Midwest Region Manager - North Central RSM

Position: Regional Sales Manager
Location: Remote, but must reside in one of these markets (covering IN, IL, WI, MN, KY, OH, AR, KS, & IA )
Minimum Starting Pay: $100-110K base salary DOE


THE MOST TRUSTED IN CELEBRATING STUDENT MILESTONES – HERFF JONES
Herff Jones is the leading provider of graduation and educational products and services designed to inspire achievement and create memorable experiences for students. Herff Jones' products include class rings and jewelry, caps and gowns, yearbooks, diplomas, frames, announcements, and Greek accessories as well as motivation and recognition programs.]


Position Summary – Regional Sales Manager:

The Regional Sales Manager is a driven, motivated sales professional responsible for leading the overall revenue growth in the designated territory. In this role, you will be developing business plans, prospecting for business, managing a territory and driving growth. As an RSM you will manage your team’s daily sales efforts by motivating and coaching the independent sales staff on specific Herff Jones Initiatives that will drive growth.

Key Objectives/Deliverables:

Lead a High Performing Team
• Capable of cultivating a “winning culture” that is customer focused, accountable, and inspires team performance.
• Manage Sales Partner growth by developing account level relationships and optimizing back- office workflows.
• Drive new opportunities with existing and new accounts, assist with challenging prospects and support soft lead conversion.
• Discuss and leverage account strategies, approach, and planning best practices to effect Partner Playbook.
• Leads and inspires team through organizational transformation
• Collaborates with the Regional Director to develop a vision and strategy aligned to the area and business unit.
• Inspires commitment to regional goals and gains agreement on how these goals will be accomplished.
• Sets expectation of Sales Partners growth, monitors performance, and takes appropriate action.
• Understands the health of the team and facilitates group interactions that engage and inspire positive performance.
• Engages with and leads with peers and internal support teams and operations.
Select, Develop and Retain Talent
• Select, develop, and retain Sales Partners who perform effectively as members of a team.
• Focus on cross-selling, up-selling functions within accounts.
• Utilizes the performance management process to inspire individual performance as appropriate.
• Partners with Sales Partners to create individual development plans based on evaluation of skill strengths, gaps, and development priorities.
Coach to Achieve Business Results
• Coach and model the process of creating customer value and delivering business results
• Define Sales Partners competencies (needs assessment) using the HJ Coaching Model (needs tool) by adapting coaching and leadership style.
• Year-over-year improvement in contract value leveraging upgrades and increasing units with existing customers.
• Grow new accounts sales through acquisition of high value targets as identified by Sales Partners with a 15% close rate.
• Coaches and models customer interaction capabilities that result in industry leading customer value and service.
• Coaches the process of business ownership by developing a culture responsible for local decision-making.
• Coaches and models the use of market knowledge and customer insights.
• Renewal rate of 70% or better for existing core product line accounts.
• Renewal rate of 92% for all product lines.

Analyze, Prioritize and Plan:

• Maximizes business opportunities by identifying and allocating resources.
• Contribute to sales operations, including pipeline management, forecasting, reporting, using CRM to support territory planning.
• Utilize current market trends to develop and execute business plans to achieve revenue goals and to influence market share growth among assigned Sales Partners.
• Capable of analyzing the area business based on the external environment, area trends, and gaps in performance. Responsible for prioritizing opportunities based on business objectives, resources, and local analysis.
• Develops and communicates a knowledgeable area plan based on prioritized opportunities and resources.
• Access and/or negotiates for, and ensures effective allocation, of required resources to meet area objectives and drive profitability.
Execute, Evaluate and Adjust
• Manage the area as a business by executing territory and area strategies, measuring results, and adjusting.
• Evaluate Sales Partners execution of territory business plans.
• Adjusts business plans based on working local knowledge of the current implementation, result