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Sales Manager

The Munch Difference


Munch's Supply is a leading wholesale distributor of Heating, Ventilation and Air Conditioning (HVAC) equipment, parts and supplies servicing the Chicago, Northwest Indiana and Michigan markets at 12 branch locations. Started in 1956, the business has grown into a premier American Standard and Trane distributorship in the Midwest earning the Trane Pacesetter Award in 2012 and 2014 and the American Standard Pinnacle Award in 2013. We proudly represent products from more than 100 leading industry manufacturers with 8000 SKUs in our full assortment.? In 2015, HARDI,?Supply House Times?and?The Wholesaler?ranked Munch's in the top 30 HVAC distributors nationwide.? Our commitment to service also extends to our communities. In addition to an annual food drive at our branches each fall, we are also a proud supporter of St. Jude Children's Hospital. Each year, employees and their families participate in the St. Jude Walk/Run to end childhood cancer. Working as a team, in 2015, Munch's raised more than $10,300--marking our second year in a row as the top Trane team.




Sales Manager


The Sales Manager is responsible for managing multiple territories in existing sales markets as well as developing new sales growth through the saturation of existing territories and building sales within the company?s existing customer base.? This role manages Territory Managers to develop their sales skills, calls on customers, handles escalated customer issues, and keeps current on product lines as well as new products.? Additionally, this role supports excellence in customer service.


Essential Job Duties ???????????????????????


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Management


????????? Leads by example in all staff and customer dealings in person, on the phone, and in written communication.


????????? Conducts regular staff touch bases to provide individual feedback, assignment status, goal review, and coaching.? Uses company tools such as the GROW model or EPNs as needed to address sub-standard work performance.


????????? Recognizes staff for superior customer service, goal accomplishment, or other satisfactory work performance.


????????? Supports and adheres to company policies and procedures, most especially those commonly challenged in the workplace such as dress code, attendance, professionalism, and productivity.? Seeks supervisor and HR partnerships in addressing issues as needed.? Approaches all employment matters with a solution oriented, professional, and legally compliant mindset.


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Customer Interaction




  • Provides excellent customer service through timely customer interaction, problem resolution or escalation with effective and efficient follow-up.


  • Addresses customers politely and professionally in a courteous manner, even in situations that may become difficult or tense.


  • Promptly responds to customer inquiries via phone, email, or fax with courtesy in a professional demeanor.


  • Establishes and maintains professional business dealings with customers and vendors at all times.


  • Conducts personal interactions with customers representative of a company with strong, ethical standards.


  • Supports valued business relationships in all dealings with related departments aiming to resolve customer and other issues in a timely manner.? Approaches peers and customers with a spirit of positive problem resolution.


  • Supports the Customer Value Proposition of 1-hour Will Calls.



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Sales??????????????????????????




  • Achieves Company Objectives for Base Sales Growth.???????????????????????????????


  • Achieves Company Objectives for New Account Sales.???????????????????????????????


  • Achieves Company Objectives for Vendor Specific Sales.?? ???????????????????????


  • Responsible for assisting in preparation of and executing annual company sales plan.?????


  • Responsible for supporting customer education and training initiatives including product, technical, and business related training classes.??????????????????????????????????


  • Responsible for customer calls for assigned accounts and joint sales calls with staff or vendors as needed.??????????????????????????????????


  • Responsible for administering and executing customer sales incentive programs.


  • Responsible for review and analysis of monthly and annual sales reports.?????????????


  • Participates in and promotes vendor based marketing programs with targeted vendors.???


  • Develops and executes in conjunction with the director of sales and the marketing team the brand specific annual sales plan.?????????????????????????????



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Pricing???????????????????????????????????




  • Participates in creation of an annual competitive pricing analysis consisting of market review and formal submission to applicable vendors.?????????????????????????????


  • Manages customer job quotes and special pricing.??????????????????????????


  • Responsible for gathering and submitting competitive pricing.????????????????????????????????



???????????????????????????????????????????????????????????


Sales Management?????


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  • Responsible for the development and performance of territory managers.?????????????


  • Assigns customer accounts to territory managers in cooperation with director of sales, along with an annual account review.??????????????????????????????????


  • Conducts daily communication with Territory Managers.?????????????????????????????


  • Performs daily review of territory manager activity including use of TDF to review activities including scheduling, customer calls, sales goals, and opportunities.?????????????


  • Performs annual performance evaluations for Territory Managers.


  • Performs monthly account review with Territory Managers.?


  • Prepares quarterly reviews with brand regional manager.???????????????????????????


  • Performs and documents monthly meetings with sales staff .??????????????????????


  • Conducts a weekly opportunity pipeline update meeting.????


  • Conducts weekly joint calls with Territory Managers. ??????????


  • Participates and plans the training and development of staff.??????????????????????????????????


  • Performs monthly expense report preparation and approval for assigned territory managers in compliance with allowable expenses.???????????????????????????????????


  • Prepares bonus documentation for payroll processing.? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?



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Minimum Job Requirements




  • High School diploma or its GED equivalent and a Bachelor?s Degree in Business or related field


  • 5-7 years? experience with HVAC, sales, and related functions (Preferred 7-10 years experience.)





  • High degree of personal ethics, customer service, and commitment to safety.


  • Knowledge of MS Office applications as needed to satisfactorily perform work assignments ? Word, Excel, PowerPoint, Outlook, SharePoint as well as have the ability to learn company enterprise systems as needed ? Solar Eclipse, etc.


  • Aptitude for mathematical operations and numerical analysis.


  • Use computers, photocopiers, fax machines, scanners, and phone systems relative to the needs of the job.


  • Must be organized, able to prioritize, set and keep deadlines, change direction quickly, and adapt to various work environments easily.


  • Must be able to work independently and at times discreetly, use sound judgment, and make thoughtful decisions in a timely manner.


  • Must be able to communicate well interpersonally, written, and in group settings as well as have the ability to follow verbal and written instructions.


  • Must be able to work effectively in group settings through collaborative, solutions oriented, and win-win approaches.



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We offer a competitive salary?and a host of health benefits that include medical, dental, vision, prescription, life insurance, 401k, short & long-term disability, HSA, FSA, EAP, PTO, vacation, and employee discount.? Most benefits (including health insurance) available first day of hire!




You?ll need a good driving record for occasional branch travel, can pass a drug screen and background check, and solid employment references.
Apply here today.





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