Position Summary:

The Sales Manager is responsible for managing and leading Roto Marine Products sales team by establishing sales territories, quotas, goals, and manage current training programs for the sales representatives. Analyze sales statistics to determine sales potential and monitor the preferences of customers.

Essential Job Requirements (include, but are not limited to):

• Create strategies to obtain new customers and market penetration with the assigned markets.
• SAFETY FIRST – Every employee of Cellofoam North America Inc. must demonstrate a strong commitment to following all safety standards, procedures, and practices to ensure a safe working environment for themselves and others.
• Successfully lead, develop, and communicate a common strategic direction; organize, analyze, motivate, recruit, and coach commercial teams to help meet objectives and provide high-quality service.
• Monitor overall performance of each team member in the regions according to company policy and standards.
• Create and monitor 30, 60, 90 day and annual goals for each sales team member.
• Analyze customer analytics and marketing data in making judgments and policies.
• Create market plans, promote, and execute strategies.
• Maintain and expand customer base and monitor overall customer satisfaction.
• Participate in executive meetings, lead and conduct sales meetings.
• Assess employees’ performance and document any violations of company policy.
• Participate in the hiring and selection process for Sales Representatives.
• Business savvy – committed to both top and bottom-line growth with a strong understanding of cost, price, value, and other financial drivers that impact profitability of the overall business.
• Excellent oral and written communication skills combined with strong presentation competencies and ability to communicate value to all levels within a customer’s organization.
• May be required to operate as the lead point of contact for all matters specific to customers within a sales territory.
• Prepare proposals and promise delivery within established limits.
• Work with the sales team on understanding and developing customer relationships as a trusted advisor with key contacts and develop buying influences charts for their specific Customer.
• Manage sales team with preparing proposals, and promise delivery within established limits, build / maintain strong, long-lasting relationships with current and potential new customers.
• A team player with strong interpersonal and team building skills with a proven ability to influence cross-functional teams without authority.
• Understand and use The Sandler Selling Process and Tools.
• Manage and track the teams WIMS, weekly cookbooks, weekly expense reports, weekly call reports, monthly itineraries, monthly summary reports, competitive action information, sales attrition, and market trend information.
• Provide support for marketing and communication programs – Trade Shows, Articles, Web, and Brochures.
• May create and lead teams in developing value added solutions for customers. Provide project management guidelines that support the development process.
• Maintain a positive work atmosphere with a culture of respect for others.
• Protect organization's value by keeping information confidential.
• Perform other incidental and related duties as required and assigned.
• Maintain a working knowledge and be in compliance with corporate standards for business conduct and federal antitrust laws.
• Adhere to Cellofoam North America Inc. company focus areas – safety, financial, customer, and people.
• Keep managers informed at all times of potential issues and concerns.
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Education Requirements:

• Bachelor's degree in Business or other related discipline (equivalent work experience may be considered in lieu of degree)

Core Competencies:

1. Initiative: Identifies problems and acts in light of this identification to address current or future problems. Proactively does things and does not simply think about future actions.
2. Work Habits: Efficiently organizes and executes assignments. Demonstrates self-discipline and reliability.
3. Flexibility / Adaptability: Adapts and works effectively in a variety of situations and with various individuals or groups. Seeks and appreciates opposing perspectives on issues. Adapts approach as the requirements of the situation change. Changes or easily accepts change in organization or job requirements.
4. Works Safely: Strives for an accident-free workplace. Keeps safety at the “heart” of everything done. Treats safety as a personal responsibility and sees oneself as being responsible for the safety of others.
5. Team Work: Contributes meaningfully to work group efforts by offering new ideas for improvement. Demonstrates a cooperative manner in dealing with supervisors and other team members. Does his/her part toward group efforts.
6. Mutual Respect and Support: Works cooperatively with others. Welcomes and takes advantage of opposing ideas and opinions. Is always respectful to others.
7. Ethics, Values and Integrity: Possesses Core Values & Beliefs, is trusted and is perceived as truthful and honest.

Knowledge:

1. Sales and Marketing: Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
2. Customer and Personal Service: Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
3. English Language: Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
4. Administration and Management: Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
5. Education and Training: Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
6. Communications and Media: Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
7. Mathematics: Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
8. Personnel and Human Resources: Knowledge of principles and procedures for personnel recruitment, selection, training, compensation, and benefits.
9. Computers and Electronics: Knowledge of computer hardware and software, including applications.

Skills:

1. Writing: Communicating effectively in writing as appropriate for the needs of the audience.
2. Active Listening: Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
3. Social Perceptiveness: Being aware of others' reactions and understanding why they react as they do.
4. Speaking: Talking to others to convey information effectively.
5. Reading Comprehension: Understanding written sentences and paragraphs in work related documents.
6. Active Learning: Understanding the implications of new information for both current and future problem-solving and decision-making.
7. Negotiation: Bringing others together and trying to reconcile differences.
8. Complex Problem Solving: Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
9. Management of Personnel Resources: Motivating, developing, and directing people as they work, identifying the best people for the job.
10. Instructing: Teaching others how to do something.
11. Mathematics: Using mathematics to solve problems.
12. Reading Comprehension: Understanding written sentences and paragraphs in work related documents.
13. Time Management: Managing one's own time and the time of others.
14. Service Orientation: Actively looking for ways to help people.
15. Coordination: Adjusting actions in relation to others' actions.
16. Critical Thinking: Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
17. Judgment and Decision Making: Considering the relative costs and benefits of potential actions to choose the most appropriate one.
18. Monitoring: Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

Abilities:

1. Persuasion: Persuading others to change their minds or behavior.
2. Oral Comprehension: The ability to listen to and understand information and ideas presented through spoken words and sentences.
3. Oral Expression: The ability to communicate information and ideas in speaking so others will understand.
4. Written Comprehension: The ability to read and understand information and ideas presented in writing.
5. Deductive Reasoning: The ability to apply general rules to specific problems to produce answers that make sense.
6. Speech Clarity: The ability to speak clearly so others can understand you.
7. Speech Recognition: The ability to identify and understand the speech of another person.
8. Written Expression: The ability to communicate information and ideas in writing so others will understand.
9. Fluency of Ideas: The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
10. Inductive Reasoning: The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
11. Problem Sensitivity: The ability to tell when something is wrong or is likely to go wrong.
12. Originality: The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
13. Information Ordering: The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
14. Category Flexibility: The ability to generate or use different sets of rules for combining or grouping things in different ways.
15. Near Vision: The ability to see details at close range (within a few feet of the observer).
16. Mathematical Reasoning: The ability to choose the right mathematical methods or formulas to solve a problem.
17. Number Facility: The ability to add, subtract, multiply, or divide quickly and correctly.
18. Memorization: The ability to remember information such as words, numbers, pictures, and procedures.

Position Requirements and Qualifications

• Minimum of five years of job-related experience

Software Skills Required:

• MS Excel
• MS Teams
• MS Word
• MS Outlook

Other Information:

• Flexibility in working hours to include nights, weekends and holidays as required.

This Position Description is intended as a summary of the job responsibilities for this particular position. Cellofoam North America Inc. (the Company) reserves the right to add, remove, and/or alter job responsibilities in whole or in part with or without notice. This Position Description is not a contract. Every employee’s employment with the Company is voluntary and is subject to termination by the employee or the Company at will, with or without cause, and, with or without notice, at any time. Nothing in this Position Description or Company policies shall be interpreted to be in conflict or to eliminate or modify in any way the employment-at-will status of the Company’s employees.