Commercial and Industrial Sales Manager

Commercial & Industrial Sales Manager (National)

COMMERCIAL & INDUSTRIAL SALES MANAGER 

This position will manage and direct commercial and industrial sales and support operational functions, provide leadership and support to all Packard Culligan franchise dealerships with Commercial and Industrial Sales efforts. This position will be accountable for the execution of the Commercial and Industrial Sales strategy and growth.

Sales Strategy and Execution

• Develop sales goals and activity requirements to support the strategy
• Monitor competitive landscape and develop plans to address risks and opportunities
• Use data and analytics to forecast sales staffing and resource needs
• Communicate strategic needs with marketing leaders and agencies
• Lead team to develop creative strategies and initiatives to support sales growth

Sales Management and Leadership

• Manage Commercial & Industrial Sales Representatives across the organization
• Communicate clear expectations for sales activities and results
• Provide oversight and accountability for the activities and results of sales leads and sales representatives
• Ensure sales employees receive the training and development necessary for their job
• Provide regular coaching, development, and performance management with direct reports and establish accountability for the same practices between sales leads and their employees
• Use sales metrics to coach to results, trends, and opportunities for teams and individuals
• Ensure the sales team’s efforts are aligned with company vision and values
• Lead and manage through change to support adoption of new behaviors and ongoing two-way communication

Cross-Functional Collaboration

• Provide guidance and coordination for sales-related activities with operations and service partners
• Collaborate with internal stakeholders to develop approaches and initiatives that will drive market differentiation and success
• Actively participate and contribute to the goals and objectives of the company by working collaboratively and fostering a positive and inclusive work environment
• Foster communication between CI sales and other departments

CI Sales Technical Support

• Coach CI Sales Reps on complex projects for higher proposal acceptance rates
• Support system integration for multi-component systems, coordinating with franchisor and other vendors
• Promote collaboration between franchisor's technical support and in-house resources
• Provide application training to boost sales rep performance
• Lead and assist client meetings to maintain relationships and secure sales
• Encourage innovation for sales and execution improvement

Skills and qualifications

• Ability to demonstrate and promote the company values of accountability, being open-minded, and caring about relationships
• Ability to create an environment of openness and trust for all employees and strives for continued professional skills development
• Understanding of market trends and adaptability to follow those trends
• Understanding of commercial and industrial water treatment applications and design
• Strong organizational skills and strategic planning
• Ability to develop and apply in-depth knowledge of company products, practices, sales approaches, and procedures
• Ability to prioritize workflows, establish and meet deadlines and manage multiple concurrent tasks
• Ability to work effectively in a variety of situations and respond to change in a positive manner
• Ability to navigate multiple systems and programs including Microsoft 365, proprietary systems, and other technology solutions

Experience Qualifications:

• 5-7 years of experience managing a Commercial and Industrial sales and/or operations function, preferably in a water conditioning/route service industry.
• 5-7 years of experience with leading the sales and marketing efforts of an organization, including supporting strategic direction.
• 5-7 years of experience managing a multi-million dollar organization and/or department, and assisting with creating business plans for respective areas of responsibility.

Preferred Experience:

• Bachelor’s Degree completion
• Sales leadership experience across multiple location