SALES MANAGER - ELECTRIC & GAS UTILITIES CHANNEL

Dival Safety Equipment; Springfield (MA); On-site; USD 90,000 - 125,000; Full time

Benefits offered by this job

Medical benefits

401K

Paid time off

Company provided life insurance policy

Job summary

DiVal Safety Equipment is seeking a Sales Manager for the Electric & Gas Utilities Channel in Springfield, MA. Initially, you will function as a Player/Coach in a vacant territory, achieving weekly in-person appointments and handling CRM activities.

After 6–12 months, you’ll lead a team of Sales Representatives across NY and New England to drive growth. You will report to the Utility Channel Sales Director and be responsible for growing relationships with key accounts, planning growth

Qualifications

• Experience in consultative selling and marketing-based prospecting.
• Ability to read sales reports and analyze territory performance.
• Minimum of 2 years as a Sales Manager; strong organizational skills.

Responsibilities

• Achieve annual growth within the assigned territory.
• Spend 50% of time with customers and prospects in territory.
• Uncover new sales opportunities and drive new business.
• Manage CRM data including quotes, orders and opportunities.
• Plan sales calls with objectives and high-value questions.
• Hold regular meetings with sales reps to coach and plan.
• Develop value-driven products for customers and key accounts.
• Travel within territory to meet customers in person.

Skills

Consultative selling

Marketing principles

Prospecting

Networking

Negotiations

CRM

Team leadership

Tools

CRM

Job description

SALES MANAGER - ELECTRIC & GAS UTILITIES CHANNEL

Dival Safety Equipment Springfield, Massachusetts, United States

About this position

Sales Manager - Electric & Gas Utilities Channel

An opportunity to join an industry leader experiencing explosive growth and opportunities. DiVal Safety has been recognized as The Best Place to Work in WNY for over 15 years.

DiVal Safety Equipment, a leader in the Fire, EMS and industrial safety equipment distribution business, is looking for a self-motivated individual that works well as part of a team to grow our Utility division reporting directly to the Utility Channel Sales Director. In this position you will be responsible for serving and growing business and relationships with established customers. Also, you will be responsible for growing your channel within your region in new accounts, sales, services and profit.

About DiVal Safety

DiVal Safety is a premier B2B distributor on safety equipment, industrial and contractor tools and supplies, maintenance repair, and operating (MRO) products. In addition to the wide range of products we carry, we also test, service and repair many of the products we supply. We are a values-based company with a “Whatever it takes” attitude that relies on professional relationship sales and a proven results-oriented approach that was established in 1977.

Join the DiVal Safety Equipment team as a member of our fast-paced, well trained and dynamic team. The position comes with a base salary plus commission, expenses and car allowance.

Job Description:

This role will begin as a “Player/Coach” model. To allow time to fully understand and learn the business, the Manager will spend the first 6-12 months acting as a Sales Representative in an established vacant territory. This will include achieving a minimum of 12 in person appointments per week within that territory, handling incoming requests from customers, planning and achieving sales growth within that territory, and all day-to-day sales representative activities (generating quotes, monitoring open orders, managing all data in CRM).

After the “Player/Coach” Model period ends, the Manager will transition to actively managing a team of Sales Representatives in New York and New England. The Manager will be required to regularly schedule time to meet with customers in each Sales Representative’s territory, hold regular 1-1 planning sessions with the Sales Reps on the team, and most importantly, drive growth within their overall territory.

Duties and Responsibilities:

• To achieve annual required growth within territory
• 50% of your time in front of the customers and prospects in your territory
• To continually uncover new sales opportunities and create new business opportunities
• Manage and hit supportive metrics (calls, appts, opportunities and quotes) in CRM
• To plan sales calls via call objectives and high-value questions
• Regular meetings with specialists in your territories to help improve the customer experience and meet all potential needs.
• Identify new value-driven products for your customers
• Work with the corporate accounts division to create relationships with key accounts at the highest levels
• Focus on the horizontal growth and lost business within accounts
• Regular travel within territory to ensure that all customers are met with in person on set cadence
• Hold team of Sales Representatives accountable to the required metrics
• Plan growth strategies for territory to achieve yearly growth goals
• Provide professional & skill development of teammates through mentoring and coaching
• Develop & enhance relationships with customers including C suite level within accounts

Professional Skills and Requirements:

• Demonstrates mastery of skills in the areas of consultative selling, marketing principles, prospecting, networking and negotiations.
• Live by the DiVal Core Values
• Ability to read, analyze, and interpret basic sales reports
• Have a firm understanding of the competitive situation within your accounts, and within your territory
• Well-versed in basic math
• A minimum of 2 years experience as a Sales Manager is required
• Excellent organizational skills and project management skills
• Ability to acquire a functional knowledge of a variety of computer programs
• Valid driver’s license and acceptable vehicle record
• Abide by the dress code of DiVal
• Meet travel requirements- Regional travel average of 8-10 overnights/month, with an additional 10-15 overnights of corporate travel/ year.

Physical Demands:

• Must be able to lift and carry up to 50 pounds when required
• Ability to withstand long periods of time working on a computer
• Must be able to drive long distances on a regular basis
• Base salary plus commission
• Comprehensive sales training and onboarding process
• Medical benefits
• Other voluntary benefits (STD, LTD, Accident, Critical illness, Life insurance)
• Company provided life insurance policy
• 401K
• Paid time off