Regional Sales Manager

Job Description

Covering Western Michigan, the person selected for this region management position will be expected to develop and maintain a mutually beneficial relationship with the company’s dealers, dealer sales force, direct accounts, and end users. In doing so, this individual will be expected to achieve all annual sales and performance goals. Lastly, the selected individual will report to and work with the Regional Sales Director to accomplish the goals set forth in region’s annual business plan. 

 

ESSENTIAL DUTIES AND RESPONSIBILITIES  

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 to maintain, develop, and grow all facets of the company’s business with its customers, including dealers, national accounts, and end-users.   

 

Dealer Sales Force Management 

• Directs and participates in developing, motivating, and training the dealer sales force to effectively sell Advance, Clarke, and Viper Commercial equipment
• Calling on and developing all existing and prospective dealers within the region  
• Maintain a dealer prospect list and coordinate sales calls with the Regional Sales Director to develop new business opportunities with prospective dealers  
• Maintain a customer database  

 

Field Sales Management & End-User Account Development: 

• Maintains a list of the largest end-users in the region 
• Integrates daily sales call activities into Salesforce.com
• 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 Salesforce.com
• 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 all 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 all dealers in a timely and accurate manner  
• Coordinates sales efforts with National Accounts through National Account Managers and Government 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