Overview

The Sales Manager is responsible for leading Shepley’s sales team by providing guidance, training and mentorship, creating sales plans, setting sales goals, and maintaining accountability. This position oversees daily sales, services, and special projects. The Sales Manager demonstrates a superior level of leadership and collaborates with the Senior Leadership team to help achieve organizational goals.

Position Responsibilities:

Responsibilities include the following, but are not limited to:

Sales Goals & Strategy (40%)

• Provide vision and strategy around sales and business development.
• Create sales plans and budgets in collaboration with senior leadership.
• Be able to forecast both current business and projected business in the pipeline.
• Track and analyze data needed to establish goals and forecast effectively.
• Anticipate sales trends and respond accordingly.
• Provide regular updates regarding sales progress, building permit analysis as to won/lost, business improvement plans for existing customer base, and prospect lists.
• Identify sales goals for the department and individual sales teams.
• Work closely with marketing to create an effective marketing strategy.
• Identify ways to optimize the Shepley brand and use marketing efforts to better support sales goals and initiatives.
• Develop strong relationships with our customer base.
• Be familiar with our customers’ work and our market.
• Be in tune with new customers, new projects, and new opportunities for business.
• Ensure a high level of customer service and satisfaction. Guarantee that all sales employees are taught, understand, and practice the company’s service philosophy.
• Establish job-pricing levels with Credit Manager and salespeople.
• Know our competitors and identify opportunities to differentiate Shepley in the market.
• Build partnerships with vendors in collaboration with the Purchasing team.
• Work with Purchasing to analyze new product potential and to track sales/profitability of existing inventory items.
• Coordinate with Buyers and senior leadership to continually update pricing of products.
• Create a foundational sales process and develop best practices to support that process.
• Identify new tools, resources, and technology to best support staff and desired workflows.
• Maintain familiarity with building codes and developments in our industry.

Leadership & Development of Sales Staff (40%)

• Lead and inspire a team of salespeople who are knowledgeable, professional, and enthusiastic.
• Establish relationships with salespeople by keeping them informed and by listening to their needs.
• Support salespeople in meeting goals and gaining business.
• Be familiar with accounts and projects. Be able to jump in and help with accounts as needed.
• Go on site visits and presentations with salespeople to provide advice and support the customer relationship.
• Review competitor’s pricing and strategies with salespeople and coach them on strategy and tactics to contend effectively in the market.
• Identify training and development needs for sales employees. Create career enhancement and advancement opportunities.
• Participate in the recruitment and onboarding of salespeople.
• Supervise all department employees and conduct performance reviews in support of company culture.
• Provide administrative oversight of all department employees, manage coverage schedules, and ensure the department stays within the annual budget. Ensure that all department employees follow company policies and procedures.

Organizational Leadership (20%)

• Support a company culture of collaboration, innovation, and recognition.
• Act as an ambassador of Shepley in the community and represent the organization at industry events.
• Be part of a collaborative senior management team.
• Identify and achieve company goals.
• Work in concert with senior leadership to set standards for trust and Level 5 leadership.
• Be collaborative with the other department leaders to identify opportunities for improvement and guide the organization in the right direction.
• Encourage growth and development of all Shepley employees.

Qualifications:

Leadership:

• “Level 5 Leadership” – a combination of personal humility and ambition that allows you to put the organization and others first.
• Demonstrate genuine caring and empathy.
• Build loyalty by showing a service above self (Servant as Leader) approach.
• Show humility and honesty. Take responsibility. Model the leadership skills we ask of others.
• Have the emotional agility to fully listen, to stay open, and to push credit out to others.
• Establish genuine trust and confidence with your teams.
• Must support everyone’s participation in vision, leadership and problem solving.

Other:

• 5 – 8 years’ experience in sales leadership and people management – preferably in the building supply industry but not required.
• Demonstrated leadership skills.
• Excellent interpersonal and communication skills (both written and verbal).
• Knowledge of point-of-sale systems and comfort with technology.
• Strong business aptitude and basic business accounting.
• Excellent problem-solving skills and strategic thinking.
• Familiarity with building material’s product and lumber and construction preferred.
• High school diploma or equivalent.
• Valid driver’s license.