Sales Manager

Overview

Summary: The Sales Manager is responsible for leading and managing the project sales team to achieve company sales goals and objectives. This role oversees workload management, customer volume reporting, margin management, and fostering strong relationships with Account Executives (AEs) and vendors. The Sales Manager is also responsible for performance planning, contract understanding, and ensuring successful onboarding and training of new AEs.

Leadership

• Directly manages Minneapolis based new business development team and project based Account Executives, including AEs responsible for delivering non-annuity-based work local to the Minneapolis market.
• Works directly with the CRO to strategize on present and future positioning of Fluid in the marketplace.
• Ensures direct reports are accountable to Fluid’s vision and directives, contributing to annual goals.
• Collaborates with Human Resources on hiring, onboarding and training of new and existing sales team members.
• Develops and manages performance of Minneapolis project-based Account Executives including regular 1:1 meetings and annual performance planning.
• Participates in creating and enhancing culture and accountability within the organization by providing a resource for internal communication.
• Champions employee experience and culture that is consistent with Fluid purpose and core values.

Sales & Business Strategy

• Manages existing quarterly/annual business reviews with associated Account Executives and their top customers.
• Implements Fluid sales strategies, including 80/20, top manufacturer alliances, and other discounting and margin strategies.
• Hosts quarterly customer volume meetings with AE teams in conjunction with the finance team to analyze margin data and make informed decisions.
• Participates in proposal response team meetings to provide strategic and profitable RFP responses.
• Works closely with Financial Analyst and CRO on all pricing and contract negotiations.

Sales Management

• Oversees daily and overall interactions within the sales team internally as well as customer feedback and interactions.
• Manages strategic relationship with manufacturers (including Haworth) and CRO on pricing agreements (SPA, NSA).
• Responsible for ensuring Account Executives give timely and accurate forecast entered/updated in business system.
• Partners with VP of Operations and department leaders on workload management and staffing to support project delivery and customer satisfaction.
• Assigns new project opportunities to Account Executives based on their expertise, skill and capacity.
• Reviews annual national sales agreements (NSAs) and service level agreement (SLAs) contracts with customers.
• Maintains relationships with key representatives and vendor partners negotiating the best pricing structure for Fluid and tracks annual discounts and rebate structures.

Qualifications and Skills

• Bachelor’s Degree preferred
• 3+ years sales experience in the commercial furniture industry, commercial real estate, design or construction preferred.
• Must be able to pass a criminal background screening.
• Must have a valid driver’s license.