to gain a complete understanding of a customer's industry; understands the issues and opportunities they face and their key success factors.
• Builds, communicates, and implements a segment strategy to support customers' needs through services and solutions that provide for their overall profitability and success; the strategy should offer competitive differentiation and advantages over competition while contributing bottom‑line results.
• Defines and supports sales training programs that enable staff to achieve their full potential and support company objectives.
• Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales teams.
• Directly responsible for the gross margin growth, gross margin %, and market share within the segment.
• Identifies, monitors, and communicates key performance metrics to the organization.
• Creates and monitors measurements to ensure the annual budget is achieved.
• Defines and oversees incentive compensation programs that motivate the sales team to achieve company and segment objectives.
• Works closely with IT in customizing and implementing customer technology.
• Manages co‑op and AD (Affiliated Distributors) marketing programs.
• Monitors customer, market, and competitive activity and provides feedback to company leadership team and other company functions.
• Works closely with the marketing function to establish successful supplier relationships and partner programs.
• Achieves financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; and initiating corrective actions.
• Drives the use of TCCM documentation and use of formal customer business reviews.
• Develops executive relationships with top customers in the area.
• Delivers bottom‑line results, while supporting and inspiring other stakeholders in the business (fellow associates, suppliers, or customers).

Non-essential Functions

• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
• Encourages participation in professional leadership and training courses and events.
• Encourages industry participation on advisory boards or supplier councils.
• Provides opportunities to network and be exposed to new ideas in the industry at sanctioned functions.
• Performs other duties as assigned by supervisor or other designate.

Qualifications

• Ten years of electrical industry experience.
• Five years of sales management experience.
• Bachelor's degree in marketing or related field.
• Experience in coaching and managing processes, marketing plans, market research, statistical analysis, developing budgets, financial planning, and strategy.
• Proven leadership skills.
• Firm grasp of database management software and Excel.
• Competent in reviewing and interpreting basic financials.

Skills and Abilities

• Self‑motivated and customer‑focused.
• Effective presentation skills in front of diverse audiences.
• Strong written and oral communication skills.
• Ability to work under pressure.
• Analytical ability and sound judgment.
• Ability to attain targets.
• Ability to develop their team.
• Ability to mine and interpret data, analytically led and strategically driven.
• Embodies the highest standard of integrity and ethics.
• Adds energy to the organization and supports and encourages all associates.
• Positive can‑do attitude with contagious optimism.
• Open‑minded to new ideas, effective at introducing and implementing change.
• Ability to develop solid business and personal relationships at all levels within an organization.
• Strategic planning, ability to communicate and implement plan across the entire organization.
• Long‑range vision, willing to sacrifice short‑term wins for long‑term gains.

Physical Requirements

Frequency at which you would carry/lift in a typical day: Occasionally 0–33%; Frequently 34–66%; Continuously 67–100%

• Lift from Waist
  • < 10 lbs. – Not at all
  • 10 to 25 lbs. – Not at all
  • 26 to 50 lbs. – Not at all
  • 51 to 75 lbs. – Not at all
  • 75 to 100 lbs. – Not at all
  • 100+ lbs. – Not at all
• Lift from Floor
  • < 10 lbs. – Frequently
  • 10 to 25 lbs. – Frequently
  • 26 to 50 lbs. – Occasionally
  • 51 to 75 lbs. – Not at all
  • 75 to 100 lbs. – Not at all
  • 100+ lbs. – Not at all
• Carried for Distance
  • < 10 lbs. – Not at all
  • 10 to 25 lbs. – Not at all
  • 26 to 50 lbs. – Not at all
  • 51 to 75 lbs. – Not at all
  • 75 to 100 lbs. – Not at all
  • 100+ lbs. – Not at all

Physical Activity

Frequency at which you would do the following in a typical day:

• Sitting – Continuously
• Standing – Frequently
• Walking – Frequently
• Bending/stooping – Occasionally
• Crawling – Not at all
• Climbing/Walking Stairs – Frequently
• Reaching – Frequently
• Crouching/squatting – Occasionally
• Kneeling – Occasionally
• Balancing – Occasionally
• Repetitive motion – Continuously
• Pivoting – Occasionally
• Pushing/Pulling – Occasionally
• Grasping – Continuously
• Fingering – Continuously
• Talking – Frequently
• Driving – Frequently
• Desk work – Continuously
• Use of a computer – Continuously
• Use of a telephone – Continuously
• Hearing – Continuously
• Exposure – Occasionally
• Travel – Frequently

Additional Information

This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer's discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.

Benefits

• Health, Dental and Vision Benefits
• Accident, Critical Illness, Hospital Indemnity
• FSA & HSA
• Employee Stock Ownership Plan (ESOP)
• Disability Benefits
• 401(k) Retirement Plan
• Life Insurance
• Employee Assistance Program
• Paid Holidays
• Paid Volunteer Time
• Personal Leave time and more!
• Bonuses based on branch and company goals

Equal Opportunity For All

We are an equal opportunity employer. We value the diversity of all employees and will always be an equal opportunity employer.

Drug Free/Smoke Free Workplace

Employment may be contingent on the offered candidate successfully passing one or more of the following pre‑employment screenings:

• Criminal background check (required for all positions)
• Motor Vehicle Record (MVR) check (required for positions involving driving)
• Drug testing

The MVR check and drug testing will be communicated to the offered candidate during the onboarding process and as applicable.