JOB DESCRIPTION

TITLE: Commercial Sales Manager

DEPARTMENT: Corporate

REPORTS TO: Director of Commercial Sales

REVISED: May 15, 2024

POSITION SUMMARY: The Commercial Sales Manager will have direct responsibility to develop, maintain and evolve the processes and systems to enable an efficient and effective commercial sales department. This position reports to the Director of Commercial Sales. They will regularly collaborate with the divisional leadership, staff, and operations crew to ensure all commercial work is completed to COIT’s standards. They will coach, lead, and develop all assigned Business Development Managers on skills and techniques for maximizing revenue growth. They will consult with Director of Commercial Sales regarding financial goals and performance objectives of the commercial sales department. They will evaluate commercial sales opportunities, requests for proposals, and directs and assists in monitoring performance of Business Development Managers.

ESSENTIAL FUNCTIONS:

• Oversees assigned commercial sales department, leading and driving sales team to meet company revenue goals;
• Manages and evaluates performance of Division’s Commercial Business Development Managers;
• Identifies and implements systems and strategies for growing commercial sales in assigned markets;
• Works with individual Business Development Managers to determine sales strategies, tactics and areas for improvement;
• Directs and influences operational team members to ensure all jobs are completed to COIT standards;
• Actively involved in and work with divisional managers to manage capacity;
• Acts as a liaison between Commercial BDMs and the divisional operations team;
• Meets sales forecasts on a weekly, monthly and quarterly basis;
• Ensures BDMs are utilizing HubSpot, are completing proper follow-up procedures, and ensures sales teams are meeting the set objectives;
• Works with Director of Commercial Sales and attends all sales training for personal growth and for assigned sales team’s development;
• Develops and delivers sales proposals and presentations, when appropriate. Oversees the budget for the company’s commercial sales force;
• Networks with potential and current customers and business partners in an effort to promote certain services;
• Holds and/or leads portions of sales meetings to review sales funnel, closing opportunities, and strategies to meet the set objectives;
• Lives and breathes our COIT Core Values, and acts as an advocate for them across the organization:
• We provide exceptional services at our customers’ convenience. We trust and support our loyal and motivated team members. We are dedicated to operating safely and acting as responsible citizens in our communities. --
• We seek to understand our customers’ needs and look for ways to enhance their lives. We continuously train our team members to build relationships, increase their expertise and provide reliable services that exceed what our customers expect.
• We embody honesty, accountability, and quality in everything we do. We interact with customers and team members professionally and with respect. Our goal is to provide the best possible services for a fair price.
• We work together with a positive attitude to achieve our goals. Our powerful teams share responsibility for both mistakes and successes.
• Estimates, monitors and controls costs relating to areas of responsibility;
• Prepares reports, records, and documentation as required or assigned, and keeps management informed of current sales activities, totals, trends and projections;
• Establishes and promotes ethical sales practices;
• Attends local and national trade shows / conferences as necessary;
• Plans national sales exhibits and company-sponsored events and trade shows. Participates in education and training conferences on selling and marketing programs;
• Is a good ambassador of the Company. Presents a professional appearance and demeanor;
• Meets corporate standards for attendance and timeliness; and
• Maintains a driving record within acceptable levels of the COIT insurance program.
• Available to work remotely
• OTHER DUTIES:
• All other duties as assigned.

REQUIREMENTS

· Minimum of five years successful sales experience, preferably in commercial territory

· Minimum of three years proven sales management experience

· Possesses a strong understanding of the marketplace and how current market trends influence sales

· Demonstrated sales ability and ability to develop new sales strategies based upon prior experience

· Is proactive and anticipates potential problems before they can hinder a company’s success

· Ability to tangibly improve the performance of the sales team through coaching, mentoring and experience.

· Maintains a positive attitude and constantly encourages others.

· Has excellent leadership and communications skills, both written and verbal

· Excellent group facilitation / presentation skills

· Four year college degree. Advanced degree preferred.

· Proficient with Microsoft Computer Software· and Acceptable driving record

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This position requires extensive use of the telephone, computer keyboard, monitor and mouse. Also, using various office equipment such as printers and copiers. At times, the position will require extensive sitting, whether that is in an office setting or while traveling to corporate divisions or franchises.

At times the job may be physically demanding, requiring long periods of standing at trade shows or conferences. There may be situations where the position requires lifting and moving boxes of collateral marketing materials, using a hand truck when necessary. It may be necessary to lift and move equipment.

This position description in no way states or implies that these are the only duties to be performed by this employee. The employee will be required to follow any other instructions and to perform any other duties upon the request of the supervisor.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Day shift

Education:

• Bachelor's (Preferred)

Experience:

• Sales Experience: 3 years (Required)
• Business Development: 1 year (Required)
• CRM: 1 year (Required)

License/Certification:

• Driver's License (Required)

Ability to Relocate:

• Houston, TX 77080: Relocate before starting work (Required)

Work Location: In person