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About the Role

Serve and grow business and relationships with established customers, while also growing your channel within your region in new accounts, sales, services, and profit. This role begins with a "Player/Coach" model, spending 6-12 months as a Sales Representative before transitioning to actively managing a team of Sales Representatives.

Responsibilities

• Achieve annual required growth within territory
• Spend 50% of your time in front of customers and prospects in your territory
• Continually uncover new sales opportunities and create new business opportunities
• Manage and hit supportive metrics (calls, appointments, opportunities and quotes) in CRM
• Plan sales calls via call objectives and high-value questions
• Regularly meet with specialists in your territories to improve customer experience and meet all potential needs
• Identify new value-driven products for your customers
• Work with the corporate accounts division to create relationships with key accounts at the highest levels
• Focus on horizontal growth and lost business within accounts
• Regularly travel within territory to ensure all customers are met with in person on a set cadence
• Hold team of Sales Representatives accountable to required metrics
• Plan growth strategies for territory to achieve yearly growth goals
• Provide professional & skill development of teammates through mentoring and coaching
• Develop & enhance relationships with customers including C-suite level within accounts
• Achieve a minimum of 12 in-person appointments per week within the assigned territory during the initial "Player/Coach" phase
• Handle incoming requests from customers
• Plan and achieve sales growth within the territory
• Perform all day-to-day sales representative activities including generating quotes, monitoring open orders, and managing all data in CRM
• Actively manage a team of Sales Representatives in New York and New England after the "Player/Coach" phase
• Regularly schedule time to meet with customers in each Sales Representative’s territory
• Hold regular 1-1 planning sessions with the Sales Reps on the team
• Drive growth within the overall territory

Requirements

• Demonstrates mastery of skills in consultative selling, marketing principles, prospecting, networking and negotiations
• Live by the DiVal Core Values
• Ability to read, analyze, and interpret basic sales reports
• Have a firm understanding of the competitive situation within your accounts and territory
• Well-versed in basic math
• A minimum of 2 years experience as a Sales Manager is required
• Excellent organizational skills and project management skills
• Ability to acquire a functional knowledge of a variety of computer programs
• Valid driver’s license and acceptable vehicle record
• Abide by the dress code of DiVal
• Meet travel requirements: Regional travel average of 8-10 overnights/month, with an additional 10-15 overnights of corporate travel/year
• Must be able to lift and carry up to 50 pounds when required
• Ability to withstand long periods of time working on a computer
• Must be able to drive long distances on a regular basis

Skills

• Consultative selling
• Marketing principles
• Prospecting
• Networking
• Negotiations
• Sales reporting analysis
• Territory competitive analysis
• Basic math
• Organizational skills
• Project management
• Computer program knowledge
• Driving

Location

• New York
• New England

Work Type

• Full-time
• Hybrid
• Onsite

Experience Level

• Sales Manager (minimum 2 years)
• Sales Representative (initial 6-12 months)

Education Level

• Associate degree

Salary/Compensations

• Base salary plus commission
• Expenses
• Car allowance

Benefits

• Base salary plus commission
• Comprehensive sales training and onboarding process
• Medical benefits
• Dental benefits
• Other voluntary benefits (STD, LTD, Accident, Critical illness, Life insurance)
• Company provided life insurance policy
• 401K
• Paid time off

About the Company

• Industry leader experiencing explosive growth and opportunities
• Recognized as The Best Place to Work in WNY for over 15 years
• Premier B2B distributor of safety equipment, industrial and contractor tools and supplies, maintenance repair, and operating (MRO) products
• Tests, services, and repairs many of the products supplied
• Values-based company with a “Whatever it takes” attitude
• Relies on professional relationship sales and a proven results-oriented approach established in 1977