Upstone Materials ┃ Sales Manager Plattsburgh, NY 1

Compensation

$113,000-$140,000 Plus Benefits including 401k, Health, Dental, and Vision. Plus company vehicle with gas card. Relocation assistance is offered for individuals requiring relocation.

Job Summary

The Sales Manager manages and implements plans to successfully achieve sales of the company's products and services opportunities within the road construction business market segment. These activities ensures the consistent, profitable growth in sales revenues and that sales objectives of the road construction market segment are achieved by the sales team to improve short and long-term sales and earnings growth.

Main Responsibilities

• Identifies builds and develops new client business within the road construction market by pursuing business opportunities with strategic targets, key clients and cultivating relationships with existing clients.
• Performs sales activities on major accounts.
• Manages an assigned geographic sales area to maximize sales revenues and meet corporate objectives
• Identifies and evaluates new markets and partnership opportunities through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.
• Demonstrates positively the company's mission, vision, value statements, reputation, code of ethics, standards, policies and procedures internally and throughout the marketplace.
• Develops sales strategies to improve market share in all product lines
• Interprets short and long term effectiveness of sales strategies on operating profit growth.
• Mentors sales team regarding establishing contact and rapport with top decision makers.
• Establishes programs/seminars for the sales team regarding new account sales and growth, sales of emerging markets, multi-product sales, profitability, presentation strategies, use of sales support, management of expenses and business/financial issues on contracts.

Main Responsibilities Continued

• Oversees all aspects of the sales process within the road construction business market, including development of opportunity-specific sales strategy through the entire sales process until the final close of the construction project.
• Coordinates sales team resources to maintain efficient and improving sales results.
• Forecasts and communicates annual, quarterly and monthly revenue streams.
• Formulates all sales policies, practices and procedures
• Provides expertise and direction for the day to day management of bid packages in the development pipeline.
• Provides client specific opportunity assessment, market evaluation, market research, financial evaluation, and other marketing needs required throughout the proposal preparation and delivery process
• Incorporates customer needs and input/feedback from both internal and external groups.
• Reviews sales activities on major accounts and negotiates sales price and discounts in coordination with field operational teams.
• Partners in conjunction with the marketing team to create effective marketing strategies to win in the marketplace, including market segmentation, value proposition development, technology positioning, pricing strategy, branding strategy, channel strategy and communications strategy development.

Education and Qualifications

• Bachelor’s degree in Business, Marketing, Economics or related discipline required.
• Minimum of seven years substantial and broad business experience in Business Development, Sales Management and/or Account Management with at least 3-5 years demonstrated success in selling and developing new business with revenues ranging from $5 million to over $100 million.
• Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primary decision makers).
• Engaging and highly effective interpersonal, communication and presentation skills that cultivate and grow lasting business relationships both internally and externally.
• Highly collaborative leadership style with the ability to respond quickly and effectively to ever-changing situations
• Must possess the ability to coach, mentor and lead a diverse staff to deliver best in class services to our clients
• Exhibit strong business acumen, skills and maturity and the ability to work effectively with others.
• Highly developed organizational and planning skills, time management skills and written/oral communications skills.
• Experience building strategic marketing programs/concepts, and selling the strategic programs to local, state and federal road preservation officials.