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Dancker

JOB DESCRIPTION

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Mar 18, 2023

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SALES MANAGER

The Sales Manager functions as both an individual sales representative and a leader and communicator responsible for the development and performance of assigned Account Executives, focusing on their results in order to exceed sales volume and profit goals. Develops and monitors forecasts and budgets for all areas of responsibility. Develops new business through prospecting, networking, cold calling and servicing existing accounts. Meets and often exceeds sales volume and profit goals for personal performance and the performance of assigned sales team members.  
 
JOB RESPONSIBILITIES  
New Business Development 

• Identifies prospects and potential customers through referrals, networking, associations, web sites, etc.  
• Researches and investigates all prospects’ product, industry, structure, and potential as future client in order to qualify lead and develop an effective call or first contact strategy and sales plan  
• Executes call or first contact strategy and establishes rapport or follow-up with prospects; schedules consultative meetings and presentations to obtain future business  
• Develop, administer and adjust content of sales presentations in accordance with prepared sales plan  
• Prepare quotations and RFPs for the client’s review:  
• Develop and enter a budget, create pricing, determine profit margin, and align internal resources (project management, design, account management, and other dancker services) for execution of sale. Outlining product specifications, customer pricing, delivery and installation timeframes, as well as the team’s and company’s capabilities by identifying the customers’ needs, budgets and timeframes.  
• Comply with dancker’s Finance policies and procedures by obtaining credit information, providing the customer with our credit application and following up with the client to ensure application is completed accurately and returned; review dancker’s terms and conditions with the customer and receives authorizing signature. Secures the customers’ deposit and reviews the customers’ purchase orders and purchasing policies to remove any payment obstacle(s).  
• Collect delinquent funds by serving as a liaison between the customer and Credit and Collections to resolve price discrepancies, damage and authorization issues. Resolve credit holds by communicating the clients’ needs regarding payment and financing with Credit and Collections 

• Maintain professional and technical knowledge by attending company and vendor sponsored educational and product workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.  

• Monitor competition by gathering current marketplace information on pricing, products, new products and delivery schedules. Recommend to Sales Leadership improvements in products, services, and methods by evaluating results and competitive developments.  

 
Management 
• Provide strong leadership, communication and direction to assigned Account Executives, in order to develop their maximum potential. Train Account Executives on how to establish new accounts by prospecting, networking and cold-calling existing or potential clients.  
• Engage assigned Account Executives on a day-to-day basis through leadership; communication, motivation, listening and coaching to ensure Account Executives exceed their stated goals and objectives. Constantly assess Account Executives behavior, motivation and drive.  
• Schedule and lead team sales meetings. Review team sales quotes based on authorization guidelines. Approve pricing, margin, and adherence to company policies.  
• Responsible for the recruitment, selection, development and retention of all assigned Account Executives.  
• Responsible for the creation of Account Executives development plans, training objectives and career growth.  
• Oversee and direct assigned Account Executives compensation, performance reviews, and disciplinary actions.  
• Align Account Executives and customers to properly create and execute sales strategies and nurture key relationships. Assess and routinely reassess the needs of each major account/client and match with the appropriate profile of Account Executive. Create and maintain relationships with key contacts at major accounts. Coach and develop Account Executives on obtaining new product orders by servicing existing accounts through continuous needs analysis and follow-up.  
• Supervise Account Executives’ delivery of sales presentations and bid responses.  
• Ensure clients’ needs are met in a timely manner and that team members comply with dancker’s policy and procedures by regularly reviewing order management reports, i.e., backlog, po’s not acknowledged, orders awaiting action, goods expected not received, goods received not delivered.  
• Ensure sales representatives comply with Credit and Collections’ policy and procedures and serve as a liaison between Customer and Credit and Collections to resolve any and all issues.  
• Ensures dancker’s corporate values are consistent and transparent in the sales process. 
 
QUALIFICATIONS
• Minimum of a bachelor’s degree in Business or Sales/Marketing is preferred.  
• Three+ years sales experience with measurable success, preferably with business-to-business exposure.  
• Two+ years managerial experience in a sales environment  
• Microsoft Windows including Word, Excel, PowerPoint (zoho a plus)  
• Experience utilizing CRM software  
• Highly disciplined and consistent in the enforcement of sales and operational guidelines and procedures; thorough knowledge of business cycle and budget management.  
• Self-directed; takes initiative; resourceful; good problem-solving ability and follow through  
• Proven leadership and management ability, demonstrating innovation, flexibility and best-in-class attributes  
• Motivational expertise, acts to inspire employees, consistently displays initiative  
• Manufacturer or furniture dealership experience preferred  
 
dancker offers an excellent benefit package including: Medical, Dental, Vision, Life, LTD, Health Advocate Services, Flexible Spending Accounts, a 401(K) with a company match, Employee Profit Sharing plan, an Employee Assistance Program, flexible work arrangements and corporate discount programs. Additionally, we offer continuous training and development for our employees, a reward and recognition program, a positive teaming atmosphere, and career advancement. Employees also participate in a variety of community initiatives. dancker is an Equal Opportunity Employer and encourages minority and female applicants to apply. 

 

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