REGIONAL SALES MANAGER

Regional Sales Manager – Building Insulation and Spray Foam

The Regional Sales Manager is responsible for developing and leading sales strategy across a geographic area, in cooperation with adjacent sales leaders and in alignment with the overall objectives of the Building Insulation and Spray Foam business unit. The primary focus of the Regional Sales Manager will be to achieve or exceed organic sales and margin goals across the territory. The position will oversee all aspects of this process – establishing sales territories, quotas, and goals; analyzing sales statistics; establishing forecasts; setting policies and ensuring compliance across the team; implementing training and initiatives that improve the overall effectiveness of the organization; working with branch locations within the territory on product offering, inventory positions and pricing; monitoring and reporting on customer, vendor and competitive activity within the territory. The best candidate has and maintains expert knowledge in all aspects of the building insulation and spray foam business including mechanical, technical, and chemical properties, building codes, building sciences and industry standards. This position will report to the Vice President of Building Insulation and Spray Foam and have direct reports including both inside and outside sales resources. The position will also be responsible for leading and mentoring matrixed sales resources working across the established SPI branch network.

Areas of responsibilities may include but are not limited to:

Sales Leadership & Coaching

• Lead a team of sales representatives to drive profitable growth and consistently achieve budget.

• Ensure each team member hits KPIs on a weekly basis and leverage KPI gaps to coach individual contributors
• Coordinate the execution of monthly sales campaigns and product spotlights
• Promote a culture of high performance, continuous improvement, and teamwork
• Recruit, develop, and retain sales teams to ensure organizational capability to deliver sales and service objectives
• Leverage business reports to develop strategies, direct work and make good business decisions
• Manage the coordination of sales efforts in a way that integrates the local markets with national accounts and omni-channel offering

• Support and advocate for SPI pricing, purchasing, vendor and other initiatives
• Support and participate in the on-going development of the SPI sales process
• Manage quoting and reporting processes
• Accurately forecast both sales and expense budgets; hold team accountable on performance with respect to both

Territory Design

• Perform all sales leadership responsibilities for dedicated BI & Spray Foam branches within the assigned territory
• Work with branch and business unit leadership to develop sales budgets, pricing strategies, territory alignment, etc. for branches with matrixed responsibilities
• Create prioritized list of prospects in the region and deploy resources to acquire the highest priority prospects

Communication

• Communicate effectively with Branch, Regional and Executive leadership to achieve common goals and drive results
• Provide regular, relevant updates and demonstrate effective communication skills with all stakeholders and direct reports
• Bring together sales and operations associates – driving collaboration and “one team” in the branches

Customer & Vendor Relationships

• Build and sustain solid relationships with both existing and potential customers
• Maintain relationships with key vendor partners and leverage them to help secure more business
• Stay ahead of customer needs and market trends

Education, Skills, Experience, and Knowledge

• Bachelor’s degree in Business, Finance, or related field – or 10 years of equivalent inside/outside sales management work experience
• Knowledge of sales process design and CRM systems
• Strong negotiation, communication, and customer service skills
• Proficient in Microsoft Office (Outlook, Excel, Word) and ERP systems
• Excellent interpersonal, teamwork, multi-tasking, and leadership skills
• Experience in distribution and/or building and construction industry is preferred

Work Environment

Office environment with warehouse and field visits as necessary

Physical demands may include but are not limited to:

Moderate walking, standing, and/or climbing; light lifting and carrying, stooping, bending, kneeling, and reaching. Must be able to lift a minimum of 30 lbs.

Travel

Moderate to Heavy

Exemption Status

Exempt