Description
The Sales Manager is responsible for driving revenue growth, margin performance, and market share across assigned Southern California and Phoenix locations. This role directly supervises and leads Field Sales Representatives through consistent coaching, performance management, disciplined pipeline execution, and accountability to defined sales KPIs. The Sales Manager partners closely with branch leadership and cross‑functional teams to execute regional sales strategies, expand online sales adoption, leverage customer contracts, and build long‑term customer relationships. This position requires frequent travel throughout the assigned territory, which includes Fontana, Santa Fe Springs, Sun Valley, and Phoenix, AZ.
Key Responsibilities
Own and grow sales results across assigned Southern California and Phoenix markets, delivering consistent revenue growth while maintaining margin discipline and supporting market share expansion.
Analyze sales data, trends, and territory performance to identify growth opportunities and corrective actions.
Monitor competitor activity and recommend pricing, product mix, and sales strategy adjustments.
Partner with branch leadership to align local execution with company sales objectives and Top Level Metrics (TLM).
Lead the promotion, adoption, and growth of online sales platforms across the region.
Drive customer engagement, conversion rates, and repeat usage of online ordering tools.
Ensure strong alignment between online sales efforts and field sales execution.
Coach sales teams on integrating online tools into consultative account strategies.
Organize, maintain, and manage City, County, and State customer contracts within assigned markets.
Ensure contract compliance, visibility, and accessibility for sales teams and branch operations.
Strategically leverage contract pricing and terms to increase contract‑based revenue.
Serve as a regional resource for contract opportunities, renewals, and expansion.
Directly supervise Field Sales Representatives across multiple branch locations.
Set clear performance expectations aligned with defined KPIs and review results regularly.
Coach consultative selling behaviors and CRM pipeline management.
Support recruiting, onboarding, training, development, and retention of high‑performing sales talent.
Assist with quotes, bids, and key customer visits as needed.
Collaborate with operations, marketing, finance, and leadership to improve overall sales effectiveness.
Represent the company professionally with customers, suppliers, and employees.
Represent the company at trade association meetings and trade shows as required.
Maintain regular and consistent attendance and travel throughout the assigned territory.
Requirements Education and Experience
Bachelor’s degree from a four‑year college or university preferred, or an equivalent combination of education and experience.
Prior sales leadership experience required.
Experience in B2B distribution, truck parts, fleet, or service‑based industries preferred.
Experience leading multi‑branch and/or multi‑market sales teams.
Experience with contract and/or public sector selling, as applicable to role needs.
Proven ability to coach consultative selling behaviors and manage a CRM‑driven sales pipeline.
Skills And Abilities
Strong analytical skills with the ability to review sales data, trends, and performance metrics.
Proficiency with CRM systems, Microsoft Office, and related sales tools.
Ability to read, analyze, and interpret business information, contracts, and regulations.
Strong written and verbal communication skills, including the ability to prepare reports and present information to customers and leadership.
Solid mathematical skills, including the ability to calculate discounts, commissions, percentages, and other sales‑related metrics.
Ability to solve practical problems, manage multiple priorities, and operate effectively across diverse markets.
Additional Requirements
Valid driver’s license required.
Ability to travel frequently throughout the assigned territory (approximately 35%–50%).
Ability to work in office, warehouse, shop, and outdoor environments as needed.
Must be eligible to work in the United States.
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Key Responsibilities
Own and grow sales results across assigned Southern California and Phoenix markets, delivering consistent revenue growth while maintaining margin discipline and supporting market share expansion.
Analyze sales data, trends, and territory performance to identify growth opportunities and corrective actions.
Monitor competitor activity and recommend pricing, product mix, and sales strategy adjustments.
Partner with branch leadership to align local execution with company sales objectives and Top Level Metrics (TLM).
Lead the promotion, adoption, and growth of online sales platforms across the region.
Drive customer engagement, conversion rates, and repeat usage of online ordering tools.
Ensure strong alignment between online sales efforts and field sales execution.
Coach sales teams on integrating online tools into consultative account strategies.
Organize, maintain, and manage City, County, and State customer contracts within assigned markets.
Ensure contract compliance, visibility, and accessibility for sales teams and branch operations.
Strategically leverage contract pricing and terms to increase contract‑based revenue.
Serve as a regional resource for contract opportunities, renewals, and expansion.
Directly supervise Field Sales Representatives across multiple branch locations.
Set clear performance expectations aligned with defined KPIs and review results regularly.
Coach consultative selling behaviors and CRM pipeline management.
Support recruiting, onboarding, training, development, and retention of high‑performing sales talent.
Assist with quotes, bids, and key customer visits as needed.
Collaborate with operations, marketing, finance, and leadership to improve overall sales effectiveness.
Represent the company professionally with customers, suppliers, and employees.
Represent the company at trade association meetings and trade shows as required.
Maintain regular and consistent attendance and travel throughout the assigned territory.
Requirements Education and Experience
Bachelor’s degree from a four‑year college or university preferred, or an equivalent combination of education and experience.
Prior sales leadership experience required.
Experience in B2B distribution, truck parts, fleet, or service‑based industries preferred.
Experience leading multi‑branch and/or multi‑market sales teams.
Experience with contract and/or public sector selling, as applicable to role needs.
Proven ability to coach consultative selling behaviors and manage a CRM‑driven sales pipeline.
Skills And Abilities
Strong analytical skills with the ability to review sales data, trends, and performance metrics.
Proficiency with CRM systems, Microsoft Office, and related sales tools.
Ability to read, analyze, and interpret business information, contracts, and regulations.
Strong written and verbal communication skills, including the ability to prepare reports and present information to customers and leadership.
Solid mathematical skills, including the ability to calculate discounts, commissions, percentages, and other sales‑related metrics.
Ability to solve practical problems, manage multiple priorities, and operate effectively across diverse markets.
Additional Requirements
Valid driver’s license required.
Ability to travel frequently throughout the assigned territory (approximately 35%–50%).
Ability to work in office, warehouse, shop, and outdoor environments as needed.
Must be eligible to work in the United States.
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