Regional Director

Company Description

At ITW Food Equipment Group, people and food are our passion. We believe great food brings people together, and the relationships we share feed our inspiration to be the best we can be for one another.

Our family of premium brands has been dedicated for more than a century to supporting those who are not only passionate about creating great food but are inspired by the people they serve and come to know on a daily basis.

Likewise, it is our mission to provide food equipment that foodservice and food retail professionals can trust to work hard and deliver quality, consistent results day in and day out, empowering them to focus on what they love most—creating great food for great people.

Job Description

The Regional Director will have the daily responsibility of managing the Territory Sales Managers, Dealers, and Independent Rep Groups for Hobart, Vulcan, Traulsen and Baxter products to achieve their quota targets and carry out specific initiatives to drive organic sales growth above market rate. Incumbent will plan, organize, direct, and execute the activities to achieve total revenue and profit goals, and will interface with senior-level management, product development personnel as well as key customers, authorized Foodservice dealers and suppliers.  Individual will direct the activities of the sales organization in a given geographical region through the effective management of the sales, service relationships, dealer programs, consultant support and end user relationships.  This position will report directly to the Vice President, Dealer Sales. This is a remote position, but selected candidate must reside within the region. 

Job Responsibilities/Duties:

• Prepare annual business plan for region including sales forecasts.
• Prepare and manage the annual sales plan to ensure adequate coverage of Foodservice markets in region.
• Deliver best in class, customer-centric results, to set the standards of execution and performance to ultimately achieve FEG-wide short & long-term goals
• Prepare and conduct business reviews to senior management and select ’80 dealers.
• Enforce dealer contract guidelines to ensure consistency in the dealer community.
• Participate in dealer sales meetings and promote FEG products and corporate policies.
• Assist in all major program development as well as annual dealer contracts.
• Establish and administer target account programs with dealers, multi-segment chain accounts and key consultants.
• Instill a Hunter mentality across region sales personnel to drive growth, share gain and increase profitability.
• Drive CRM and FEG Sales Process utilization and discipline across sales team.
• Resolution of customer and service conflict.
• Have expertise in specifications, application and all FEG equipment lines.
• Have demonstrated success with application of Project Management discipline and rigor, ability to manage and negotiate competitive bid project work with multiple distribution partners.
• Monitor, coordinate and approve requests for special pricing to meet competitive opportunities and manage discounting to ensure acceptable FEG profitability.
• Represent FEG at annual Dealer Buying Group conferences.
• Manage show demonstration equipment and long-term loaner program to keep inventories at a minimum.
• Select, train and develop a high-quality sales team, including Foodservice Territory Managers, Independent Rep Groups, FEG Sales Managers and Sales Trainees.
• Work closely with Product line staff to facilitate customer-backed new product innovation.
• Plan, prepare and conduct regional training meetings on all product lines.

Qualifications

Minimum Qualifications

• Bachelor’s degree in business or related field
• 10 plus years of progressive sales management experience
• Strategic thinker with the ability to communicate key messages clearly and concisely
• Demonstration of Leadership and coaching skills
• Demonstration of CRM based Sales Leadership
• Sales Process experience
• Proficient in Microsoft Office applications
• Requires 30% - 50% travel

Competencies:

• Demonstrates a commitment to the continuous education and training of others as a means of increasing their overall competency and productivity; stays on top of information needed by colleagues and customers in an effort to serve as a resource.
• Demonstrates effective techniques; observes progress and judges the effectiveness of assigned salespeople; is dedicated to providing backup and expertise to help salespeople secure a close; accepts a supporting role in the sales process and sets level of involvement in accordance with what the primary salesperson needs.
• Poss