Job Description
Job Summary
The Regional Manager is responsible for managing sales, operations and profitability of multiple Sales Centers within a designated region of the Company. The primary purpose of this position is to achieve revenue and operating profit growth targets through effective leadership and represent Baker Distributing as a leader in the industry ensuring maximum sales. Each Center is an established wholesale HVAC, Refrigeration, Food Services distributorship that carries multiple brands of equipment, parts and supplies. The Regional Manager assumes full responsibility for HVAC residential and contractor sales, including support products, and will manage the General Sales Force and Sales Center Managers of our Sales Centers. The ultimate goal of this role is to develop a strong team of Sales Representatives and efficient Sales Centers that are able to sell, acquire and maintain a strong customer base while managing the Operations integrity and controls supporting and collaborating with the Regional Operations Manager.
Essential Duties/Accountabilities
- Duties and responsibilities will include but are not limited to:
- Represent Baker Distributing as a leader in the industry ensuring maximum sales and profitability.
- Secure maximum market share and sales dollars consistent with established sales policies and programs.
- Develop market strategies and solicit new accounts and dealers.
- Accountable for setting targets for direct reports and articulate a clear vision on the challenges and opportunities facing the Region.
- Take proactive approach to sales development and problem solving.
- Support, manage and lead multiple Sales Centers and operation leaders.
- Manage, motivate, measure and increase productivity and efficiencies of the Sales Center Managers.
- Provide instruction, training and guidance to the operations of Sales Centers; including Warehouse, Receiving/Shipping, Delivery, Fleet Drivers, Showroom, Warranty, Counter Sales and Inside Sales personnel.
- Serve as a host at dealer meetings, conferences, conventions, incentive trips and all other similar functions.
- Conducting open houses or counter days. Support Marketing Manager on any sales marketing programs
- Participate as requested in home product shows, utility sponsored events, industry associations, etc. Attend, when necessary, training classes to acquire the skills to meet our customers' needs and expectations and to keep abreast with technical developments and changes in product lines.
- Assist in resolving customer relations problems with both dealers and end users.
- Manages Expenditure of inventory investments with Proper planning, justification, measurement of inventory and target customer. negotiate 100% rebalance agreements with vendors
- Responsible for Market Pricing, Market intel and development of Pricing profiles for region by location, by customer and working with Pricing group for analytics and Pricing models to maximize profitability
- Responsible for Region's P&L.
- Responsible for the collaboration and delegation of duties of the Regional Operations Manager and Sales Center Manager to maximize profitability through all processes at a sales center
- Responsible for the overall Business Development, Planning, Measurement and profitable growth through the Communication and Collaboration of all personnel within the region
- Responsible to work directly with H/R for each individual recruit through Sales Center Manager and Operations Manager to ensure they fulfill the complete Criteria of the Job Role as well as the accountability of each indivdual.
- Perform other duties as assigned.
Qualifications
- Bachelor's Degree in Business or related field preferred.
- High School Diploma or General Education Degree (GED) required.
- Minimum 5-10 years operational experience in the HVAC industry and product lines associated with HVAC; experience managing wholesale HVAC equipment supply houses.
- Proficiency in air conditioning, heating and ventilation equipment at a wholesale distribution level.
- 3-5 years of experience in residential and commercial contractor relationships.
- Proven success in sales, marketing, operations and leadership roles.
- Proven success in developing business plans to grow markets SOW, increase market share, increase profitability
- Proven success in managing and mentoring other sales employees while establishing sales goals.
- Proficient in Microsoft Office products.
- Must possess and maintain a current, valid Driver's License.
- Must be able to utilize heavy machinery.
Skills
- Strong negotiation and interpersonal skills, including the ability to communicate on all levels within internal and external groups.
- Ability to read and interpret P&L statements.
- Capable of working in a fast-paced environment with skills to multi-task on different levels.
- Ability to give quality presentations.
- Ability to work independently but meet assigned goals and objectives in designated time frames.
- Must possess the attitude of wanting to learn, teach and lead.
- Strong estimating and negotiation skills
- Excellent customer service mindset with the ability to develop long term relationship.
- Excellent analytical aptitude with a proven ability to analyze/interpret data such as sales and market data
- Strong and creative problem-solving skills
- Ability to work independently and in a team environment
- Proactively seeks continuous process and service improvements
Travel
- Frequent travel at a minimum of 80% to locations within your assigned geography is required.
Supervisory
- This role provides direct supervision to Sales Center Managers, Territory Managers and indirect supervision to field personnel within the assigned region.
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