Pro National and Government Sales Manager

About West Marine

About the Job

About West Marine

We don’t just sell anchors and rigging. We sell a love of the water that lasts for generations.

We don’t just sell life jackets and flares. We sell peace of mind for your most precious cargo.

We don’t just have a passion for boating. We have a lifetime of experience that we can’t wait to share with you.

So when you shop at West Marine, it’s not just for boating gear – it’s for the pure pursuit of more water and less hassle.

If you have a passion for being on the water and are looking to join a world-class organization, then West Marine is the place for you! West Marine is recognized as the premier multi-channel retailer of boating and fishing supplies with more than 230 stores located throughout 37 states and Puerto Rico. When you work at West Marine, you’re part of a family; one that values spending quality time on the water, doing the things you love, and sharing that passion with our customers and community.

Position Summary

West Marine Pro is seeking a National Government Sales Manager managing the Government market teams.

The National Government Sales Manager is responsible for managing the government sales team reps. This person focuses on identifying and implementing growth opportunities with existing and new accounts to drive revenue in the PRO business. Additionally, this person will ensure customer satisfaction, promote new service and purchasing opportunities, and sets sales targets. This position is highly autonomous and requires an individual who is self-motivated and driven to achieve superior results. The National Accounts Manager reports to the National Accounts Director. West Marine is a Drug Free Workplace and an Equal Opportunity Employer.

Compensation Structure:

In this role, you will be compensated under an On-Target Earnings (OTE) model, which combines a base salary with bonus incentives. The base salary is fixed while the bonus is earned based on performance. The OTE represents the total amount of compensation you can expect to earn annually if you meet your performance quotas. This structure is designed to reward high performance, with bonuses being paid monthly in addition to your bi-weekly base salary.

To review many of the benefits West Marine offers its Crew Members, please visit our benefits page at www.embbenefits.com/wm-home/ .

Primary Responsibilities:

Develop and Execute Business Strategies and Priorities

• Establishes key priorities throughout their business and communicates those priorities through leadership and the sales team to ensure it aligns with company strategy.
• Drives the execution of all company programs and sets clear and measurable goals for sales teams; holds Sales Representatives accountable for attaining those goals.
• Collect and analyze sales data and trends; Stays up to date with internal and external developments and suggest new ways to increase sales
• Prospects, generates leads, and seeks new business opportunities to grow overall portfolio and market share of the Pro business
• Negotiate contracts; Meets or exceeds Gross Margin plan; Manage special charges within context of the business; Manages price overrides within context of the business; Enriches Gross Margin through strategic account development
• Coordinates sales efforts with marketing programs; promotes product/company focuses
• Networks with industry professionals; attends trade show, store events, or industry-related events to grow customer base and be the go-to contact for key accounts
• Serves as a point of contact and maintains relationships with key accounts.
  
  

• Brings our core values to life in everyday interactions with Crew Members and customers and encourages the same of their team members; Models the West Marine leadership competencies
• Develops leaders who manage their business at the highest level of consistent performance
• Maintains a strong pipeline of talent; attracts, and develops talented and diverse sales teams.
• Ensures that Sales Representatives meet or exceed customer service expectations; champions and embraces company resources
• Manages sales team relations and partners with HR when applicable.
  
  

• Collaborates with peers to ensure initiatives are executed to the highest standards.
• Collects and encourages feedback from various stakeholders.
• Partner with support teams to meet sales and operational objectives.
• Work alongside vendors, stores, and retail operations to execute in-store events.
• Forecast needs of market and submit information to merchandise planning.
• Attends Pro meetings and other strategy calls.
• Maintains regular cadence of communication with stores and store leadership.
• Partners with Merchandising, IT, Logistics, Finance, HR, and other departments to bring and enhance support to the sales teams.
  
  

• Minimum High School or GED
• College Degree in Business or related field and/or U.S. Military Service preferred
  
  

• 10+ years sales experience
• Proven record of success in sales
• Proficient knowledge of marine products and the marine industry preferred.
  
  

• Strong communication, organizational and customer service skills
• Sense of urgency and ability to work in a fast-paced environment
• Computer literate, including Microsoft Office, Excel, Word
• Strong presentation, analytical and negotiation skills
• Ability to foster relationships with customers
• Proficient in Salesforce CRM or related CRM software