Sales Manager Outside Sales

Overview

Sales Manager Outside Sales role at Builders First Source (BFS).

We are America’s largest supplier of building materials, value-added components and building services to the professional market. BFS values diverse backgrounds and experience and is committed to an inclusive workplace.

Assumes responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the duties listed below personally or through subordinate sales staff.

• Supervises the sales force of the territory to ensure customers are serviced in all areas and that performance plans are developed as needed. Recruits new sales talent to meet future sales needs.
• Sets annual sales and gross profit goals for existing and prospective customers. Assigns customer accounts to sales staff; conducts territory analyses and analyzes sales statistics to support goal achievement and policy formation. Reviews sales and gross profit reports monthly against plan objectives.
• Drives new business development by increasing sales volume, developing marketing strategies, and maintaining top-level contacts with management of existing and potential customers. Expands partnering relationships with suppliers.
• Reviews market analyses to identify customer needs, volume potential, and price schedules; develops marketing programs and writes an annual marketing and sales plan to achieve goals.
• Assists sales force in negotiating pricing with customers and prospects. Quotes prices, prepares contracts, reviews bids and pricing, and advises on contractor pricing for directs, inventory, and special orders.
• Meets regularly with customers, the sales team, and management to gather feedback on satisfaction and service quality.
• Formulates policies and objectives to optimize sales operations and ensures understanding by all staff.
• Networks with industry experts to stay current on products, services, and customer needs. Analyzes competition on product offerings, service levels, pricing, and incentives.
• Conducts regular sales meetings to communicate product, service, and policy updates.
• Represents BFS at trade or professional association events and maintains attendance at relevant groups (e.g., Home Builders Association).
• Plans and hosts customer events (e.g., Customer Appreciation Day, open houses) and coordinates liaison between sales and related units such as trusses and millwork operations.
• Monitors division expenditures to conform to budgets. Maintains contact with key accounts and serves as a mentor and coach for other sales personnel.
• Other duties as assigned.

Manages the sales staff, including hiring, training, coaching, and performance management in accordance with organizational policies and applicable laws. Responsibilities include interviewing, hiring, training, assigning, directing, appraising, rewarding, disciplining, and resolving problems.

To perform this job successfully, an individual must perform each essential duty satisfactorily. Requirements listed are representative of the knowledge, skill, and/or ability required.

Bachelor’s degree (B.A. or B.S.) from a four-year college or university preferred, plus 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience. 10 years+ of prior experience selling to professional builders is required.

Language Skills
Ability to read, analyze, and interpret general business publications; effectively write reports and sales training tools; and present information to groups. Requires strong interpersonal and problem-solving skills and teamwork.

Mathematical Skills
Ability to calculate discounts, commissions, percentages, and other basic calculations; apply algebra and geometry concepts.

Reasoning Ability
Ability to define problems, collect data, and draw valid conclusions; exercise sound judgment in difficult customer situations.

Certificates, Licenses, Registrations
None required; certification in leadership or sales training programs is helpful.

Other Qualifications
Ability to travel throughout the week; must follow…