Job Description

Role Overview:

The Sales Manager is responsible for managing and growing a portfolio of existing customer accounts while leading business development efforts to expand revenue, market share, and customer relationships throughout the Texas division. Serving as the primary point of contact for assigned accounts and prospective customers, this role drives growth through strategic account management, new customer acquisition, and cross-functional collaboration with inside sales, operations, purchasing, and leadership teams. Success in this position requires strong communication skills, business development experience, strategic thinking, and the ability to build long-term customer partnerships. As the business grows, this role may evolve to include leadership and management responsibilities, including oversight of additional sales and support resources. Duties may include some or all of the following responsibilities.

Duties/Responsibilities:

• Manage and grow a large portfolio of existing customer accounts by building strong relationships, understanding customer needs, and maintaining regular communication.
• Identify opportunities for existing account growth through upselling, cross-selling, and product mix optimization.
• Develop growth strategies for prospective customers to increase revenue and market share. 
• Manage account profitability by evaluating pricing strategies, product mix, and margin performance.
• Maintain a consistent schedule of customer visits, plant tours, industry events, and face-to-face meetings to strengthen relationships, identify opportunities, and reinforce the company's value proposition.
• Monitor customer buying patterns, order activity, and account trends to identify risks, improve retention, and support long-term account development.
• Prepare and deliver sales presentations, proposals, and quotations to prospective and existing customers.
• Negotiate pricing, credit terms, and program agreements consistent with company objectives and profitability goals.
• Prepare accurate sales forecasts, pipeline updates, and account plans using CRM, ERP, and other sales tools.
• Collaborate with operations, purchasing, marketing, and other internal teams to ensure excellent service, on-time communication, and successful execution for customer accounts.
• Partner closely with inside sales teams to improve customer response times, quote turnaround, order accuracy, and overall customer experience.
• Monitor competitor activity, market trends, pricing changes, and industry developments to identify opportunities and protect market share.
• Performs other related duties as assigned.

Key Performance Indicators:

• Revenue growth across assigned customer accounts
• New business revenue growth year-over-year
• Customer retention and account renewal rate
• Upsell and cross-sell performance within existing accounts
• Forecast accuracy and pipeline visibility
• Customer response time and issue resolution effectiveness
• CRM/ERP data accuracy and account activity follow-through

Education/Experience and Required Skills:

• Bachelor’s degree in Business, Marketing or other related field. Equivalent in relevant experience taken into consideration.
• 4-5 years’ experience in Sales required.
• Experience practicing the Sandler Sales methodology is preferred. 
• Experience managing a large customer base, account portfolio, or territory strongly preferred.
• Knowledge working with Syspro or similar ERP software strongly preferred.
• Strong proficiency in Microsoft Software (Outlook, Word, Excel) and Adobe.
• Knowledge of tire and wheel industry strongly desirable.
• Excellent communication and interpersonal skills.
• Excellent customer service and time management skills.
• Strong relationship-building, negotiation, and problem-solving skills.
• Ability to multi-task, prioritize and organize efficiently.
• Strong attention to details.
• Ability to manage multiple accounts, priorities, and follow-up activities with minimal oversight.
• Ability to work well under pressure in a fast-paced environment. 
• Ability to perform repetitive tasks.

Physical Requirements and Work Environment:

• Primarily office-based with travel to customer locations as necessary.
• Must be able to frequently use hands and talk or hear.
• Must be able to lift and move up to 15 pounds at times.
• The noise level in the work environment is low to moderate.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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