Sales Manager - Heritage Distribution

Benoist?s sales team consists of Territory Managers, Branch Managers and Inside Sales Reps who seek to build relationships within the HVAC dealer and contractor market and drive profitable sales growth through exceptional customer service.Benoist is a high performance environment that rewards top achievers. The sales manager will provide structure, process and support that will enable Benoist to grow without sacrificing the family-oriented culture that has made the company what it is today: the premier HVAC distributor for residential and commercial customers in the Midwest.JOB RESPONSIBILITIES: Leading the sales team:Create and maintain a healthy, high-performance, pro-sales cultureSet and monitor progress against sales goalsRegularly review results against goals with members of the sales teamBe responsible for the health of the corporate sales pipelineEnsure that the sales team is creating and advancing sales opportunities as necessaryLead regular sales team meetingsMeet regularly with sales reps for coaching, direction and developmentWork alongside (in the field and/or office as appropriate) with team members to observe, coach, and provide feedback, and to meet key personnel at important customersManaging sales talent:Support, encourage, challenge and reward top-producersQuickly identify underperformers, then ?coach up? or ?coach out? as necessaryRecruit and interview potential new hires for sales rolesOverseeing the sales process:Ensure that each rep has a strategic list of target accounts to pursue for new businessEnsure that each rep is armed with the necessary sales weapons and skills:Can tell the Benoist story and articulate the value we deliverCan secure meetings with key contacts at target accountsCan conduct effective consultative/discovery sales callsCan lead a presentation and draft proposals that win dealsEnsure that each rep blocks sufficient time for proactive new business developmentEnsure that each rep is building, recording and managing a healthy pipeline of sales opportunitiesEnsure each rep has key activity metrics defined and monitors activity against those metricsIn addition, the director of sales will also be responsible for resolving account conflicts, distributing leads, training new hires, approving special job pricing, serving as a liaison between sales and marketing, and participating in appropriate corporate meetings as requested by the CEO.QUALIFICATIONSBA or BS degree or equivalentAt least 5 years in a sales or sales management roleStrong relationship and teambuilding skillsEffective written and verbal communication skillsComfortable in a data-driven environment (using KPIs and other metrics to drive performance)Results-orientation; ability to get the job done