Regional Sales Manager

Description

The Regional Sales Manager is responsible for managing their assigned region. They lead and coordinate the strategies established by the company and oversee all sales and reporting functions within the region.

• Plan and implement the regional sales and market strategies and present to the National Sales Manager.
• Provide a management resolution to sales representatives and support staff to secure particularly difficult sales or deal with unusual situations, including policy issues, product shortages, defective products and workmanship issues.
• Provide leadership and management within the assigned region to the best practice in people and systems including:
• Maintain and encourage two-way dialogue on issues and results.
• Can marshal resources (people, funding, support) etc. and manage multiple activities.
• Behave maturely and invest time and effort in ensuring maximum “buy-in” to ideas and activities.
• Conduct annual performance evaluations.
• Coordinate the efforts of the internal sales force, ISAs, and the relationship with our distributors.
• Implement key plans required to meet the objectives of SOPREMA within the assigned region including regional strategic plan, annual operational plan, and annual budgets.
• Develop team to be responsible for identifying new sales opportunities with existing clients as well as prospects.
• Manage the activities within the assigned region including but not limited to: site visits, client support, calling plans, and administration of established training programs in cooperation with the SOPREMA technical department.
• Providing motivation and leadership to all staff.
• Communicate with the technical department relative to product or system issues and/or the development of products or systems to meet the industry needs.
• Make decisions in a timely manner.
• Monitor results; has personal accountability for the attainment of all regional goals.
• Recognize legal and fiduciary responsibilities.
• Monitor and review sales targets and operational expense results.
• Communicate the company goals and growth objectives to all team members.
• Building staff relationships.
• Develop annual regional plans and weekly game plans.
• Make decisions relative to the implementation of marketing policies, strategies, training, market research and execution of special projects within the region.
• Ensure that each District Manager, Sales Representative, and ISA develop automated business development plans in the company CRM and related systems and execute accordingly by conducting bi-weekly pipeline meetings with their DSMs.
• Maintain a professional presence in industry and community related activities and events.
• Train and lead all District Managers and Sales Representatives to maintain and implement key customer plans required to meet the objectives of SOPREMA within the assigned region.
• Communicate, liaise, and maintain a positive presence within industry associations, all levels of government within the community.
• Meet / exceed the expected sales volume established by the annual budget. Amount is dependent on the market size and potential growth of the assigned region.
• Work within organizational strategies, structures, and processes in flexible and practical ways.
• Communicate, liaise, and maintain a positive presence with industry professionals, including contractors, architects, engineers, consultants, specification writers and owners.
• Develop diversified market strategies aligned to meet/exceed specific sales and leading indicator goals for their respective region.
• Communicate and liaise with all corporate office departments providing a transfer of market information, market requirements and technical concerns.
• Set credible development plans and assignments for people.
• Communicate and liaise with direct customers as well as distributors to ensure their needs are being met and that they are informed of the expectations of the company.
• Lead the Sales Representatives and regional support staff, which is responsible for product promotions, the carrying out of company objectives, contractor training and quality of product installations.
• Make recommendations to the National Sales Manager relative to staffing and strategic orientation within the region.
• Prepare regional sales budgets and present to the National Sales Manager.
• Distribute workloads fairly and appropriately.
• Selecting the best qualified people.
• Arrange information and work processes in a useful and logical manner.
• Work with staff to assist with sales strategies and possible conflict of strategic priorities and making decisions to resolve them.
• Stay up-to-date on industry and market trends.
• Driving long distances
• Prepare regional operational budgets including investments, projects or staffing and present to the National Sales Manager.
• Analyze market issues and make recommendations to the National Sales Manager to adjust pricing, technical recommendations, or other as required to obtain market, while maintaining long-term strategies.

Requirements

• Business Acumen
• Can deal with conflict, ambiguity and information in an appropriate and positive manner.
• Lifting a minimum of 50 pounds
• Quality Decision Making
• Understanding of manufacturing and distribution methods and systems.
• Extensive building enclosure knowledge and personal selling experience of at least 10 years in the construction and building materials industry.
• Ability to communicate clearly and effectively via telephone, in person and in writing
• Excellent organizational and project management skills.
• Excellent dexterity
• Climbing and descending stairs and ladders
• Ability to work outside of the box (flexibility).
• Understand the decision-making process.
• Executive level presentation, selling, and negotiating skills.
• Secondary education in business management.
• Knowledge and application of business policies, processes, practices, trends and information.
• Communicate clearly and appropriately using a variety of channels. Know how to communicate up, down, and sideways.
• Excellent time management
• Accurately anticipate future consequences and trends with a broad knowledge and perspective.
• Strong leadership, coaching, and team building skills.
• Understand and respect the origin and reasoning for key policies, practices, and procedures.
• Understand the management environment and disciplines.
• Excellent interpersonal and communication skills, online and customer facing, and knows how to nurture the entire team with these skills.
• Is regarded as intellectually strong as well as “street smart”.
• Exceeded budget repeatedly in prior work experience.
• Has a values-based leadership and management style.
• Decision Making and Problem Solving
• Knowledge of the competitive landscape for the assigned region.
• Establish meaningful objectives and adapt style to the employees as well as customers. Must have a good understanding of the competitive landscape and how to navigate it to produce results.
• Good management/marketing judgement.
• Willingness to be accountable and measured on performance.
• Excellent listening and questioning skills.
• This position will require regular travel within the region, United States, and Canada. The Regional Sales Manager can expect to be away from the office for several days per month.
• Know how to get things done through formal and informal channels.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance