Job Description:

Summary:

The Regional Sales Manager (RSM) is a consultative sales leadership role responsible for leading a team of sales representatives in working with the end users and all levels of the Distributor network to pull through profitable business with targeted accounts. The RSM is responsible for territory management, identifying and qualifying customers’ needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales. Reports to National Sales Manager.

Responsibilities:

Responsible for total sales within a defined regional zone.Meet or exceed the sales plan for the defined zone for the sales period. When required, develop sales forecasts (In-Month, Monthly, Quarterly, Annual, etc…) and develop tactical plans to meet those forecasts.Engage in required meetings, summits, and strategic planning sessions with distribution partners as required.Manage all SFDC activities (Contracts, Funnel management, SPAs, etc) for the zone.Provide all reporting and analysis as required by the business management team.Supervise all assigned employees.Provide direction on the execution of division strategies.Provide documented coaching as required.Enhance the skills and knowledge of all assigned employees through onboarding or constant improvement processes.Ensure compliance with timelines for all Workday activities, required trainings, and any additional necessary requirements such as Dayforce vacation tracking.When required, implement Performance Improvement Plans to aid underperforming employees in meeting expectations.Provide regular feedback on performance as well as meet the timeline required for mid-year and end-of-year reviews. Assign stretch activities to high-performing talent to help ensure growth opportunities are identified for their career development.Manage the onboarding of all new employees by ensuring they are given the necessary training in the business to be effective.

Territory Management

Perform all required direct sales roles in the assigned region/territory.Manage vacant regions/territories within the assigned business segment.

Education and Experience:

Bachelor’s degree in Business, Marketing, or related field preferred. Minimum of five (5) to ten (10) years’ experience in sales management in a manufacturing environment. Proficient in Microsoft Office programs (Word, Excel, Power Point) and Outlook. Strong written, verbal, and collaborative communication skills. Experienced in conducting effective and professional sales/product training via in-person or virtual, to groups and various media forums. Experience in successful sales strategy formulation and execution. Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers. Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis. Must be able to handle multiple tasks simultaneously, manage priorities, and work independently as well as on a team.  

Other Qualifications:

Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization, such as operators, executives, suppliers, customers, etc. Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results. Possesses an entrepreneurial spirit and is willing to take initiative with a focus on the key initiatives and opportunities for improvement and growth. Self-starter, highly motivated, follows directions well, and can work with little or no supervision. Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events. Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities. Excellent communication skills with all levels of the company and customers. Able to effectively work with and through others in a collaborative environment. Takes ownership and drives positive change. Excellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources. Able to adapt to changes in the work environment. Proficient time management and prioritization skills. Ability to travel 75% or more for business demands, including overnights.