Sales Manager - Style Crest Enterprises Inc

Westland Distributing has been a leader in the Manufactured Housing industry for over 50 years. We distribute a full range of mobile home parts and outdoor living products that offer enduring quality, performance and customer satisfaction.

Our associates ensure consistent quality and performance with their skill, attitude and teamwork, allowing us to serve the residential and manufactured housing industry better than anyone. This is a family of over 800 dedicated associates working toward a common goal where the customer is at the center of every decision we make.

Westland Distributing is currently looking for a Sales Manager to join our team. In this role the Sales Manager will oversee and guide the Customer Service Representatives Team and Outside Sales Team, focusing on maintaining and expanding the customer base, driving revenue growth, and ensuring continued sales growth. This role requires strong leadership, excellent communication skills, and a proven track record in sales management.

KEY AREAS OF RESPONSIBILITY:

Leadership and Management:

• Team Leadership:
  • Inspire and motivate the Customer Service Representatives Team and Outside Sales Team to achieve their sales targets and professional development goals.
  • Foster a positive and collaborative team culture that encourages innovation and excellence.
  • Lead weekly sales meetings to discuss progress, address challenges, and share best practices.
• Performance Management:
  • Establish clear, measurable performance goals for each member of the Outside Sales Team.
  • Regularly review performance metrics and provide constructive feedback.
  • Develop and implement performance improvement plans for underperforming team members.
• Training and Development:
  • Identify training needs and organize relevant professional development opportunities.
  • Mentor and coach team members on sales techniques, product knowledge, and industry trends.
  • Create succession plans to ensure the continued growth and development of the sales team.

Sales Strategy and Planning:

• Strategic Planning:
  • Develop comprehensive sales plans that align with company objectives and market conditions.
  • Set quarterly and annual sales targets, ensuring they are challenging yet attainable.
  • Analyze sales data to identify trends, opportunities, and areas for improvement.
• Market Analysis:
  • Conduct market research to understand customer needs, preferences, and buying behaviors.
  • Monitor competitors' activities and develop strategies to maintain a competitive edge.
  • Identify new market segments and develop plans to penetrate them.
• Budget Management:
  • Prepare and manage the sales department budget.
  • Allocate resources effectively to maximize ROI on sales activities.
  • Monitor expenses and ensure the sales team operates within budget constraints.

Sales Performance:

• Performance Monitoring:
  • Track sales activities and performance metrics using CRM tools and other software.
  • Generate detailed sales reports for senior management, highlighting key achievements and areas of concern.
  • Implement and oversee incentive programs to motivate the sales team.
• Gap Analysis:
  • Identify performance gaps and develop action plans to address them.
  • Conduct root cause analysis for underperformance and implement corrective measures.
  • Foster a culture of continuous improvement by encouraging feedback and innovation.
• Forecasting:
  • Prepare accurate sales forecasts based on market analysis, historical data, and sales team input.
  • Adjust sales strategies and targets as needed based on changing market conditions.
  • Ensure forecasts align with overall company goals and objectives.

Customer Relationship Management:

• Relationship Building:
  • Develop and maintain strong relationships with key clients, ensuring their needs are met and expectations exceeded.
  • Regularly engage with top customers to gather feedback and identify opportunities for improvement.
  • Represent the company in high-level negotiations and contract discussions.
• Customer Service Oversight:
  • Ensure the sales team provides exceptional customer service and resolves issues promptly.
  • Monitor customer satisfaction levels and implement strategies to improve them.
  • Handle escalated customer complaints and ensure satisfactory resolutions.
• Loyalty and Retention:
  • Develop loyalty programs and initiatives to retain key customers.
  • Analyze customer feedback and satisfaction surveys to inform service improvements.
  • Implement strategies to increase customer retention and reduce churn.

Territory and Sales Management:

• Territory Coverage:
  1. Cover a designated sales territory, actively engaging with potential and existing customers to drive sales growth.
  2. Develop and implement territory-specific sales strategies that align with overall company objectives.
  3. Conduct regular visits to clients and prospects within the territory to build and maintain strong relationships.
  4. Identify and pursue new business opportunities within the territory to expand the customer base.
  5. Monitor and analyze territory performance metrics, adjusting strategies as needed to achieve sales targets.

Collaboration and Communication:

• Interdepartmental Collaboration:
  • Work closely with the marketing team to develop campaigns that support sales objectives.
  • Collaborate with the production and logistics teams to ensure product availability and timely delivery.
  • Partner with the finance department to ensure accurate pricing, billing, and financial reporting.
• Communication:
  • Clearly communicate sales goals, strategies, and performance updates to senior management.
  • Provide regular updates to the sales team on company news, product developments, and industry trends.
  • Represent the sales department in cross-functional meetings and initiatives.
• Industry Representation:
  • Attend industry events, trade shows, and conferences to represent the company and network with potential clients.
  • Stay informed about industry developments and share relevant insights with the sales team.
  • Develop and maintain a positive public image for the company through professional conduct and communication.

REQUIRED KNOWLEDGE, SKILLS & ABILITIES:

• Minimum of 5 years of sales management experience, preferably in the Building Products Industry.
• Bachelor’s Degree is preferred in a business-related field and/or equivalent work experience.
• In-depth understanding of sales processes, strategies, and techniques. Knowledge of market research methods and competitive analysis. Familiarity with CRM systems and sales performance tracking tools.
• Knowledge of product specifications, applications, and industry standards.
• Strong grasp of financial principles, including budgeting, forecasting, and ROI analysis. Understanding of business operations and the interdependencies between different departments.
• Proven ability to lead, motivate, and develop a high-performing sales team. Strong mentoring and coaching skills to foster team growth and performance. Excellent decision-making and problem-solving skills.
• Superior verbal and written communication skills for effective interaction with team members, clients, and senior management.
• Strong presentation skills for sales pitches and internal reporting. Ability to negotiate and close deals effectively.
• Strong analytical skills to interpret sales data and market trends. Ability to develop and implement strategic sales plans based on data-driven insights. Proficiency in using analytical tools and software.
• Exceptional customer service skills to maintain and grow client relationships. Ability to resolve conflicts and handle escalated customer issues professionally. Strong interpersonal skills for building and maintaining client rapport.
• Excellent organizational and time management skills. Ability to manage multiple projects and priorities simultaneously. Detail-oriented with a focus on accuracy and quality.
• Ability to think strategically and develop long-term sales plans. Capacity to foresee market changes and adapt strategies accordingly. Visionary mindset to drive innovation and continuous improvement.
• Ability to adapt to changing market conditions and company priorities. Resilience in handling setbacks and ability to maintain a positive outlook. Flexibility to travel as required and attend industry events.
• Ability to work collaboratively with other departments to achieve company goals.
• Strong team player who can foster a cooperative work environment. Ability to communicate and collaborate effectively with a diverse range of stakeholders.
• Proficiency in using CRM software, Microsoft Office Suite (Word, Excel, PowerPoint), and other relevant sales tools. Ability to learn and adapt to new software and technologies quickly. Familiarity with digital marketing tools and strategies.
• Strong drive to achieve and exceed sales targets. Ability to work under pressure and meet deadlines. Commitment to delivering high-quality results consistently.

To learn more about our company please visit us at: https://westlanddistributing.com/