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Sales Manager

 

General Position Summary:

For over 32 years, The Music People, Inc. has been a highly respected national business-to-business distributor of musical accessories and pro-audio equipment to music retailers and sound contractors across the country. We are currently seeking an on-site Sales Manager with 5+ years of management experience to join our Team at our Berlin, CT location. The Sales Manager is responsible for the development and performance of all sales activities. She/he directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. They establish plans and strategies to expand the customer base and contribute to the development of training and educational programs for sales representatives.

Reports to: S.V.P. of Sales & Marketing

Responsibilities:

The Sales Manager (SM) will manage a mix of new hires and experienced staff. We are in the beginning stages of creating a third sales team that will sell our propriety brands. The SM will be instrumental in the formation of this new team.  The SM will manage our domestic and international business.

 

The SM will establish accountability for his/her team and will be expected to drive customer acquisition, expand existing customer purchases, and secure repeat sales.  

 

The SM will work closely with the product manager. The product manager will provide guidance and education to bridge any gaps in knowledge of Pro Audio products. This relationship will be important in the successful transition to this position.

 

The SM will:

  • Establish Accountability  - set sales, activity, and behavioral expectations for his/her sales team (collectively and individually)
  • Ensures that all sales representatives meet or exceed all forecasted sales numbers, profit goals, and outbound calls.
  • Coach and develop sales representatives (demonstrate appropriate sales skills and how to manage the sales process)
  • Management of what the company’s best interest is vs. the best interest of the sales representative.
  • Analyzes data and runs reports to draw conclusions on areas of weakness. The SM will use this information to train and implement new programs to meet or exceed TMP expectations.
  • Conducts one-on-one reviews with all sales representatives to enhance communications, to understand training and developmental needs, and to provide insight for the improvement of sales representative sales and profitability performance.
  • Provides timely feedback to senior management regarding sales team performance.
  • Develops and implements telesales campaign programs and procedures to ensure that the overall sales revenue and profit objectives are met.
  • Designs and implements cross sell, up-sell, and incentive programs to increase performance results.
  • Monitors accurate sales quoting of product by sales representatives.
  • Maintains up-to-date knowledge of industry practices and trends and implements new technology, programs and processes to continually increase the success of the company's telesales initiatives and overall growth.
  • Creating training and development programs for sales representatives.
  • Works closely with internal departments to develop and implement solutions that increase efficiency.
  • Implements continuous process improvements for inbound and outbound call handling to increase customer satisfaction, customer retention, productivity, quality and profitability.
  • Work with the sales team to increase exposure and productivity of trade shows.

Skills:

  • Leadership ability, entrepreneurial attitude, professionalism and a team player.
  • Strong Communication (verbal and written) skills that demonstrate the ability to effectively interact in TMP’s best interest with internal and external parties.
  • Able to manage different personalities and styles.
  • Proficient in all Microsoft Office applications (Excel, PowerPoint, Word, and Outlook) and a variety of Web-based search tools for tracking and reporting.
  • Strong training and presentation skills.
  • Quick learner- ability to move into an opportunity while learning a new product line while earning the respect of   the sales team.
  • Analytical with a strong attention to detail and organization skills
  • Strong evaluator of talent and motivator of sales personnel
  • Direct experience in a B2B telesales environment of which at least 5 years were in a management position.
  • Experience in developing sales strategies and performance metrics
  • Proven leadership and ability to drive sales teams.
  • Bachelor’s degree in business administration, marketing or management
  • Some marketing (e.g., lead generation, promotion development, etc.) experience preferred, but not required
  • Developing and implementing reseller agreements, distribution strategies, and other sales opportunities a plus.

We will rely on your leadership to keep our sales team growing. The Music People offer a progressive compensation package, 401(k), multiple health care options, and periodic bonuses.  Please send cover letter, resume and salary requirements to careers@musicpeopleinc.com. The Subject line should read ATT: Search Committee-Sales Manager.


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