Sales Manager

The Sales Manager supports and administers the selling of Pave America company services. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, monitoring, and evaluating any direct sales team members as well as project managers and estimators. The fundamental role of the Sales Manager is to develop and administer a selling program that effectively contributes to the organization's growth and client retention goals.

Under the direction and with the support of the Divisional President and Pave America Vice President of Sales, the Sales Manager will be included in deciding how many salespeople/estimators to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers.

The primary role of the Sales Manager is to be responsible for the new business development and performance of all sales activities in assigned market. Staffs and directs a sales team and independent representative network and provides leadership towards the achievement of maximum profitability and growth in line with company goal, vision and values. Establishes plans and strategies to expand the customer base in the assigned area and contributes to the development of training and educational programs for clients, and both direct hire and independent sales team members.

Compensation: $110,000 – $140,000 salary base + variable compensation, based on experience.

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential key clients and the decision makers within the client organization.
• Research and build relationships with new key clients.
• Set up meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches and share best practice with Sales Reps.
• Work with Sales Reps to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

• Attend industry functions, such as association events, trade shows and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on local business trends with a view to developing new services and markets.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each Sales Rep team member, set individual market/territory sales targets and administer the commission plan.
• Personally observe the performance of Sales Reps in the field on a regular basis.
• Responsible for the planning, recruitment, direction, organization and control of sales representatives/estimators to accomplish specific objectives.
• Provide high standards of ongoing training for the sales reps so that they possess sufficient technical knowledge to present information on the company’s services in an accurate and balanced manner.
• Train new salespeople to ensure success.
• Coach and develop direct reports.

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports,…