Position Level: Exempt grade 2

Scope of the position: The General Sales Manager has full responsibility to achieve the Corporate Revenue Targets as shown in the Yearly Business Plan, and shares with Production Management, accountability for the required Gross Profit. The GSM directly oversees the total performance of the entire sales staff. This performance will be accomplished within the parameters of the Yearly Sales Expense budget.

The General Sales Manager is to develop a motivated, focused sales team. Through use of Corporate Compensation Plans, Performance Reviews, and consistent feedback, the GSM will ensure that team members are developed so they can successfully accomplish their goals.

The General Sales Manager is accountable to ensure that all sales activity is carried out in accordance with the stated objectives and direction of Mathusek Incorporated.

Specific Duties, Requirements, and Responsibilities

1. Must have a detailed knowledge about all products and services the corporation offers to its customers.
2. Is to ensure that all bidding is done using accurate labor standards and material pricing. Responsible for the timely update of all such standards and pricing into the bid spreadsheets.
3. Must have an in-depth understanding of product and service costs.
4. Has direct control of sales staff.
5. Has the ability to control sales personnel, motivate them, and keep them enthused about their products and career.
6. Has demonstrated and continues to show loyalty to the company.
7. Evaluates all sales staff performance. Uses performance reviews to give feedback, motivate, and evaluate individuals’ work.
8. Recruits quality sales personnel.
9. Has strong written communications skills.
10. Is a good telephone conversationalist.
11. Keeps records of all sales activity and is able to evaluate performance from these records. Each salesperson will track, graphically post, and report the following to the GSM:
    1. YTD Bids
    2. Weekly Bids
    3. Contracts on Hand
    4. YTD Billings
    5. Weekly Billings
    6. Total Gross Profit Produced
12. Understands the actual installation processes so that errors will not be made in estimates, time commitments, guarantees, etc.
13. Is able to negotiate with prospective sales persons on compensation. Is able to clearly communicate group and individual sales production expectations.
14. Makes himself available to sales personnel for discussions with prospective customers.
15. Teaches sales staff the following customer service techniques:  
    1. Stay close to each project in process.Visit job sites often. Be a visible representative of the corporation.
    2. Communicate with customers during installations.
    3. Always give customers the feeling that he is personally interested. In other words, reassures customers with his personal involvement.
    4. Understands that a project is not complete and closed until payment is received in full.
    5. In other words, teaches how to provide great customer service.
16. Knows where to find prospective customers for installations and maintenance.
17. Has the ability to cold canvas and sell persuasively.
18. Knows how to properly utilize firm’s marketing literature.
19. Follows-up on all sales. Make inquiries as to the customers’ satisfaction or complaints.
20. Must have the ability to learn enough about a prospect’s problems to discuss the solution and show how Mathusek can accomplish this.
21. Knows how to report to the President.
22. Is personally presentable at all times in presence of prospects or customers.

Meeting Responsibilities

• Schedule a monthly One on One’s with sales personnel.
• Hold weekly Sales Staff meeting.
• Attend scheduled Management Committee Meetings.
• Present results at scheduled Sales Operations Reviews.

Expected Measurement and Monitoring of Performance

1. Operations Performance Reviews are to be conducted during each Management Committee Meeting.
2. An annual Performance Review is to be submitted to the President prior to the third week of February.
3. Statistical performance indicators are to be graphed and posted.

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