Sales Manager II

Sales & Marketing and Communications

BASIC FUNCTION (Primary Purpose):

To direct, manage, and significantly influence the sale of products within a designated market area with a focus on effective management of a sales team to meet overall sales goals and business strategy. Responsibilities include expansion into new markets and new customer bases and retention of current customer market share. These responsibilities include planning for both Company and customer considerations.

Primary Duties & Responsibilities:

1. Maintain prices consistent with established sales strategy and market conditions that will support company’s profitability objectives

2. Prepare a shipping and pricing forecast for each product category at the beginning of each month to extend for the next year. The tonnage portion of this forecast to be based on individual customer forecasts with adjustments as deemed appropriate.

3. Attainment of forecast sales volume and price strategie for the region and the Company, including specific strong goals.

4. Organize, develop and maintain an effective sales force and holding them accountable to their goals including territory sales measures. This will include coaching, training and development that will improve overall job performance as well as personnel development.

5. Maintain close personal contact with as many significant current and potential accounts. Ensure customer service and satisfaction is priority.

6. Maintain an in-depth awareness of competitive conditions and recommend pricing and sales strategies which will most effectively counter competitor’s actions.

7. Develop and submit an annual budget for the assigned territories in coordination with Director. Maintain cost objectives in accordance with the budget.

8. Active participation in trade associations.

9. Responsible for customer and product portfolio optimization ensuring a good balance between large and small volume accounts. This includes proper management of exisiting customers and a focus on new customer growth.

10. Sales Manager II will manage a team and no longer have direct territory/quota responsibility but will have accountability for the overall success of the team.

Scope (brief description):

Revenue – $250M - $1B (varies by product line, customers, and fluctuations in the marketplace that impact price per ton)

Breadth of knowledge – understand customers needs, full product knowledge, effective customer management (i.e., maintain current market share as well as expansion of current customer business), securing new customers and extending market share,

Territory Responsibility Tons # of customers # of Reps

No Generally 750k+ minimum (minimum 600k or more) Over 200 3 or more

Supervisory Responsibilities & Reporting Structure:

• Supervises who (level and number): 3 or more Sales Representatives
• Reports to: Director Sales I or II

Qualifications and Educational requirement(s):

Four year degree with; 10 years of experience in Sales with progressively increasing responsibilities in size and complexity of product, territory and/or customer base; consistent history of hitting or exceeding sales quotas and goals; prior experience in leading a team preferred but not required

In lieu of a 4 year degree 11-15 years of experience is acceptable, experience in Sales with progressively increasing responsibilities in size and complexity of product, territory and/or customer base; consistent history of hitting or exceeding sales quotas and goals; prior experience in leading a team preferred but not required

Skills include: Meeting Sales Goals, Negotiation, Selling to Customer Needs, Motivation for Sales, Sales Planning, Building Relationships, Coaching and Mentoring, Managing Processes, Market Knowledge, Developing Budgets, Staffing, Ability to manage competing resources or requests, Prioritization

Metrics for Success:

1. Revenue

2. New account generation

3. Organic growth (upsell with current customers)

4. Forecast Accurac