Regional Sales Director | Remote

Reports To:   Vice President, Sales & Marketing       FLSA Status: Exempt       

Purpose

Drive new business revenue aggressively while ensuring strong profitability

The purpose of this position is to drive profitable growth for a region. Plans, leads and supervises the sales efforts and programs for a specific region. Participates in the development, implementation and evaluation of all the sales budgets and plans. Provide leadership and direction for the sales group assuring achievement to financial targets. Actively develops and builds the future state of sales processes and tools to increase the effectiveness and success of the sales team and region. He/she will manage a team of District Sales Managers.

Responsibilities

Drive Profitable Growth

• Drive year over year profitable growth to the organization through a strategic 3-year sales plan
• Establish annual, quarterly, and monthly forecasts; and is accountable for achieving the sales budgets
• Own and manage the account portfolio by developing and delivering customer-level annual sales plans
• Execute 3A’s and the region’s long-range and short-term sales strategy and forecast sales volumes and achieve budgeted sales and EBIT
• Manage the sales teams, operations and resources to deliver profitable growth
• Develop and execute on a business plan to expand business into new accounts throughout a given region
• Display a thorough understanding of business needs and revenue potential for accounts in the assigned region
• Monitor customer, market and competitor activity and provide spontaneous feedback to company leadership team and other company functions
• Analyze ongoing results and develop and implement corrective actions as necessary
• Understand the impact of sales and financial decisions on the company

Customer Focus

• Cultivate and maintain effective business relationships with decision makers at the local and enterprise level
• Pursue identified business prospects and participate in the planning and sales process for new business opportunities
• Implement the company's sales process to establish a culture of consultative selling to decision makers at all levels
• Collaborate with Product Line Management, technical resources and the sales leadership team to define an overall sales strategy and to develop solutions responsive to the customer’s business
• Solidify and expand existing customer relationships
• Manage and exceed customer expectations and contribute to a high level of customer satisfaction
• Work closely with the marketing function to establish successful support, channel and partner programs
• Support Marketing and technical teams in the identification and development of differentiated products and services
• Manage key customer relationships and participate in closing strategic opportunities
• Showcase the Company’s unique value proposition specific to the concerns of assigned accounts

Sales Leadership

• Develop a culture of talent management in support of further developing employees in support of company objectives
• Partner with Human Resources to select, develop, coach and retain top sales talent
• Increase sales team effectiveness through coaching and development activities, training and performance management to achieve best-in-class status for professional B2B sales. Manage succession planning for sales
• Provide thorough and timely reporting of sales results compared to forecast/budget for various forums, including but not limited to monthly reports, business reviews, Strategic planning sessions and ad hoc requests
• Coach direct reports to build effective support relationships that enable them to respond quickly to emerging opportunities and provide for seamless execution of the sales processes that exceeds customer expectations
• Drive high level teaming and collaboration to gain the committed and motivated efforts of key internal partners
• Establish a planned program for sales coaching, working with Sales Managers on all aspects of the sales process
• Participate in sales calls with District Sales Managers to provide feedback and to assist with large opportunities
• Manage the performance and sales achievement of direct reports

Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base

Requirements & Qualifications

• Four Year Degree in a related field required
• High level of successful experience selling in a B2B environment, preferably within a distribution sales channel
• Minimum five years of sales management experience for national or key strategic account business
• A consistent record of managing teams to exceed sales performance expectations
• Must be able to manage complex relationships with sales and customers
• Must exhibit a wide range of independent decision making and control
• Demonstrated experience and ability of planning and managing at both strategic and operational levels
• High level of financial and business acumen
• Able to analyze and solve problems with varying degrees of complexity
• Demonstrated professionalism, dependability, collaboration and influencing skills
• Ability to use technology and analysis tools (Excel, Outlook, web, databases)
• Proficient at detailed product presentations using samples as well as electronic presentation
• Travels extensively (75%) to meet customers and to coach District Sales Managers in the field