Regional Sales Manager

District Manager  - Pro Channel

Purpose of the Job:

The District Manager (DM) is responsible for leading a team of direct and agency reps in a given territory with a sharp focus on sales growth, profit enhancement and the overall company’s success for their area of responsibility.  This individual will be the key liaison between the field sales team and the rest of the organization (finance, marketing, channel and customer care) and report directly to the Regional Vice President (RVP). The right person will represent WernerCo as the key point of contact with WernerCo’s largest independent accounts, at regional and national shows, and work closely with members of various buying groups. 

Roles will be located in the Eastern, Central and Western United States with accountability for multiple states.

Key Responsibilities (Essential Job Functions):

To be successful in this role, the DM must have expertise in the following areas:

Strategic Management:

• Manages field sales teams activities and drives accountability in areas such as new product launches, achieving financial commitments, and customer service management.
• Aligns the sales regions objectives with the company’s business strategy through active participation in regional strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Develops a monthly, quarterly and annual sales strategy focused on customer needs, challenges, performance metrics, assortment /mix opportunities, strategy alignment, and resources required.
• Develops customer specific plans for top accounts and institutes a regular rhythm for tracking progress.
• Acts as the liaison between the field the rest of the business sharing regular progress updates, competitive and market updates and leverages the intel to develop the appropriate plans.
• Develops strategic plans to deliver the annual product launch and promotional plan at the account level.
• Owns the field level decision making process.

Account Penetration/ Relationship Management:

• Manages and maintains the WernerCo CRM (SFDC) tool to track the opportunity pipeline.
• Proactively builds relationships with customers and establishes rapport with key decision makers high and wide with the focus on driving sales, developing short and long term strategies and regular partnership collaboration.
• Maintains ongoing dialogue, relationships at the executive level, and longer range strategic influence and partnership collaboration
• Proficient in sales process and negotiation skills with a focus on managing top level business deals including closing new business, renegotiating contracts, implementing price changes.

Business/ Financial Acumen:

• Exceeds assigned targets for profitable sales volume, market share, and other key financial performance objectives.
• Expert knowledge of key business metrics and the levers that impact them including P&L at a business and account level.
• Accurately plans and forecasts the business in the short term, based on macro market trends, account category performance, strategic/promotional initiatives, POS trends and customer inventory replenishment strategies.
• Develops and holds team accountable to set of KPI’s and scorecard that are reviewed regularly.

Leadership/Talent Development:

• Instills Werner values and culture consistently across the field team, leads by example by living the values, and holds people accountable.
• Sets the vision, gains buy-in and ensures execution by leading the partnership of the field sales team and Jobsite and Safety specialists for the region.
• Fosters team through coaching, skills assessment, objective setting and elimination of roadblocks.
• Make the necessary changes to the organization to ensure WernerCo is represented by top talent at all times.

Experience & Education:

Required:

• Bachelor’s Degree in Business Administration, Marketing or related discipline.
• 5-10 years of business experience with increasing responsibilities in planning, marketing, and sales in the wholesale, or professional building materials segments.
• 2-3 years of experiencing supervising a sales team.
• Experience managing rep agencies
• Proven sales skills including, but not limited to, customer's business/category expertise, account level planning, presentation skills, consultative selling & negotiating skills/winning through influence, sales tactics execution, new and existing business development.
• Demonstrated experience and execution in achievement of market share growth and profitability improvement for a $5M divisional business unit.

Computer Skills:

• Advanced level skills using MS Office products to include Word, Excel, PowerPoint and Outlook

Key Competencies:

• Extensive commercial business knowledge
• Strong interpersonal skills
• Strong communication skills - verbal and written
• Strong negotiation skills
• Listening skills
• Able to work as part of a team and independently
• Problem analysis and problem-solving
• Attention to detail and accuracy
• Adaptability and multi-tasking ability
• Initiative (self-starter)

Special Requirements:

• Willingness to travel 50%-70% of the time related to account development requirements

Salary : $5 - $0