District Sales Manager - NJ

I MAJOR PURPOSE Directs the sales, marketing and operational activities for a team of Account Relationship Managers. Grow sales revenue of assigned Inside Account Manager team(s) through development of target account packages, expansion of product category sales, and customer penetration.
II MAJOR RESPONSIBILITIES


Business Leadership
Collaborate with Sales and Operations teams to ensure alignment of overall business and financial objectives.
Ensure customer satisfaction by developing knowledgeable Account Relationship Managers, who are proactive, responsive, and are able to provide seamless service for their individual customer needs.
Partner with Sales Leadership to identify and remove barriers to the success of the Inside Sales Function.
Optimize organizational effectiveness through alignment of business strategy to Inside Sales function, teams and individuals. Ensures collaboration and synergy within Inside Sales Function.


Sales Leadership
Responsible for sales growth for assigned Inside Sales Team including market penetration, new opportunity development, customer relations and retention.
Develop overall growth strategy for Inside Sales team as well as for individual Account Relationship Managers by (incremental revenue, gross profit, annual revenue growth percentage).
Maximize gross profit opportunities within the Customer Segment and Inside Sales account packages.
Partner with Marketing organization to develop and implement Inside Sales marketing programs and initiatives.
Make recommendations for moving customers in / out of Account Relationship Manager packages.


Human Resources
Selection – determine resource needs, profiles and skills. Work with Assigned HR/Staffing Representative to secure appropriate approvals. Participate in the development of sourcing/recruiting strategies, processes, and actual selection of applicants.
Performance Management – Using the Performance Excellence tools, develop goals and measure individual and team performance. Provide formal and informal feedback and coaching to assigned team members to maximize performance.
Development – Ensure Account Relationship Managers have the tools, knowledge and experience needed to grow their individual capabilities. Leverage Talent Management process to identify and develop high potential ARMs into our next generation of Leaders.
Salary Administration – ensure alignment of rewards and recognition to performance, Market Reference Ranges, internal equity, and payroll budget.


Bachelor's Degree or equivalent experience
Minimum of five to seven years of sales experience (inside and / or outside).
Minimum of two years of management experience. Able to motivate, inspire, and achieve results through others. Coach, counsel, and develop employees.
Selling Skills/Process – possess demonstrated success in the sales life-cycle: prospecting, buying behaviors, negotiation, overcoming objections, and closing the deal.
Sales Planning – experience with account planning, customer development and retention strategies, pipeline management, and selling capabilities.
Analytical Skills – Ability to understand, apply and synthesize complex data/information regarding customers and account packages.
Problem Solving Skills – Demonstrated experience in problem identification and resolution for customers as well as employees.
Financial Analysis – Experience in planning, budgeting, forecasting, and reporting for area of responsibility.
Technical Proficiency – Has working knowledge of voicemail, email, excel, word, internet and web browsers. Experience with CRM and telephone systems is preferred.
Communication – Demonstrated ability to articulate complex messages that are tailored to the audience.
Change Management – Demonstrated leadership in managing change within a sales environment




Grainger is a Fortune 500 company and the leading broad line supplier of facilities maintenance products serving businesses and institutions throughout North America with sales of over $5 billion. Through its network of nearly 600 branches, large distribution network and multiple Web sites, Grainger helps customers save time and money by providing them with the right products to keep their facilities running.

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