McWane

Sales Manager - West Region

Job Locations US-TN-Franklin
Category
Sales
Position Type
Regular Full-Time
Company
Manchester Tank

Overview

Manchester Tank is seeking a Sales Manager to manage all its propane cylinder and select refrigerant sales in the Western US, which includes several states.  This role will be responsible for revenue generation through new customer acquisitions and existing customer expansions.  S/he will contribute to the creation and execution of a strategic, highly predictable sales strategy in the territory. 

 

Ideal location for this role is a candidate that currently resides in Colorado or Arizona.

Responsibilities

  1. Sales Planning & Account Management:

 

  1. Develop and execute annual Key Account Plans (KAP) to drive the growth of assigned strategic accounts. This will at minimum include:
  • Mapping customer relationships and developing corresponding plans to strengthen and defend key relationships;
  • Review of existing and future product portfolio offering for opportunities to remove costs (VA/VE), add value, and simplify MTE’s offering;
  • Map future opportunities at targeted accounts with detailed plans to secure;

 Active account management to include at minimum:

  • Develop and maintain strong strategic relationships all levels of assigned accounts, including C-level, supply chain, product management operations and procurement;
  • Frequent communications adding value to the customer by providing product, application, sales and market expertise through business reviews, product training, strategic partnership meetings, and price administration.

 Sales Reporting:

 Forecasting: Update sales forecast for all designated accounts on a monthly basis;

  • S&OP: Participate in the company’s monthly Sales and Operations Planning processes to forecast future sales by product line;
  • CRM/Account Reporting: Ensure on-going accurate and dedicated maintenance of Customer Relationship Management (“CRM”) account details; provide summary of all significant account updates and market insights on a regular frequency; 
  • Expense Reporting: Manage team’s expense budget in accordance with specific Manchester policies and procedures, submit and approve timely and accurate expense reporting;

 

Qualifications

Education and Experience

 

  • Bachelor’s Degree in Sales, Marketing, Business or related field.
  • Minimum of 10 years of prior selling or equivalent experience, which may include adjacent roles such as Sales Engineering or Estimating if such experience included frequent face-to-face interactions with the customer.

 

Skills and Competencies

 

Results:

Documented track record of meeting or exceeding revenue goals. Can be counted on to exceed goals successfully; constantly and consistently performs; very bottom-line oriented; steadfastly pushes self and others for results.

 

Customer Focus:

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

 

Commercial Acumen:

Strong commercial skills, including pricing strategy, contract negotiation, dispute resolution/claims support, and building mutually productive customer relationships to the highest levels

 

Presentation Skills:

Is effective in a variety of formal presentation settings:  one-on-one, small and large groups, with peers, subordinates, and bosses, is effective both inside and outside the organization; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.

 

Technical Learning:

Picks up on technical things quickly; can learn new skills and knowledge; is good at learning new industry, company, product, or technical knowledge as well as business skills; does well in technical courses and business seminars.

 

Written Communications:

Can write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.

 

Time Management:

Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly. Candidate must be able to effectively utilize the company’s e-calendar functions for time management, organization and meeting all relevant deadlines.

 

Negotiating:

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise, can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

 

Perseverance:

Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

 

Listening:

Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.

 

Integrity and Trust:

Is widely trusted; is a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn’t blame others for his/her own mistakes or misrepresent himself/herself for personal gain or protection.

 

Other Considerations

 

  • We are seeking a sales leader who is motivated to serve large pre-existing accounts, as well as seek and close new sales opportunities as they arise.

 

  • We highly value knowledge of the vertical propane storage cylinder and/or horizontal domestic propane tanks market.

 

  • Prior experience working with and selling through multi-product distribution partners will be highly valued.

 

  • Prior professional sales training also a plus (e.g. Sandler Sales Training, Miller-Heiman, SPIN Selling, etc.).

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