Sales Manager - Commercial, Institutional and Government; CIG
Listed on 2026-07-20
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Sales
Area Manager, Business Development, Sales Manager
Position Summary
Become part of the excitement.
Purpose:
Responsible for attaining or exceeding the sales and gross margin rate budgets for the sales territory and implementing the district's market plan(s) to assist the district in achieving its sales and marketing objectives.
Assigned customer vertical market:
Commercial, Institutional, and Government (CIG). Typically manages seven to ten Sales Reps and/or Sales Trainees; may be assigned own accounts and manages a minimum annual budget of $7M. May also serve as sales trainer.
- Develop business plans that support the assigned specialty market within the territory.
- Work with sales employees to develop tactical plans that implement the district plan.
- Develop assigned sales territory business plans with strategic suppliers.
- Implement the sales management process using rep business plans, pre‑call plans, and post‑call coaching debriefs.
- Establish annual sales and gross margin rates for market‑applicable reps or other sales employees.
- Evaluate industry and business trends for potential impact on the district; identify key business opportunities and threats.
- Develop and maintain relationships with key customers and suppliers; provide guidance and support in retaining profitable business.
- Ensure the territory has effective recruiting, staffing, employee development, performance management, and succession planning programs.
- Assist in developing and implementing tools and training programs to support specialty business growth.
Minimum 7 years of progressively responsible business or wholesale distribution industry experience.
High school diploma or GED required; college degree preferred (minimum 11 years experience if lacking degree).
Knowledge, Skills, and Abilities- Knowledge of the wholesale distribution industry, company business, customers, suppliers, and external market conditions.
- Knowledge of the applicable specialty business (vertical market) and company policies and procedures.
- Knowledge of financial analysis methods, continuous improvement techniques, and practices.
- Leadership, supervisory, analytical, problem‑solving, planning, organizational, communication, presentation, listening, results orientation, negotiation, and mathematical skills.
- Ability to leverage district and branch resources; supervise staff and achieve results through others.
- Ability to make quality fact‑based decisions using appropriate information.
- Ability to develop and maintain relationships with key customers and suppliers.
- Ability to be an effective member of, and lead, complex project teams.
- Ability to use standard office applications software.
Starting salary of $108,000 annually, depending on experience. Bonus eligible based on specific and relevant business metrics. Use of personal vehicle required; company offers a Fixed and Variable Rate (FAVR) reimbursement program.
Benefits- Medical, Dental, Vision, and Prescription Drug benefits.
- Life Insurance coverage.
- Flexible Spending Accounts.
- Disability Benefits at no cost.
- Profit Sharing Plans.
- 401(k) Savings Plan with company match.
- Paid Vacation and Sick Days.
- Paid Holidays.
- Paid Wellness Day.
- Community Time Off.
- Predictable Work Schedules with no weekends or nights for most roles.
- Employee Recognition Program.
- Educational Reimbursement and Career Development Programs.
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