
Construction Area Sales Manager
Crescent Electric Supply Company · Portland, OR
- On site
- Full-time
- $120,000 / year
- Portland, OR
Job highlights
- Lead sales teams and develop area strategies.
- Drive profitable growth through market initiatives.
- Build organizational capability and leverage resources.
- Manage performance and develop sales talent.
- Develop key stakeholder relationships with top accounts.
About the role
Construction Area Sales Manager
As a Construction Area Sales Manager (CASM) at Crescent Electric, you will serve as a strategic & tactical business leader for the assigned geography leading and developing a team of sales hunters. In this role, you will lead the development and execution of action-oriented area strategies that result in profitable growth and success with focused initiatives by addressing market requirements, key customers, competitive threats and new technologies. You will build organizational capability across the area sales teams while leveraging and partnering with key enterprise resources to deliver organic growth.
Primary Duties
- Build organizational capability across the area sales teams while leveraging and partnering with key enterprise resources to deliver organic growth.
- Ensure that the appropriate internal and external sales tools are in the hands of the sales team that serves our current and future customers and that those tools are being fully utilized.
- Analyze the effectiveness of the team and functions and maintain a strong voice by recommending opportunities for change in sales force structure, assignments and selling activities to produce maximum, profitable volume, while achieving a best cost to sales ratio.
- Establish area best practices focused on new market penetration with customers that differentiate Crescent in the industry based upon market trends and customer needs.
- Analyze and evaluate current and future needs to determine and recommend annual sales expense budgets.
- Work collaboratively across all sales organizations within Crescent to facilitate mutual growth across product, service/solutions offerings, strategic initiatives, and national accounts.
- Support the development and execution of an operational excellence plan that standardizes and centralizes key common functions across Crescent. Lead employees to understand and embrace the benefits of this new approach and teach to understand how doing so helps us win in the long-term.
- Produce and increase sales through digital tools, sales promotion, joint sales calls, supplier engagement and industry specific involvement.
- Plan and administer methods of controlling expenses within budget.
- Manage the performance of the team through S.M.A.R.T. goal setting and effective and frequent performance feedback, focused on the “what” and the “how” the team member is performing.
- Lead the team to develop and execute individual development plans for all employees, with specific CASM emphasis on engagement, retention, and development.
- Lead local and enterprise efforts to build the bench of talent and develop capable successors for all “key” positions within the assigned geography.
- Develop, nurture and maintain key stakeholder relationships at the top 10-15 accounts in the assigned territory/region.
Qualifications
- Bachelor's degree from an accredited institution in Engineering (Electrical, Mechanical, Civil, or Industrial) or Business Administration Degree with marketing emphasis or commensurate experience; A Master’s degree is preferred.
- Minimum 5 years of experience in Sales/Marketing. Experience in various sales and marketing roles with increasing responsibilities.
- Minimum 1 years of experience in field sales management, managing direct sales teams.
- Experience managing Product line marketing and/or operational experience a plus.
- Valid Driver's License with the ability to travel up to 75% of the time to coach, develop & accompany CAMs on Joint Sales Calls in 3+ branches.
- Outstanding communication (oral and written) and presentation skills especially with key stakeholders at top 10-15 accounts in assigned territory/region.
- A contemporary understanding of electrical construction/residential markets and the methods that can be deployed to maximize sales in the market.
- Thorough knowledge of electrical products, solutions and services and how to apply them within local Code(s).
- Ability to influence others - both direct reports as well as indirect reports - from within the Crescent organization. Additionally, a demonstrated ability to influence customers and business partners that are external to the Crescent organization.
- Proven ability to work well with across multiple functions and geographies to build best practices and drive best in class results.
- Detail-orientation with a dedication to weekly pipeline review & focus on shortening the sales cycle through usage of the Crescent Sales Process.
Physical Demands
- Occasional standing required.
- Often walking and sitting, the use of hands/fingers, reaching with hands and arms, and stooping, kneeling, crouching or crawling.
- Ability to travel and visit customer sites and travel through assigned territory and attend company and vendor activities and events, which will require overnight stay.
Total Rewards And Benefits
Crescent Electric's compensation package includes an array of top-tier benefit options, including:
- Eligibility for health, and dental, vision coverage, 401(k) plan, and flexible spending accounts, subject to plan terms.
- Eligibility for company-paid benefits such as life insurance, short-term disability, long-term care, and Employee Assistance Program, subject to applicable waiting periods.
- Excused Absence time off and Paid Time Off (PTO).
- Company-paid holidays.
- Other benefits for which you may be eligible includes supplemental life insurance, hospital indemnity, and accident and critical illness benefits with cancer coverage.
- Eligibility: Employees are eligible for health, dental, vision, and life insurance benefits on the first of the month following 30 days of employment. Employees who are 21 years of age or older will be automatically enrolled in the company’s 401(k) plan once they achieve 90 days of employment.
Company Culture
Family Owned. Culture of Quality. Opportunities to Advance.
Crescent is transforming and we are on a mission to power the communities we serve through teamwork and relentless customer focus. We have a vision of uncompromising teamwork committed to becoming the industry leader for our employees, suppliers, and shareholders. At Crescent, you will have the opportunity to develop professionally, grow personally and have the flexibility to balance your life's priorities. Let's serve together. Let's power our communities together. Let's become THE industry leaders...together.
Equal Opportunity Employer
Crescent Electric Supply Company is proudly an Equal Opportunity Employer. Crescent Electric does not discriminate on the basis of age, color, race, national origin, gender, religion, marital status, disability, veteran, military status, sexual identity or expression, sexual orientation, or any other basis prohibited by local, state, or federal law.
Veterans and military spouses are highly encouraged to apply. We recognize and value the unique strengths of the military community in supporting our mission to serve those who have served.
Candidates are subject to pre-employment assessments, Motor Vehicle Record review, criminal background checks, references check, and a post-offer drug screen. Crescent Electric is committed to the full inclusion of all qualified individuals. As part of this commitment, Crescent Electric will ensure that persons with disabilities are provided reasonable accommodations for the hiring process. If reasonable accommodation is needed, please contact jobs@cesco.com
Key skills/competency
- Sales Management
- Strategic Planning
- Business Development
- Team Leadership
- Customer Relationship Management
- Market Analysis
- Sales Operations
- Financial Acumen
- Communication Skills
- Negotiation Skills
Skills & topics
- Sales Manager
- Area Sales
- Construction Sales
- Electrical Sales
- Sales Leadership
- Business Development
- Territory Management
- Sales Strategy
- Team Management
- Revenue Growth
- Sales
- Management
- Construction
- Electrical
- Engineering
- Business Administration
- Marketing
- Field Sales
- Account Management
- Customer Relations
How to get hired
- Tailor your resume: Highlight sales management experience and construction market knowledge.
- Craft a compelling cover letter: Emphasize leadership, strategic planning, and revenue growth achievements.
- Prepare for interviews: Discuss your approach to team development and market strategy.
- Showcase your understanding: Demonstrate knowledge of electrical construction markets and local codes.
- Network within Crescent Electric: Leverage LinkedIn to connect with employees and hiring managers.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the key responsibilities of a Construction Area Sales Manager at Crescent Electric?
- The Construction Area Sales Manager at Crescent Electric is responsible for leading and developing a team of sales hunters within an assigned geographic area. This includes developing and executing strategic plans for profitable growth, building team capabilities, analyzing market trends, managing performance, and cultivating strong relationships with key stakeholders and top accounts.
- What qualifications are essential for the Construction Area Sales Manager role at Crescent Electric?
- Essential qualifications include a Bachelor's degree in Engineering or Business Administration (or equivalent experience), a minimum of 5 years in Sales/Marketing, and at least 1 year of field sales management experience. A valid Driver's License and the ability to travel up to 75% are also required. Strong communication, presentation, and influencing skills are critical.
- Does Crescent Electric offer opportunities for professional development for its Construction Area Sales Managers?
- Yes, Crescent Electric emphasizes professional development. The role involves leading the development and execution of individual development plans for team members, focusing on engagement, retention, and growth, as well as building a talent bench for future leadership roles.
- What is the travel expectation for a Construction Area Sales Manager at Crescent Electric?
- The role requires significant travel, up to 75% of the time. This travel is necessary to coach and develop sales representatives, accompany them on joint sales calls, and visit customer sites within the assigned territory.
- How does Crescent Electric support its employees, and what benefits are offered to a Construction Area Sales Manager?
- Crescent Electric offers a comprehensive benefits package, including health, dental, and vision coverage, a 401(k) plan, life insurance, short-term and long-term disability, paid time off, and company-paid holidays. They also foster a family-owned culture with opportunities for advancement and professional growth.
- What kind of market understanding is needed for the Construction Area Sales Manager position?
- A contemporary understanding of electrical construction and residential markets is crucial. This includes knowledge of products, solutions, services, and how to apply them within local codes to maximize sales and effectively address market needs and competitive threats.
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