Sales Manager at Transco - A Marmon Rail Company

Retail Space Solutions LLC

Come join a team where People make the difference!  As a part of Marmon Holdings, Inc., a highly decentralized organization, we rely heavily on people with the aptitude, attitude, and entrepreneurial spirit to drive our success, and we're committed to attracting and retaining top talent.

Position Summary:
The Grocery Sales Manager is responsible for the direct selling of Retail Space Solutions and Trade Fixtures brand products to a pre-defined list of customers. This is an experienced sales role and requires outside and related previous sales experience. The role will include a sales territory with 30+ grocery/mass merchandiser target customers. The Sales Manager shall ideally live near a large customer and/or a medium-large sized city to travel to other customers within their region.

The Sales Manager serves as the primary means to understand and meet the customer's needs to facilitate organic revenue growth. The role’s primary accountability is to drive organic growth revenue with new and existing products to new and existing customers, as well as serve as the primary face to the customer for both the RSS and TF brands. Organic growth should be driven by proactive implementation of the Grocery Sales Continuum.

Key responsibilities include:

• Generage organic sales for specific target Grocery and Mass Merchandiser retailer customers within a defined region with accountability to achieve/exceed the territory's annual sales budget (quota).

• Identify new sales opportunities within target accounts, identify key contacts, arrange meetings, deliver a strong and persuasive sales message, generate trials with measurable metrics, and leverage market tests into territory rollouts at target contribution margins. 

• Ability to sell directly and effectively to customers, as well as to manage and leverage outside sale resources (e.g. brokers).

• Prepare monthly, quarterly, and annual sales forecasts.  Ensure that the President, Commercial Vice President, and Vice President of Finance can accurately forecast the region from these reviews and data capture.

• Maintain up-to-date customer information and profiles through daily use of the sales CRM tool and to capture all significant activity as well as post-call sales notes for all sales calls.

• Utilize company provided reports to review sales-to-goal, account progress, market tests, and territory pipeline to prepare for 1-2x/month business discussions with the Commercial Vice President. 

• Properly request resources for new products, custom opportunities, or market tests, including measurable and realistic descriptors or metrics and tracking of opportunities in the CRM.

• Develop a Regional growth strategy pipeline focused both on financial gain and customer satisfaction.

• Coordinate sales efforts with Inside Sales team members and other company internal departments.

• Provide management with updates on customer needs, problems, interests, competitive activities, and potential for new products and services.

Qualifications, skills, experience and personal characteristics required:

• Education – BS/BA Undergraduate degree from an accredited university. MBA preferred.

• Experience – 3-5 years of related experience with retail grocery and mass merchandisers for Grocery-specific role.  Demonstrated ability and track record of BTB selling to medium-to-large customers utilizing sound selling techniques. Demonstrated track-record of success in Sales with 3+ years of quota attainment.

• Computer Skills – Proficient in Microsoft Word, Excel, and PowerPoint.

• Other Requirements – Strong interpersonal skills.  Excellent communicator via presentation skills, e-mail, phone. Excellent time-management skills. Highly organized with the ability to prioritize projects concurrently.  “Can do attitude” to do what needs to be done to meet client sometimes quick timeframes.

Work Environment:

Work is performed largely in a remote office. Hours of work will generally be during regular business hours (8AM-5PM) with at least 40 hours a week. At times there will be some variation in work hours due to special projects, deadlines, and other concerns. Occasional travel may be required.

All Employees:

• Follow established policies and procedures and associated documents.

• Participate in quality assurance and business improvement activities, including training and improvement projects as defined by the organization.

Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.

We are an equal opportunity employer, and all applicants will be considered for employment without attention to their membership in any protected class. If you require any reasonable accommodation to complete your application or any part of the recruiting process, please email your request to careers@marmon.com, and please be sure to include the title and the location of the position for which you are applying.