Regional Sales Manager - East

Full job description

Summary:

The Regional Sales Manager reports to AMQ’s Vice President, Sales and is responsible for ensuring the organization’s sales and revenue are managed, developed and leveraged to their fullest potential within the assigned region. This role is focused on developing Territory Managers as strategic sellers to achieve revenue targets. The successful Regional Sales Manager will have the ability to understand, articulate, and lead complex sales processes - across multiple distribution channels - in the Americas region. Initiating and establishing strong trusted partnerships with key shareholders at our dealers is required to maximize effectiveness. We expect our Regional Sales Managers to establish strong internal networks to support their sales team’s growth activities. This role requires a drive for continuous curiosity, innovation and leadership in sales enablement programs and tools to enhance overall excellence across the field sales teams within the defined region. The Regional Sales Manager will cover Detroit Michigan, Boston Massachusetts, New York, Philadelphia Pennsylvania, Washington D.C., North/South Carolina, Toronto.

Essential Duties and Responsibilities:

Define and implement sales and distribution strategies in the defined region aligning to overall company goals.

• Manage sales forecasting, planning, and budgeting processes.
• Ensure a consistent sales approach is set and followed to support diverse growth across AMQ’s portfolio of products and services.
• Drive execution of these sales strategies ensuring processes and metrics are in place to meet and exceed revenue targets.
• Provide leadership within the sales organization and counsel to senior leadership in implementing new sales initiatives that support AMQ’s goals.
• Cultivate and leverage relationships across all AMQ business functions, Steelcase sales teams and key decision makers within distribution partners.
• Identify opportunities for sales process improvement for the different AMQ products and services.
• Drive accuracy in a weekly forecasting model by leveraging Salesforce (CRM).
• Work closely with Pricing / Contracts Manager to analyze sales data to identify areas of success and opportunity for growth within the region.
• Maintain high level of industry knowledge, best practices and developments within our key target markets.
• Identify resource needs in collaboration with Vice President of Sales and General Manager and develop business cases to support the changes required to drive growth.
• Provide ongoing support and training to the sales team, evangelizing the need for account planning and repeatable sales processes.
• Create lasting relationships with dealer leaders that align and support our selling efforts.

Job Knowledge, Skills & Abilities:

Executive-level presence with excellent verbal and written communication and presentation skills with the ability to effectively prioritize and drive clarity

Positive, energetic, self-starter with attention to detail and comfort level working with ambiguity

Analytical thinker and metrics-driven mentality

Passion for developing talent and high performing teams with a player-coach mindset

Entrepreneurial and creative spirit

AMQ Core Values:

Act with integrity

Tell the truth

Keep commitments

Treat people with dignity and respect

Promote positive relationships

Protect the environment

Learn and adapt

Experience/Education:

• Minimum of 5 years’ experience leading the creation and development of sales programs.
• Process and program development and change management skills.
• Validated ability to lead and develop high-performance teams.
• Experience in identifying sales enablement issues, creating robust recommendations, and implementing strategies to optimize performance.
• Bachelor’s degree or 5 years of relevant work experience.