TITLE:

Regional Sales Director

LOCATION:

Remote

JOB CATEGORY:

Sales and Marketing

Industry 1: Building Materials
Industry 2: Construction
Industry 3:

Job ID: EB-1556306668
Category: Sales and Marketing
Location: Remote, 

This position manages assigned Outside Sales/Account Managers driving them to identify and develop profitable and long-lasting relationships with qualified customers. Responsible for achievement of individual and region sales growth quotas and assigned account objectives within assigned region for existing and new customers. Responsible for selected territories for third-party sellers. Required to represent the entire range of company products and services, while leading the sales planning/selling cycle and ensuring customers’ needs and expectations are met by team members. Also responsible for ensuring cross-company collaboration and communication to ensure customer satisfaction and growth. This position is a key member of our sales management team and will be expected to be a significant contributor to our continued growth.

Customer and target base includes industrial, manufacturing, construction, electrical power, structural steel, chemical/refinery, marine construction, bridges, welding & rigging and civil industries.

Offering: Rental, Sales, Repair, Service and Management of Tools and Equipment to include – Small Tools and Consumables, Heavy Equipment, Specialty Equipment, Surplus Tools & Equipment, Fabrication and StrikeForce and NextStep solutions.

Essential duties and responsibilities include but are not limited to:

  • Develop and execute plans/strategies for developing business and achieving regional sales and profitability goals.
  • Ensures a sense of urgency for sales lead follow up and follow through.
  • Routinely review sales highlights, market activity in assigned region, while closely monitoring sales numbers, leads and opportunities.
  • Create and maintain a focused, motivated, and winning sales team culture which celebrates success.
  • Routinely align with key customer executives and leaders.
  • Provide detailed and accurate sales forecasting along with driving account plans.
  • Hire and continually develop/challenge team members through hands-on development and company-provided training and development.
  • Continually recruit to provide backfill candidates as needed.
  • Develop sales succession plans and options alone and with others within the company.
  • Create a culture of success and ongoing business/ goal achievement within assigned sales team.
  • Build key customer relationships and implement strategies for expanding the region’s customer base.
  • Manage customer expectations and drive highest levels of customer satisfaction.
  • Monitor and analyze customer, market and competitor activity within assigned region and provide feedback to company leadership team and other company functions.
  • Travel and participate in meetings with assigned sales representatives, customers, suppliers, or other business partners to develop durable customer and partner relationships.
  • Aid in the interpretation, preparation, and response to customer inquiries with respect to quotations, terms, applications and/or contracts.
  • Works collaboratively with internal departments and thrives in a fast paced and ever-changing environment.
  • Drive the company into new markets through consistent networking, presence-building and opportunistic opportunity creation.
  • Sells to and manages select customers as assigned.
  • Drive CRM usage and a results-based focus while leading by example in these areas.
  • Identify new markets and market-serving options (direct/indirect) within assigned region.

Accountabilities and Performance Measures

  • Team meets/exceeds assigned sales and profitability goals within designated region.
  • Achieves assigned customer goals/objectives as designed by company management.
  • Completes sales/account budgeting and planning to ensure company standards/goals are met.
  • Maintains high customer satisfaction ratings that meet or exceed company standards.

Organizational Alignment

  • Reports to VP of Sales.
  • Enlists the support of Inside Sales and Operations to manage process and product requirements.
  • Closely coordinates company executive involvement with select customer management.
  • Works closely with internal customers to ensure customer satisfaction and problem resolution.
  • This position has direct responsibility for assigned Outside Sales/Account Managers and indirect reports/staff assigned to support responsibilities in specific customers.

JOB EXPERIENCE, QUALIFICATIONS, KNOWLEDGE and/or SKILLS:

  • A minimum of five (5) years’ successful Sales management experience, preferably in a related industry with a proven sales track record.
  • Demonstrates detailed knowledge of the company’s products/and competitive markets.
  • Bachelor’s degree or equivalent combination of education and experience is preferred.
  • Experience managing personnel to include hiring, training, directing and motivating sales personnel.
  • Proven ability to present to high level client personnel and successfully close new business opportunities through conceptual and solutions-based recommendations.
  • Demonstrates ability to think creatively, while exhibiting awareness of best Sales practices and methods.
  • Proven or developable understanding of how to scale a region-based business with multiple primary cities within region.
  • Team oriented, works well with others and is sincerely committed to others’ success.
  • Seen as a Sales Rep’s advocate, leader and mentor while continually raising the bar for results.
  • Communicates clearly and effectively, along with strong persuasive abilities.
  • Displays solid motivational and leadership skills.
  • Maintains professional, confident, outgoing demeanor while balancing customer and company requirements and maintaining credibility and trustworthiness amongst both internal and external customers.
  • Solid customer service skills, with the ability to build/maintain long-term customer relations.
  • Excellent organization and time management skills, while being results-oriented with a strong attention to detail/follow-up.
  • Self-motivated, self-reliant, able to work with little day to day direction, while exercising good independent judgment and decisions.
  • Proficiency in Microsoft Office products as well as Outlook and Dynamics CRM and Power BI, and the use of other computer applications.
  • Position will work remote from home, however overnight travel will be required, working with assigned Outside Sales Representatives, while covering a multi-state region.
  • Fiscally frugal but able to understand where proper, high-return investments should be made.
  • Consistent demonstration of Humble-Hungry-Smart attributes.

SUPERVISORY QUALIFICATIONS: Manager of multiple direct reports (Outside Sales/Account Managers).

WORK ENVIRONMENT:

  • Due to travel demands this position is based in an office and/or home-based environment. Most customer settings travelled to and/or called upon are in an office or corporate setting.
  • Position requires the ability to work alone and collaborate as a part of a team.
  • Occasionally, the performance of this position will require exposure to project/production/construction sites or areas requiring the use of personal protective equipment and abiding by site specific safety rules.
  • Pace/work environment is described as fast-paced.

TRAVEL REQUIREMENTS

  • Travel will entail both driving and flying. Valid driver’s license required.
  • Must be able to accommodate frequent overnight travel demands. Based on site requirements, must pass a background/security check.
  • Availability as requested/required for after-hour emergency calls, necessary overtime as the workload dictates.

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