Area Sales Manager

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work.

This position will be located in: Richmond, VA

Final date to receive applications:
January 26, 2026

Please note that the position may be filled before or after the listed Final date to receive applications. Applications will only be accepted while the posting remains active.

The Area Sales Manager creates, communicates, and implements a strategic sales and marketing plan that provides significant competitive differentiation, bottom and top-line growth, and long-term sustainability. Provides coaching and development to branch managers and account managers. Develops strong professional relationships with high-level influencers and decision-makers at key and target customers. Establishes strong relationships with key manufacturers and their representatives as well as with suppliers and vendors.

Essential Functions

• Builds strong relationships with key vendors and suppliers to achieve growth objectives,
• Works to gain a complete understanding of key customers' industry; understands the issues and opportunities they face and their key success factors.
• Builds, communicates, and implements a segment strategy to support customers' needs through services and solutions that provide for their overall profitability and success; the strategy should offer competitive differentiation and advantages over competition while contributing bottom-line results.
• Builds sales momentum across the area and at the branches for the segment and overall business.
• Defines and supports sales training programs that enable staff to achieve their full potential and support company objectives.
• Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales teams.
• Directly responsible for the gross margin growth, gross margin %, and market share within the segment.
• Identifies, monitors, and communicates key performance metrics to the organization.
• Creates and monitors measurements to ensure the annual budget is achieved.
• Defines and oversees incentive compensation programs that motivate the sales team to achieve company and segment objectives.
• Works closely with IT in customizing and implementing customer technology.
• Manages co-op and AD (Affiliated Distributors) marketing programs.
• Monitors customer, market, and competitive activity and provides feedback to company leadership team and other company functions.
• Works closely with the marketing function to establish successful supplier relationships and partner programs.
• Achieves financial objectives by preparing an annual budget; scheduling expenditures; analyzing variances; and initiating corrective actions.
• Drives the use of TCCM documentation and use of formal customer business reviews.

Non-essential Functions

• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
• Encourages participation in professional leadership and training courses and events.
• Encourages industry participation on advisory boards or supplier councils.
• Provides opportunities to network and be exposed to new ideas in the industry at sanctioned functions.
• Performs other duties as assigned by supervisor or other designate.

• Bachelor's degree in sales and marketing or related field, or equivalent experience required.
• 10 years of electrical industry experience, preferred.
• 5 years of sales management experience, preferred.
• Experience in coaching and managing processes, marketing plans, market research, statistical analysis, developing budgets, financial planning, and strategy.
• Proven leadership skills.
• Firm grasp of database management software and Excel.
• Competent in reviewing and interpreting basic financials.

• Self-motivated and customer focused.
• Effective presentation skills in front of diverse audiences.
• Strong written and oral communication skills.
• Ability to work under…