Divisional Sales Director - Clickeze

Inpro is a leading manufacturer of architectural building products and has been recognized as a Top Workplace in Milwaukee for 16 years in a row. We are seeking a motivated leader to join our Clickeze Sales Team. 

This position is primarily responsible for leading the company’s business to maximize sales results through specifications gained, bids won and relationships developed with key industry architects, specifiers, and contractors. Qualified individuals will use proficient selling skills, effective time management, strategic plans and the tools that Inpro provides to lead their product line and to maximize sales results for the company.  The successful candidate will manage efforts for the Clickeze sales organization, which include; sales territory managers, inside reps and SBU leaders to maximize sales results.  

Primary Objective:

Ø  Sales Results and Margins- Maximize sales results and contribution margins for the company to reach or exceed the annual sales target by maintaining existing customers and pursuing new business. 

Primary Duties:

Ø  Sales Personnel – Monitor, evaluate, train, coach and inspire sales representatives in a timely and effective manner; effectively address personnel issues as they arise.

Ø  Prior Approvals – Take the necessary steps to ensure that Inpro is specified on projects prior to the bidding stage

Ø  Bid Follow Up – To ensure effective and timely follow-up on projects bid by Sales Representatives to maximize the close ratio.

Ø  Rapport Development – Ensure sufficient rapport is developed with external customers to obtain a high close ratio and secure negotiated projects.

Ø  Pricing – Review all bids and quotes over $10,000 to establish that price level will an award of bid.

Ø  Call Reports - Correctly enter call notes following each call; make sure that the notes contain the information needed to move the sales process forward and to provide an accurate account of the customer’s situation.

Ø  Strategic Sales Planning - Develop focused Strategic Sales Plans for each territory; maintain plans in an on-going basis for each territory addressing current market and competitive conditions; and to execute plan.  Plans should address both business maintenance and growth strategies.

Ø  Market Segments - Coordinate Strategic Plans to ensure that the primary customer types and geographic areas are covered properly and in a timely manner to maximize sales results.

Ø  Growth - Continually pursue growth opportunities while maintaining existing business.  Major opportunities areas include non-buyers, new products, and the hotel/motel market segment.

Ø  Selling Skills - Utilize effective selling skills to maximize close ratio.  Must meet or exceed Level 5 Selling Skills benchmarks at all times.

Ø  Teamwork - Teamwork is the basis of the entire Sales Department.  Each representative will effectively coordinate and communicate on a daily basis activities and information on accounts, competition and pricing with the Field Sales Representatives, Architectural Representatives and fellow sbu members to maximize sales results.

Ø  Record Keeping – Maintain accurate and complete personnel files; Conduct annual reviews in a timely manner; Maintain accurate and complete customer and sales records in CRM, track competitive pricing, specification inclusions, estimating errors, and other activities in territories, and track quote results and close ratios.

Ø  Competitive Information - Monitor all competitive activities in each territory to include competitive atmosphere, pricing, etc., and uses this information when pricing a job to maximize sales results.

Ø  Policies & Procedures - Properly follow all company policies and procedures.

Ø  Training - Participate in company training programs and transfer these skills to the job.

Ø  All other duties as assigned

Key Responsibilities:

Ability to demonstrate the following:

Ø  Positive Attitude

Ø  Professionalism

Ø  Self-Management

Ø  Proactive vs. reactive approach to business

Ø  Teamwork

Ø  Dependability

Ø  Clear and effective verbal and written communication skills

Ø  Proficient use of selling and time management skills

Ø  Good Judgment

Ø  Personal Development

Ø  Business and Product Knowledge

Ø  Knowledge and use of CRM

Ø  Develop, maintain and use strategic plans

Ø  Industry knowledge

Ø  To meet or exceed customer expectations

 Specifications:

Ø  College degree required

Ø  Minimum of three of sales management experience, preferably inside and outside experience

Ø  Minimum of two years experience in bid or quote preparation and pricing

Ø  Knowledge of the construction process

Ø  Demonstrate the ability to work as part of a team

Ø  Strong oral and written communication skills

 Authority:

Ø  Participate in interviews and decision process for hiring of staff.

Ø  Train new hires

Ø  Conduct performance evaluations

Ø  Corrective action including termination

Ø  Direct assignments and schedules of direct reports

Ø  Enforce company policies and procedures

Ø  Establish department policies and procedures

Ø  Prepare department strategic plan

Ø  Prepare department budget recommendations

Ø  Recommend compensation changes within budgetary guidelines, with final approval of HR

Ø  Implement organizational changes

Ø  Negotiate pricing guidelines