Sales Performance Manager at Gentek Building Products - Canada

Position: Sales Performance Manager

Summary: Working in strong collaboration with the Branch Managers, the Sales Performance Manager coaches Sales Representative’s performance.

Objective: Responsible for driving profitable growth and ensuring best practices in the field. Confirm that employee activity and work processes support company sales objectives and targets.

Direct Reports: None

Indirect Reports: Sales Representatives

Other Key Contacts

• RVPs
• Branch Managers
• Customers
• Vendors
• Leadership team peers: Marketing Manager, HR, Pricing Manager, Financial Analyst, Product Manager
  
  

Overview

As the Sales Performance Manager, you’re ready to take our Sales team to the next level. You bring a wealth of knowledge and understand what it takes to be successful in the field. The Sales Performance Manager plays a key role in shaping the behaviours, practices, and skills that drive long-term sales success. This job is to create and implement formal processes, including call activity expectations, use of Salesforce, and proper route planning. At Gentek, we’re all about “plan your work, work your plan” and we trust the Sales Performance Manager to imbody this. Your focus is on coaching, mentoring, and developing sales teams to adopt effective habits, strengthen customer engagement techniques, consistently apply best practices, and fully utilize Salesforce in compliance with company expectations. You will work in close collaboration with the RVPs and Branch Managers to identify training and performance needs. By analyzing performance behaviours, identifying gaps, and fostering a positive sales culture, you will create and support the conditions that enable sales professionals to achieve their goals and deliver sustainable business growth. You will also work with Marketing and Vendors to establish go-to market strategies to ensure customer retention and to drive the Company’s new business goals.

Responsibilities

Profitable Sales Growth/Business Strategy

• Assist in establishing annual sales plans and targets by relaying competitive landscape factors, industry trends, and opportunities. Plans will reflect an aggressive but manageable approach to growth.
• Establish and maintain good working relationships with customers. No need to stay behind the curtain. You’ll want to be connected to the market and ready to handle escalated issues.
• Access, understand, and leverage data efficiently (Salesforce and BAP). Take appropriate action to react to sales indicators and revise priorities/activities with your team.
• Effectively communicate opportunities/challenges with your sales team and with company leaders and other functional area leaders on the management team.
  
  

Sales Operational Excellence

• Without exception, understand and follow all laws, regulations, and internal policies related to sales processes and activities.
• Continually review and apply best practices for sales processes to establish constantly improving standards for performance.
• Use your mastery of sales tools and data analysis to determine actions and priorities. Lead by example and share these skills so that there is complete entrenchment of Salesforce and data analytics into your teams’ approach to sales.
  
  

Employee Performance Management & Development

• Assist in ensuring alignment between sales targets and Sales Reps strategy and action.
• Work closely with Branch Managers to establish individual performance goals for Reps related to sales priorities and skill development.
• Participate in full recruitment cycle of new Sales Reps, including hiring and training new Reps in accordance with identified competencies.
• Complete meaningful & timely employee evaluations in accordance with Gentek’s performance management program and in collaboration with Branch Managers.
• Coach and enable Sales Reps by acting as a mentor and leader. Reps will view your interactions as a resource for their own skill development, achievement of goals, and problem-solving. Communications will be positive and productive.
• Support OTR process with objective evaluations and employee development plans.
• Constant interaction with Reps including detailed touch points, appropriate group meeting cadence, ride-alongs for coaching/performance assessments/connectivity to field. Frequent travel is required.
  
  

Qualifications

Educational/Experience/Skill

• Track record of success: sales experience and results. Deep working knowledge and application of full sales cycle activities.
• Building products experience an asset.
• Proficient in use of Salesforce.
• Post-secondary education – preferably business or management related.
• Computer proficiency – Microsoft office, excel, AS 400, PowerPoint.
• Strong leadership skills and excellent communication skills required for internal and external contacts (i.e. professionalism, tact, courtesy, coaching/training).
• Valid driver’s license and acceptable driving record.
  
  

Behavioural/Mental/Physical Effort

• Natural leadership dispositions should include high dominance and highly influential and low steadiness (for ability to multi-task).
• Poise under pressure in fast-paced environment when dealing with employee and customer issues.
• Sporadic mid-stress level related to multi-tasking and management of escalated customer or employee situations.
• Regular travel required for field presence.
• Dexterity and coordination required for computer use and vehicle operation.
  
  

Aptitude

• Reasoning and Judgement – hold information and solve problems.
• Perceptual Speed – in recognizing detail including error/accuracy.
• Numeracy – comfort with quantitative concepts, handling numbers - i.e. cash, inventory, etc.