Job Description

Global Industrial

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Key Responsibilities

Strategic Planning

Effective management of multiple sales reps to develop and maintain a tactical account territory sales plan.

• Assist in developing strategic sales plans with sales reps for optimum results, e.g. setting goals and objectives.
• Continuous analysis of sales activities to make suggestions for improvement and identify missed opportunities to assist sales reps in obtaining outlined goals and objectives, e.g. monitor witness calls to insure GEC business practices are being followed.
• Prioritize tasks, utilize your time effectively and efficiently, and take full advantage of available resources.
• Collaborate with the Sales Executives to implement training and incentive programs.
• Assist in the development of strategy and be responsible for implementing and translating that strategy into tangible actions for the team.
• Routine field engagements to evaluate sales competency and assist in securing strategic relationships
• Identify and collaborate with CSM on account positioning and assignments, territory strategy and TTM (Time-Territory Management)

Team development

Establish and maintain a positive team atmosphere.

• Coach, motivate and inspire the team to achieve and exceed sales targets.
• Develop rapport with reps to gain their trust and confidence.
• Develop performance objectives with the sales reps, clearly articulating responsibilities and expectations.
• Encourage staff to suggest ways to improve services. Listen to their ideas and acknowledge their points of view.
• Promote professional development amongst sales reps by encouraging training and other resources to enhance skills.
• Create an atmosphere that allows sales reps to discuss issues and find solutions together

Leadership

Provide strong leadership to staff by creating a positive work environment

• Communicate company vision and overall sales objectives to reps and how they personally contribute to the company’s success.
• Manage employees with a sense of integrity, creativity, fairness and assertiveness.
• Be an available resource to your team to assist in resolving issues finding alternative solutions.

Performance management

Set clear, daily goals that provide team members with actionable core business performance standards & expectations

• Manage individual subordinates’ performance based on agreed set of objective by providing timely performance feedback and coaching as necessary.
• Partner with sales reps to ensure shared accountability on all quality, quantity, and timeliness standards.

Product Knowledge

Understanding of Global Equipment Company’s Industry and products.

• Knowledgeable of GEC’s market strategy, competitive landscape, unique value proposition, how we compete and win in the market, and our financial metrics.
• Keep current with the competitor activities and industry changes that affect product sales information.
• Understand how to improve sales team’s ability to spot emerging customer opportunities.

Competencies and skills

• Minimum 2 to 4 years sales supervisory experience.
• Experience supervising 10+ employees in a Business to Business Sales environment. Field sales/remote sales management preferred.
• Must understand basic math to include calculation of percentages, profit margins, gross profit vs. net income, etc.
• Disciplined self-starter with strong work ethic
• Strong organizational, administrative and time management skills
• Demonstrated success in achieving and exceeding sales goals and quotas.
• Excellent oral/written communication, presentation, negotiation, organizational skills.
• Proficient in Microsoft Excel, Word and Access.

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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