Description

This position is responsible for overseeing and directing sales activities of both inside and outside sales teams to maximize volume, expansion and profitability of company products. Responsible for identifying, selecting and leading sales opportunities to develop new, and expand existing, business. Acts as an integral part of the leadership team.  Manages direct reports ongoing development and performance.

• Leads and coaches assigned sales team to continuously improve individual and Company performance.
• Provides resources and direction to assigned sales team(s) in support of Company goals.
• Cultivates a culture of employee development; mentors and delivers job coaching.
• Instills and motivates staff, individually and as a group, to work as an effective team.  Maintains an upmost level of integrity within the group.
• Collaborates with other leaders to facilitate relationships among members of various departments and locations in order to achieve the organization's goals and objectives.
• Participates in the recruitment of open positions, recommends / select the best-qualified candidate.
• Assesses employee performance and recommends merit increases during planning cycles. 
• Embraces and implements Company objectives and communicates them to the sales teams in a spirit of ownership of those objectives.  
• Builds the Territory Management team to effectively cover assigned sales geography (people asset utilization).

• Develops business plans to meet or exceed service, quality, safety, inventory, sales and profitability goals.
• Builds and expands customer relationships and represents Castle Metals at critical accounts.
• Instills confidence that allows Castle Metals to build and maintain the current business, and grow to become the supplier of choice.
• Cultivates sales prospects and secures profitable business.
• Accountable for assigned major accounts to include qualifying, planning, developing teams, executing and closing.
• Collaborates with branch management team to enhance growth and profitability through the management of both Contractual and Transactional pricing.
• Partner with Inventory Manager on planning for raw material through regular forecasting of customer demands.
• Makes presentations/proposals to new and existing clients in order to grow profitable sales; reviews and negotiates pricing levels considering commercial strategies and goals.
• Provides timely reporting and feedback to management regarding account development.
• Works with branches and Supply Chain team to develop and monitor consistent pricing for assigned products.
• Ensures market feedback is effectively dispersed across the various regions.

• High School Diploma or GED
• Eight years of experience in the metals industry which includes direct sales and management experience successfully handling both large transactional and contract accounts
• Advanced business acumen
• Demonstrated knowledge of materials, metals industry and various financials associated with profit and selling, building relationships, influencing & problem resolution progressive experience in a leadership role
• Strong negotiation skills
• Demonstrated people-oriented leadership experience
• Excellent verbal communication skills with ability to make effective presentations to customers at all levels
• PC literacy including Microsoft Office experience

• Bachelor’s Degree in Marketing, Business, or related field  
• Knowledge of Oracle or similar sales software
• Familiarity with Castle key products, pricing, programs, and services
• Exposure to Sales management process

Company Overview: Founded in 1890, A. M. Castle & Co. is a global distributor of specialty metal and plastic products and supply chain services, principally serving the producer durable equipment, oil and gas, commercial aircraft, heavy equipment, industrial goods, construction equipment, retail, marine and automotive sectors of the global economy. Its customer base includes many Fortune 500 companies as well as thousands of medium and smaller-sized firms spread across a variety of industries. Within its metals business, it specializes in the distribution of alloy and stainless steels; nickel alloys; aluminum and carbon. Together, Castle operates service centers located throughout North America, Europe and Asia.