Description:
Essential Duties:
- Establish and achieve sales and profit forecasts for the region on an annual, quarterly, and monthly basis.
- Constantly evaluate the Region’s potential and performance. Make recommendations to the Director of Sales or VP/GM on the changes in selling strategy needed to reach the potential.
- Administer regional budget by monitoring expense reports, participation at trade shows, travel frequency, etc., to provide overall administration of field sales activities.
- Recommend policies and procedures to assure uniform practices in the field and reinforce Company Selling philosophy and guidelines.
- Visit all sales districts regularly and work with field sales personnel and or agents to monitor performance, help individuals identify and improve selling weaknesses (personal selling skills, territorial management, coverage of all applicable markets and product lines, closing orders, working with home office, product technical knowledge, etc.). Coordinate and assist selling efforts where field sales staff and or agents may require additional home office support.
- Expand product knowledge and develop account depth with key customers to assure continued support and to protect the Company against customer loss if regional sales coverage changes.
- Conduct and document performance appraisals providing feedback to field sales personnel and or agents along with assistance on how to improve areas of weakness.
- Determine selling approaches in remote portions of country where direct sales force may not be able to practically cover. Recommend agents, distributors, part-time sales representatives, “consultants,” etc.
- Plan and coordinate periodic regional sales meetings to meet training, status reporting, morale building, and selling coordination goals.
- Guide management and participate in strategy planning so that the field conditions are realistically considered during home office decisions.
- Participate in formulating annual Company sales plans.
These are the general duties required to fulfill the Regional Sales Manager job description, not a detailed description of all the work required. New duties and responsibilities may be required to meet the changing demands of business.
Education and Experience:
- Candidate must have at minimum a bachelor’s degree, preferably in Business Administration, Engineering, or Marketing related field. Must have ability to effectively utilize and interpret technical data to achieve sales objectives.
- Candidate must have at least 8 – 10 years’ direct sales related experience; preferably 2-3 years’ experience in a supervisory management capacity. A minimum of 5 years must be in wire and cable, preferably dealing with similar product lines and applications.
- Candidate must have expense control and budgetary experience, as well as be computer/PC literate in common business-related programs such as Word, Excel, and Power Point.
Knowledge and Skills Preferred:
- Candidate must have strong interpersonal skills and communication skills, coupled with a proactive, high-energy style. Should be able to quickly assess changes in the market and effectively formulate an alternate sales approach to offset problems that may develop with the initial plan.
- Candidate should have good planning and organizational skills, coupled with effective management of time
- Travel: Approximately 60%