Regional Sales Manager

ESSENTIAL DUTIES AND RESPONSIBILITIES  

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General Responsibilities: 

• Report a monthly itinerary to the Regional Sales Director  
• Report all significant activity in the region to the Regional Sales Director in a timely and accurate manner as it relates to: 
• Ongoing product performance  
• Competitive intelligence  
• Dealer activity  
• Sales strategy development  
• New product development 
• Dealer issues, Customer Service, Technical Service, etc. 
• Dealer profile updates 
• Performing quarterly business reviews with dealers 
• Weekly Sales Forecasts 
• Resolves sales issues, product service issues, equipment-related issues and dealer problems in a timely and effective manner  
• Travel within the sales region in accordance with an already established zone travel schedule in order to maintain, develop, and grow all facets of the company’s business with its customers , including dealers, national accounts, and end-users.    

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Dealer Sales Force Management 

• Directs and participates in developing, motivating, and training the dealer sales force to effectively sell Nilfisk products 
• Calling on and developing all existing and prospective dealers and end users within the region  
• Maintain a dealer prospect list and coordinate sales calls to develop new business opportunities with prospective dealers  
• Maintain a customer database  

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Field Sales Management & End-User Account Development: 

• Maintains a list of the largest end-users in the region 
• Integrates daily sales call activities into MS Outlook calendar 
• Makes daily sales call on key end-users to drive new project starts and to increase company market share at the end-user level 
• Tracks and manages all new project starts via the Sales Pipeline in SFDC
• Performs building surveys and product demonstrations    
• Effectively utilizes all sales tools and sales resources to ensure successful project completion   
• Concentrates on displacing competitive machine lines within the Nilfisk dealership to improve the company’s market penetration and sales.  Focuses on developing a single-source relationship with the dealer.         

Effective Communication  

• Communicates product information to the all dealers in a timely and accurate manner  
• Coordinates sales efforts with Strategic Account Managers.
• Performs field tests in support of product management teams       

Relationship with all Market Segments 

• Forges long-lasting, profitable relationships with dealer partners   

​EDUCATION: 

• Bachelor’s degree in Marketing, Business Administration, or equivalent education 

EXPERIENCE: 

• A Minimum of 5 years sales experience in the sanitary supply industry or in a related industry is required for this position.  Emphasis will be placed on the applicant’s ability to show experience and accomplishments in the areas of dealer channel management and end-user sales/account management. 

KNOWLEDGE & PERSONAL ATTRIBUTES:    

• Must possess a strong work ethic and be able to demonstrate initiative as it relates to problem solving and implementing corrective action plans on a timely basis.    
• Must demonstrate maturity as a business professional and the business acumen necessary to be successful in this position 
• Must be able to demonstrate strong selling skills and end-user account management skills 
• Must possess strong communication skills, both written and verbal 
• Must be able to demonstrate proficiency in the use of MC Office Suite applications, including Excel (pivot tables), PowerPoint, Word, and Outlook and  Sales Force 
• Must be able to demonstrate effective time and territory management skills  
• Must possess solid problem-solving skills and the ability to perform gap analyses, action plan development, and effective action plan implementation.  
• Willingness to travel overnight as required by this position  
• Must be willing and able to transport any and all company products  for demonstrations  
• Must be capable of conducting product seminars and product presentations in front of an audience  
• Must be able to successfully pass a physical including lifting, standing for prolonged periods, driving for safe periods of time, etc. 

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