Regional Sales Manager

Job Description

Responsible for sales operations in assigned geographical regions. Manages, directs, and coordinates all sales plans, programs, and convention activities. Recommends and establishes sales promotions, contests, and incentive programs. Oversees development of new accounts and servicing of existing accounts. Maintains and promotes trade contacts. Develops and executes sales plans and goals designed to increase sales, profits, and market share and to minimize expenses. Ensures that professional business relations exist with customers and that their needs are met. Directs, trains, and appraises sales force. Assigns sales territories to Sales Representatives.

ESSENTIAL FUNCTIONS AND BASIC DUTIES

1. Assumes responsibility for the planning, development, and implementation of effective regional sales programs and policies.

a. Assists Senior management with long and short-run regional sales strategies.

b. Ensures that regional sales plans complement and support established Company-wide goals.

c. Develops and implements regional sales plans, programs, policies, and goals which further strategic objectives.

d. Forecasts profit and volume growth and related goals.

e. Assists in preparing regional sales budget.

2. Assumes responsibility for the effective performance of regional sales activities.

a. Conducts regular reviews of sales activities and effectiveness. Develops sales contests, promotions, and incentives to increase sales and improve performance on lower volume products. Provides recommendations regarding improvements in sales and service delivery, programs, and procedures.

b. Oversees and manages all regional sales functions, including assigning sales territories to Sales Representatives.

c. Researches and evaluates current and potential markets for sales opportunities. Develops recommendations.

d. Determines market strategies and goals for Company products and services related to the regional sales environment.

e. Ensures that existing accounts are serviced in accordance with Company standards and policies.

f. Makes sales presentations to major accounts as necessary. Ensures sales process is professional and effective.

g. Coordinates technical and sales support as needed.

h. Develops and oversees technical or product training as needed.

i. Coordinates corporate convention sales and presentations.

j. Ensures regional sales goals are met or exceeded.

3. Assumes responsibility for the effective coordination, communication, and reporting of regional sales functions.

a. Oversees the development and implementation of an optimal regional sales structure, and related policies and procedures.

b. Ensures that regional sales functions are well coordinated with related departments and that open communication among personnel exists.

c. Manages and oversees sales expenses. Ensures that spending complements operating plans, profit commitments, and anticipated changes in the business environment.

d. Completes required reports, records, and documents. Prepares periodic sales reports and business plans for the Department.

e. Keeps management informed of area activities, progress toward established goals, and of any significant problems.

f. Attends and participates in meetings and committees as required.

4. Effectively supervises the sales force, ensuring optimal performance.

a. Provides leadership to sales personnel through effective objective setting, delegation, and communication. Conducts sales meetings as required. Directs, schedules, and coordinates regional sales functions.

b. Sets up and trains the sales force. Provides regular instruction regarding policy, procedure, and program changes.

c. Ensures that personnel are effective and optimally used.

d. Sets performance standards for sales personnel. Provides suggestions to improve effectiveness.

e. Conducts performance appraisals as required. Formulates and implements corrective actions as needed. Recommends changes in status of personnel, including promotions, transfers, and salary adjustments.

f. Ensures that the sales force levels are appropriate and effectively utilized. Conducts interviews and assists with hiring Sales Representatives as needed.

g. Assists and supports Sales Representatives as needed.

5. Assumes responsibility for establishing and maintaining professional business relations with customers, distributors, and trade contacts.

a. Ensures that requests, needs, and questions are promptly resolved. Ensures that customers are informed of Company products, programs, and promotions.

b. Monitors service delivery and ensures excellence in service levels.

c. Represents the Company at trade functions. Follows-up on all notices for action and new account opportunities.

d. Ensures that the Company's professional reputation is maintained.

6. Assumes responsibility for related duties as required or assigned.

a. Maintains awareness of the Company's competitive position, industry trends, and the changing business environment.

b. Stays informed of trends in the sales field.

c. Completes special projects as required.

PERFORMANCE MEASUREMENTS

1. Monthly, quarterly, and yearly sales and profit goals for the region are met or exceeded.

2. Sales forecasts, plans, and programs are appropriate and effective. Sales objectives are executed in accordance with approved policies.

3. Current customer accounts are maintained or expanded and additional ones developed. Good business relationships exist with customers and their requirements are met.

4. Sales personnel are well trained and effective. Assistance and support are provided as needed.

5. Management is appropriately informed of sales activities and of any significant concerns. Reports are complete, accurate, and timely.

6. Good working relations, communication, and coordination exist with related Company departments. Assistance and information are provided as needed.

QUALIFICATIONS

Education/Certification: Bachelor’s degree in marketing or business management (or a related field) or equivalent experience.

Required Knowledge: Knowledge of Company products.

Understanding of sales forecasting, programs, promotions and related techniques.

Familiarity with regional sales markets.

Experience Required: Minimum of five years of sales experience.

Experience in developing and carrying out business plans, sales plans, and commission programs.

Skills/Abilities: Strong leadership abilities and supervisory skills.

Ability to prepare correspondence, proposals, contracts, price quotes, and bids.

Excellent communication, negotiation, and presentation skills.

Ability to interact at all levels of business.

Able to manage and coordinate projects.

Able to operate related computer applications and calculator.

Job Type: Full-time

Pay: $75,000.00 - $100,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Compensation package:

• Commission pay

Schedule:

• 8 hour shift

Travel requirement:

• Up to 75% travel

Work Location: On the road

Visit Original Source: