Regional Sales Manager

Job Title: Regional Sales Manager

Normally Reports to: Regional Sales Director

Job Objective: The Regional Sales Manager is responsible for all functions essential to enhance the region’s sales productivity and profitability. These include recruitment of an effective sales force, sales team development & training, analytical reporting, budgeting, pricing optimization, CRM management, performance to budget, and sales compensation administration.

Essential Duties and Responsibilities: In addition to the essential job functions described below, all associates will perform duties requested by management. Assigned responsibilities and duties may vary based upon location size and operation.

• Recruit and grow a best in class sales force effective at driving organic growth, increasing share of wallet, and new customer acquisition
• Develop individual Sales Representatives through in-person and remote training, joint sales calls, and supporting key account strategies
• Regularly provide feedback and performance manage Sales Representatives to achieve desired outcomes
• Work with branch Operations and Marketing to identify profitability trends and suggest collaborative solutions and best practices to improve profitability, sales, margin, efficiency, etc.
• Monitor and make recommendations on sales compensation for new hires and existing sales force based on trends in commissions and Cost of Sales
• Coordinate with Operations on Sales headcount and OpEx to ensure Sales Representative budgets are in congruence with branch budgets
• Create and maintain documentation on sales compensation, policies, modeling, territories, and relevant materials to assist in successful plan implementation.
• Create and deliver Performance Improvement Plans for Sales Representatives not meeting budgeted volume, margin or gross profit goals.
• Build and maintain business reporting for strategic analysis and internal business reviews.
• Monitor the accuracy and efficient distribution of sales reporting and other intelligence essential to the sales organization.
• Provide recommendations based on organizational objectives, forecasts, or key performance indicators.
• Support RelaDyne’s Pricing Optimization program by negotiating vendor contracts/relationships and providing suggestions to the centralized Pricing Team.
• Enhance sales productivity by simplifying processes and evaluating new tools as needed.
• Advance CRM use and monitor the sales force’s compliance to CRM maintenance standards
• Partner with Marketing and Sales to refine lead qualifications and analyze and report on campaign performance.
• Provide analytical data on territory and account alignment, Sales Rep performance, gross profit generation, and other performance metrics
• Assist leadership in onboarding new RelaDyne branches during the EXCELERATE program

Other:

• Represent the company in a professional manner at all times ensuring quality customer service.
• Abide by all policies, rules, and regulations of the company including all applicable safety rules, regulations and procedures.
• Support corporate programs, goals, and initiatives of the company.
• Work overtime as needed.

Knowledge, Skills, and Abilities:

• 5 years of experience in high volume sales or sales operational leadership role
• Very Proficient with Microsoft Excel, Power Point, and Teams
• Very Proficient with Sage CRM or experience with other CRM software
• Basic understanding and utilization of Power BI
• Ability to operate effectively in a matrix environment utilizing strong teamwork and communication skills.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure execution
• Use of professional concepts and knowledge of company policies and procedures to solve a wide range of difficult problems.
• Analytical skills using data based statistical concepts
• Proven collaborative and communication skills to provide leadership in a team approach to work
• Adaptable and flexible to rapid change and the ambiguity that is created by change
• Exceptional attention to detail
• Must have excellent customer service skills
• Must be capable of creative problem solving
• Ability to effectively prioritize daily activities
• Interpersonal skills that provide the ability to lead and work as part of a team
• Strong verbal and written communication skills

Performance Measurements:

• Volume and Margin Performance to budget
• Regional Organic Growth
• Performance to Branded Supplier Goals
• Adherence to RelaDyne cost of sale targets
• Maintain Sales Analytic Tools on agreed production schedule.
• Track and report gross profit dollar gains to branches and corporate management.
• Delivery of annual performance reviews of subordinates
• Other metrics as developed.