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Sales Manager

Kendall Group

Grand Rapids, MI

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JOB DETAILS
SKILLS
Analysis Skills, Automation, Business Strategy, Coaching, Communication Skills, Computer Skills, Continuous Improvement, Cross-Functional, Customer Relations, Customer Relationship Management (CRM) Systems, Customer Retention/Renewal, Customer Satisfaction, Customer Support/Service, Detail Oriented, Direct Sales, Driver's License, Electricity, Emerging Technology, Establish Priorities, Field Sales, Forecasting, Instrumentation, Interpersonal Skills, Leadership, Market Entry Strategy, Market Research, Marketing, Meet Sales Quota, Mentoring, Microsoft Office, Multitasking, Organizational Skills, Partner Sales, Performance Analysis, Performance Metrics, Physical Demands, Presentation/Verbal Skills, Problem Solving Skills, Process Management, Product Testing, Promotional Programs, Revenue/Sales Reporting, Sales, Sales Analysis, Sales Forecasting, Sales Management, Sales Presentation, Sales Promotions, Sales Strategy, Sales Support, Set Goals, Solenoids, Strategic Planning, Talent Management, Team Building, Team Lead/Manager, Team Player, Technical Support, Total Cost of Ownership, Warehousing, Willing to Travel, Writing Skills, eCommerce Sales
LOCATION
Grand Rapids, MI
POSTED
Today
About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career.

Why The Kendall Group?

Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success.

Role Summary: Reporting to the Director of Sales, the Sales Manager is a key member of the Outside Sales Team. The Sales Manager will be responsible for leading and managing a team of Product Specialists and valve product lines. Products to include all process valving, regulators, and relief devices for manual, automated and control products along with all valve accessories, solenoids, topworks, specialty brackets etc. serving all industries. The person in this role will be responsible for setting sales goals, developing sales strategies, motivating and coaching your team to achieve those goals. The Sales Manager will also work closely with other departments, such as marketing and operations, as well as key vendors, to ensure that all aspects of the sales process are running smoothly.
Exciting work you will do:

The essential duties and responsibilities of the Sales Manager position will consist of, but are not limited to, the following:
  • Develop and implement sales strategies to achieve revenue targets
  • Contribute strategic insights into product evaluation processes, identifying and recommending additions to our product portfolio as deemed necessary for enhancing our offerings
  • Support all geographies in technical support, critical alignment, forecasting, planning and implementation where Galloup, Forberg Smith and Merlo reside
  • Primary leadership contact with key principles, vendors as well as all senior management within the Kendall Group. Work closely with other GFSM management for a unified go-to market strategy
  • As a leader, model the following behaviors with your team:
    • Provide leadership, direction, growth, and mentoring
    • Adhere to our company values of Success Beyond the Sale, Partnership as a Promise, We Do What We Say, Legacy of Impact, and Purpose-Driven Progress
    • Invest in self-growth through participating in continuous improvement, learning, and development
  • Monitor and analyze sales performance metrics to identify areas for improvement
  • Facilitate the professional development of sales representatives by leveraging functionalities within our Customer Relationship Management (CRM) system; improve sales force effectiveness through the annual sales planning process including periodic review; develop and implement counter measures as required
  • Support strategic company initiatives impacting field sales organization, including but not limited to supplier partnership programs, sales promotions, e-commerce, Total Cost of Ownership (TCO) and integrated solutions
  • Develop and maintain relationships with key accounts
  • Collaborate with other departments to ensure best-in-class customer service strategies, customer satisfaction and retention
  • Conduct regular market research to understand customer preferences, emerging technologies, and competitive landscapes
  • Prepare and present sales reports and forecasts for senior management
  • Attend sales and other company meetings as requested; may attend industry shows and conventions
  • Perform other duties as assigned
Competencies you possess:
  • Service Excellence
  • Results, Action Oriented
  • Accountability and Responsibility
  • Building Team Morale
  • Managerial Courage
  • Developing Talent
  • Process Management
  • Awareness of the needs of others
  • Problem Solving
  • Teamwork and collaboration
  • Priority Setting
What you'll need:
  • Work Experience: 5 years' previous selling experience, preferably with a related product line, or with end users in an industrial or technical environment
  • Required Education: Bachelor's degree or equivalent combination of skills and experience
  • Analytics/Computer Skills: Experience working with MS Office; intermediate to advanced Excel; ability to learn new software; ability to decide which products to focus on and how best to reach customers
  • Organization Skills: Highly organized and detail-oriented; ability to multi-task and shift priorities as needed; ability to work in fast-paced, continuously evolving, and at times ambiguous environment
  • Cross-functional skills: Ability to work well cross-functionally; provides excellent internal and external customer service
  • Communication Skills: Strong interpersonal communications, problem solving, organizational and written/verbal communication skills
  • Physical, Mental and Visual Skills: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disability to perform the essential functions.
    • Ability to see, talk and hear
    • Ability to sit for 8 hours a day
  • Physical Environment: Normal office environment; warehouse, fabrication environment and exposure to moving equipment.
  • Estimated Travel: 50% with overnights
  • Driver's License: Must possess and maintain a valid driver's license
Qualifications we prefer but don't require:
  • Work Experience: 5+ years' previous selling experience, preferably with a related product line, or with end users in an industrial or technical environment; 2 years of management experience; experience interfacing or supporting a direct sales force


The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.

About the Company

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Kendall Group

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