Regional Sales Director

Description

PRIMARY PURPOSE

The main purpose of the Regional Sales Director is to grow revenue for Johnstone Supply and increase “Share-of Wallet” (SOW) with existing customers. The Regional Sales Director accomplishes this by being personally engaged in the sales process, leading and developing the sales team as well as managing the day-to-day activities of individual Territory Managers.

 ESSENTIAL DUTIES AND RESPONSIBILITIES 

· Collaborates with the Vice President of Sales, and the Senior Management Team to identify and pursue revenue growth opportunities.

· Targets specific high-potential prospects and existing customers to increase SOW and market share.

· Develops and implements strategic sales plans aligned with company and regional goals.

· Directs sales forecasting activities and sets clear performance goals aligned with forecasts.

· Reviews market analyses to determine customer needs, optimize pricing strategies, and manage discount rates effectively.

· Leads, directs and develops a high performing sales team (Territory Managers, Sales Associates & Inside Sales Support Specialist)

· Directs staffing, training, and performance evaluations to ensure the sales team effectively advances company sales objectives.

· Establishes well defined sales territories and sets ambitious yet achievable performance goals for the team.

· Delivers compelling sales presentations to key customers in collaboration with Territory Managers.

· Meets with key clients, fostering strong, long-term relationships in partnership with Territory Managers.

· Provides leadership and support in negotiating and closing deals to ensure successful contract finalization.

· Analyzes and controls departmental expenditures to adhere to budgetary guidelines.

· Monitors and evaluates the activities and offerings of competitors to develop effective sales strategies.

SUPERVISORY RESPONSIBILITIES

· Provide direct supervision to Territory Managers within the field sales organization, ensuring all supervisory activities comply with company policies and applicable laws.

· Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Requirements

JOB-SPECIFIC KNOWLEDGE & SKILL

· Greater than eight years of successful sales experience with a proven track record.

· A strong background in leadership roles. A proven track record as a successful Sales Manager.

· To perform this job successfully, an individual should have competency with Microsoft Office products

· Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from managers, customers, and the general public.

COMPETENCY PROFILE

· Sales Achievement – Proven track record of exceeding sales targets and driving revenue growth.

· Sales Leadership – Inspires and motivates teams to achieve peak performance and maximize sales productivity.

· Coaching & Development – Effectively coaches and develops team members to enhance their skills and capabilities.

· Strategic Problem Solving – Skillfully gathers and analyzes information to identify and resolve complex sales challenges.

· Technical Expertise – Continuously builds and maintains industry-specific knowledge to deliver exceptional client value.

· Customer-Centric Focus– Responds promptly to customer needs, proactively solicits feedback, and ensures exceptional customer service.

· Verbal Communication – Delivers clear and persuasive presentations, both individually and in group settings. Listens actively and seeks clarification to ensure understanding.

· Planning/Organizing – Prioritizes workload, manages time efficiently, anticipates resource needs, sets clear goals and objectives, and develops actionable plans for success.

· Reliability & Accountability – Consistently follows through on commitments, adheres to guidance, and takes ownership of results.

· Proactive Initiative – Demonstrates initiative by taking calculated risks, identifying and seizing opportunities, and offering or seeking assistance as needed.

· Innovation Mindset – Thinks creatively, displays resourcefulness in meeting challenges, and generates innovative solutions and ideas to improve processes and achieve goals. Presents ideas in a compelling manner to garner support.