Corporate Regional Sales Manager

Cleaver Brooks is looking for a Corporate Regional Sales Manager to join our team. The Corporate Regional Sales Manager has the primary responsibility of ensuring the authorized representatives maintain the appropriate level of focus, knowledge, resources and organizational structure to meet and exceed sales targets in addition to growing our collective businesses within exclusive territories while maintaining alignment with the corporate growth and business development initiatives of Cleaver-Brooks. This role will report to the Vice President of Account Management.

Any salary estimation specified in this job board may or may not be aligned with our organization’s pay philosophy. Apply to connect with a Talent Acquisition Partner who can provide you more details!

Essential functions:

• Develop and execute business development and growth initiative plans with the representatives based on detailed territory analyses regarding market conditions, competitive intelligence and economic projections.
• Develop and strengthen performance improvement plans in under-performing areas of the representative’s business for a territory.
• Coordinate with business unit leaders to set aggressive, achievable annual performance sales targets and ensure the goals are met or exceeded by working directly with the reps. Manage representative’s accountability to these targets through key performance indicators. Conduct quarterly reviews with the reps to make necessary changes directed toward continuous improvement.
• Develop and manage the implementation of business development plans and strategies at rep firms and share best practices with other firms. Cooperate and share experiences with other Regional Managers.
• Ensure the rep organizations maintain personnel properly educated on the products, applications, processes, and policies as needed based on the territory requirements. Additionally, ensure the reps participate in C-B supported education and assessment programs.  
• Create, manage, maintain and deliver periodic (daily, weekly, monthly, annual) reports highlighting representative sales performances. Ensure the adoption and use of the corporate CRM system by the representatives.
• Work with C-B corporate functional areas (sales, marketing, finance etc.) to ensure representative on-going viability in a territory including proper succession planning. Be prepared to account for possible territorial changes if necessary.
• Collaborate across internal business unit leaders and managers to ensure their goals and initiatives are supported and achieved by the representatives primarily in terms of sales and income goals for the businesses and product lines.
• Enforce and maintain appropriate standards, processes, and documentation to support a representative management program effectively and consistently.
• Other duties as assigned by the Vice President of Account Management

Basic Requirements:

Education: Bachelor’s degree (BA or BS) from four-year college or university in related field, preferably in Engineering, Marketing, Business, Finance, Economics, or equivalent experience.  MBA preferred

Experience: 10+ years of experience showing advancement, business development and sales growth while partnering with an independent representative sales channel.  Preferred experience with capital equipment sales management

Travel Requirements: 70+% travel within North America to support the representatives and sales programs will be required.

Other requirements: 

• Must be geographically located in the Pacific, Mountain, or Central time zone near a major airport.
• Demonstrate entrepreneurial aptitude and the ability to thrive in a fast-paced, creative, and performance-driven environment focused on achieving ambitious, metrics-driven goals.
• Possess a comprehensive understanding of the multilevel sales process in large, capital-equipment-intensive corporations, including engagement with end-users, engineers, contractors, and independent representative organizations.
• Exhibit strong organizational and communication skills—both written and oral—while working with independent sales representatives and customers as well as internal contacts and stakeholders.
• Collaborate effectively with external stakeholders, including sales and service representatives, customers, resellers, end-users, business associations, engineering firms, mechanical contractors, and professional organizations.
• Take proactive actions to achieve departmental goals and ensure alignment with broader business objectives.
• Demonstrate a proven ability to quickly learn and adapt to new applications, processes, and procedures.
• Show the capability