Overall responsibility for the sales and sales support performance, contribution and gross and net profit for assigned groups and programs. Responsible for the management, implementation and growth of Sales and Corporate initiatives. Lead and manage the implementation of product and solution marketing initiatives and activities; provide optimum sales and profit results within assigned functions and departments. Participate in the Business Unit(s) Management Team; provide leadership with the development, communication, and implementation of overall company vision, values, goals and initiatives.
Develop, plan, manage, and integrate the inside sales, sales support and operations support functions and implementation activities associated with the execution of the local strategic sales plan and programs, within one or more Branch Offices. In collaboration and partnership with Sales Management, this position has overall responsibility and accountability for driving profitable sales growth, customer service and customer retention.
Participate in the evaluation and enhancement of processes, procedures, systems and programs that positively impact profitability, customer and employee satisfaction and retention. Recommend, design and/or assist with the implementation of changes that foster an environment of continuous improvement increased effectiveness, profitability and increased customer and employee satisfaction.
Independently execute inside/telephone sales, marketing and customer order support efforts for specific Horizon products and/or services within an assigned customer group or geography with the objective of increased sales, gross and net profit and a high level of customer service and support.
Responsible and accountable for branch(s) expense budget, effective resource and facility planning and asset utilization in support of continuous sales growth. Manage and guide direct reports to positively affect program and sales plan implementation, monitor results and sales process utilization. Coordinate, facilitate, monitor results with customer and internal partner relationships that support and positively affect Horizon’s objectives.
Directly responsible for the development, leadership and implementation of strategies and plans that maximize internal and external customer support, product sales, sales profit, post-sales delivery, customer support and satisfaction and effective customer problem solving. Overall responsibility for the establishment, communication, implementation and leadership of programs and policies that support and enhance the sales activities of the branch(s).
Establish and maintain customer and vendor relationships that ensure proactive problem resolution and achieve an equal or preferred status over our competitors. Position the branch supervisor position as a primary relationship and resource for customers and vendors.
Establish and maintain a partnership with Sales Management, Outside Sales Staff and Specialists that positively impact sales opportunities, customer needs and problem resolution, market penetration and long and short term results.
Within areas of responsibility, lead and participate in the evaluation of processes, procedures, systems and programs that impact customer and employee satisfaction and retention. Recommend, design and/or assist with the implementation of changes that foster an environment of continuous improvement, increased effectiveness and increased customer satisfaction.
Monitor, prioritize and assign workflow; continuously review processes, procedures and practices within areas of responsibility; proactively develop/improve processes and systems to improve productivity and customer support.
Understand, communicate and lead the execution of existing supplier programs and vendor rebate programs; provide feedback and assist with the creation and/or renewal of new programs.
Responsible for development of staffing plans, recruitment, training, evaluation and development of Horizon assigned staff with the objective of efficient utilization and continuous employee growth.
Responsible for staffing needs identification/clarification, hiring, training, evaluation and development of staff. Administer on-going performance assessment, goal development, continuous coaching process and compensation administration for staff within assigned groups. Responsible for identification of performance improvement needs and administration of improvement coaching and/or corrective action processes.
Assess staff/department needs, identify and provide/coordinate product, skills and mutually beneficial personal development training for staff; assess training effectiveness and provide supplemental coaching.
Manage customer relationships directly with product specification and selection, establish and negotiate customer pricing and product availability. Determine appropriate product delivery method based on customer needs, cost effective delivery, and product margin.
Process product sales in Horizon business system including customer billing, packaging, delivery and follow-up. Locate, negotiate price/delivery and purchase non-stock products to fulfill customer needs. Identify customer needs; develop and sell solutions that maximize Horizon product offerings, services and technical support services.
Establish and maintain customer relationships via telephone and indirectly via outside sales personnel and technical support; communicate and collaborate with outside sales and technical customer team to ensure customer needs and opportunities are followed up. Establish and maintain relationships, both in person and via telephone, with vendors. Negotiate Horizon pricing, special pricing and delivery; assist in the development of and participate in special vendor sales incentive programs to increase and develop Horizon sales.
Inspire Horizon’s culture and unity of purpose and direction within the branch toward the fulfillment of Horizon’s overall mission, objectives and goals.
Requires a degree in Business Administration, Business Management, or related field plus a minimum of 1 years of experience or equivalent combination of education and experience. Previous experience and responsibility for budgeting, profit and loss and product or technical solutions sales required; previous experience within a distributor preferred. Previous experience with a Sales Business System and/or Customer Relationships Management System and strong customer problem solving required. Knowledge of features, benefits and use/application of broad range of Horizon products, knowledge and/or experience in the direct customer selling process and techniques; including the ability to close sales required. Ability to determine and negotiate product cost.
Ability to positively and proactively handle customer concerns and prioritize multiple tasks in a fast-paced environment. Ability to quickly learn new products, procedures and processes. Strong organizational and follow-through skills. Excellent communication and interpersonal skills. High level of ownership, accountability and initiative.
Strong organization, communication, planning skills required. Proven track record as an effective leader required; experience with individual and team management, coaching and development, problem solving and change management skills preferred. Experience, education and/or training in negotiation, presentation and influencing skills. Ability to quickly analyze data, potential outcomes and results and make judgements that benefit all constituents required. Ability to develop positive plans of action toward clear, concise, objectives that have results in increased sales and/or customer service preferred.
Ability to build strong internal and external customer relationships, effectively team and produce results with a variety of people with multiple priorities; previous track record of work style and communication flexibility, stress tolerance and determination to create and negotiate win/win solutions within diverse teams. Experience with the direct customer selling process and with techniques; including the ability to close sales; ability to determine and negotiate product pricing, establish margins and delivery methods, required.
Ability to clearly set subordinate’s expectations, coach, train and develop a diverse staff, establish performance measures and communicate performance expectations and results preferred; proven track record in teambuilding, hiring, training evaluating and developing subordinates preferred.