Job Brief
The sales manager manages all sales activities for the business and oversees the day to day management of the sales department. Your goal will be to develop and manage teams, develop and respond to Customer needs, advise customers and potential students about courses, training, and tours, and then close the sale(s). Your job will be entirely focused on creating value. You will build programs, generate leads, and conduct face-to-face sales.
Intent of the Job Description
This job description describes the duties and responsibilities, qualification requirements, physical demands, work environment, etc. for this job. Duties may be combined with other jobs or duties from other jobs depending upon operational circumstances. Management reserves the right to add, modify or end any of the duties contained in the job description as future business conditions warrant.
Essential Duties and Responsibilities
Here’s a quick overview of what we expect from you:
- Source sales opportunities through face-to-face interactions.
- Develop and manage sales programs designed to increase lead generation.
- Understand customer needs and requirements.
- Route qualified opportunities to the appropriate sales executives.
- Close sales and achieve quotas.
- Research accounts, identify key players and generate interest.
- Maintain and expand your database of prospects within your assigned territory.
- Team with channel partners to build pipeline and close deals.
- Managing the sales team and all sales activities within the company.
- Motivating staff and leading the team to achieve sales targets.
- Interviewing and selecting new members of the sales team.
- Carrying out sales training with sales executives and role playing sales techniques.
- Ensuring all administration for sales is completed effectively.
- Setting sales targets and activity key performance indicators.
- Reporting on progress towards sales KPI’s.
- Visiting customers and potential customers alongside sales executives.
- Cold calling customers and selling services and products
- Liaising with other departments within the company.
- Chasing leads and following up on opportunities to generate sales.
- Arranging to attend industry conferences and events.
- Networking with companies in the industry.
You MUST have:
- Proven track record of successfully managing sales teams.
- Relevant industry experience and knowledge of the company’s market.
- Highly motivated with a drive to succeed and a passion for sales.
- Target driven and money motivated individual.
The following are the essential duties and responsibilities of the Job. Other duties may be assigned. Performance Appraisal (PA) measurements are noted in brackets [___].
1. Provide quality Customer Service by responding to Customer requests, explaining merchandise courses, training and the features of scuba products, demonstrating merchandise, and making sales. Provide displays, brochures and other point of sale information as needed to assist the Customer to make buying decisions. [PA: Customer Service provided consistent with Company standards.]
2. Complete all paperwork for sale and intake of new students, take special orders for Customers, and complete new merchandise requests. [PA: Paperwork completed accurately.]
3. Network with local businesses, hotels, restraints, and businesses to expand market penetration. Monitor lead sources, and advise management of fast/slow moving programs or SKUs. [PA: Marketing and sales material fronted, stocked and displayed to greatest advantage and within the greatest market areas.]
4. Monitor program and train sales and growth on regular basis to meet predetermined sales numbers and goals. Advise management of and assist in developing new market areas or modifying existing market areas as requested.[PA: Market Programs Monitored, Maintained, Reported on, and Modified as Required.]
5. Monitor sales practices, the practices of external representatives or sales relationships under your control to decrease opportunity for breaches of policies. [PA: Monitors and Manages External Reps.]
6. Assist in the preparation of sales, marketing, and advertised event, promotions, and campaigns. [PA: Successful campaigns and promotions. Sales increased.]
7. Attend and participate in all Company sponsored training programs as required. [PA: Satisfactory participation, retention and application of training program subjects.]
8. Perform any other duties, responsibilities or tasks as assigned. [PA: Efficient completion of assigned duty, responsibility or task.]
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Some of the other things we look for are:
- Proven outside sales experience track record of over-achieving quota.
- Excellent verbal and written communications skills.
- Strong listening and presentation skills.
- Ability to multi-task, prioritize, and manage time effectively.
- BA/BS degree or equivalent preferred.
Education and Experience
High school diploma or general education diploma (GED) at a minimum; and one to two years related experience and/or training; or equivalent combination of education and experience. An undergraduate degree in sales, marketing, business, or communications preferred. A masters is highly desirable, but really, experience is everything. We will consider those with less experience and education, but you will want to really make an impression and sell us on why you should sell for us.
Language Skills
Both English and Spanish are required. Would be helpful if you speak other languages such as German, French, or Russian. Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or Associates of organization.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Other Qualifications
A SCUBA instructor or divemaster certification, in good standing, from a major agency preferred. But not required. We will train the right person. Good interpersonal, communication, sales and Customer Service skills are necessary. Ability to operate computer equipment and applicable programs is required.
Physical Demands
The physical demands described here are representative of those that must be met by an Associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the Associate is regularly required to stand; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The Associate is occasionally required to sit; climb or balance; and stoop, kneel, crouch, or crawl. The Associate must frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and the ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an Associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the Associate is occasionally exposed to toxic or caustic chemicals. The noise level in the work environment is usually moderate.
Compensation
This position is paid based on performance; if you’re good at sales (or you want to learn how to become good at sales), you’ll easily create value for you, customers, and the organization. Therefore, we pay a a generous commission for the sales for courses and products.
Equal Opportunity
We seek and encourage a diversity of skills, talents and viewpoints in our workplace. Protected Veterans and Individuals with Disabilities encouraged to apply. We do not discriminate. Period.