SUMMARY OF POSITION: The Regional Sales Manager - Irrigation Products is responsible for driving profitable sales growth and expanding market share for Buckner and Superior products throughout the Southeast U.S. region. The individual in this role will develop new business, grow and strengthen existing customer relationships, and identify opportunities to expand product specifications and market penetration. The Regional Sales Manager develops and executes the regional sales strategy, achieves established sales and margin objectives, maintains an accurate sales pipeline and forecast, monitors competitive and market activity, and serves as a key commercial resource to distributors, specifiers, contractors, public agencies, and other customers throughout the territory. Knowledge and sales experience with irrigation products and/or valves is required. This individual will fulfill their role while exhibiting the Storm Core Values.
- ESSENTIAL DUTIES AND RESPONSIBILITIES:
Sales Growth & Territory Management
- Develop and execute an annual regional sales plan aligned with Company sales, growth, and profitability objectives.
- Achieve established revenue, margin, market-share, and new-business objectives for the assigned territory.
- Identify, develop, pursue, and close new business opportunities throughout the region.
- Grow existing accounts by identifying additional product, application, and project opportunities.
- Develop territory strategies, sales forecasts, and action plans to support achievement of business objectives.
- Lead opportunities through the complete sales cycle, including prospecting, needs assessment, solution development, proposal preparation, negotiation, and closing.
- Monitor territory performance and adjust sales strategies and activities as needed to achieve established objectives.
Customer & Channel Development
- Build and maintain strong, long-term relationships with distributors, specifiers, contractors, public agencies, designers, architects, and other key stakeholders.
- Conduct regular customer and prospect visits to strengthen existing business, identify customer needs, and generate new sales opportunities.
- Develop relationships with designers, architects, and specifiers to secure product approvals and specifications for Buckner and Superior products on new projects.
- Correctly assess customer requirements and recommend appropriate solutions from the Company's product portfolio.
- Develop and conduct effective technical, product, and sales presentations for customers, prospects, channel partners, and other stakeholders.
- Coordinate sales activities with distributors and other channel partners to maximize market coverage and sales effectiveness.
- Provide timely and professional follow-up to customers and prospects through meetings, telephone conversations, email, proposals, and other business correspondence.
Sales Pipeline, Forecasting & Market Intelligence
- Maintain accurate, complete, and timely customer, opportunity, pipeline, and sales activity information within the Company's CRM system.
- Regularly review sales activity and progress against established targets and execute agreed-upon initiatives and action plans.
- Provide timely and accurate sales forecasts and market information to support the Company's SIOP planning process.
- Monitor competitive activity, market conditions, pricing, customer needs, and industry trends throughout the territory.
- Identify potential new products, product enhancements, and market opportunities based on customer feedback and market knowledge.
- Provide management and Engineering with market and customer feedback regarding existing products, product performance, and potential new-product opportunities.
Business Execution & Internal Collaboration
- Partner effectively with Sales, Marketing, Engineering, Operations, Supply Chain, Customer Service, and other internal functions to support customer requirements and business objectives.
- Communicate customer needs, market opportunities, competitive developments, and business risks to appropriate internal stakeholders.
- Participate in sales and marketing meetings, training programs, industry events, and other Company meetings as required.
- Attend and represent the Company at trade shows and industry events as required.
- Plan territory travel, customer visits, and itineraries to maximize customer-facing time and sales effectiveness while appropriately managing travel expenses.
- Travel required: 50-75%. Includes presence in Florida on a monthly/regular basis.
- Other duties and responsibilities as required.
Periodic Functions:- Prepare and submit sales reports and other business reports as required.
- Develop and deliver presentation as needed.
Supervisory Responsibilities:This role does not include direct management or supervisory responsibility for employees.
- MINIMUM QUALIFICATIONS
Education and/or Experience:Bachelor’s degree in Business or equivalent work experience
Minimum five years related experience.
Required Behaviors and Competencies:- Demonstrated ability to identify and pursue new customers within territory.
- Outgoing personality with excellent social and presentation skills.
- Excellent verbal and written communication skills.
- Influential skills with ability to sell Company Products.
- Able to build rapport easily with individuals from different backgrounds.
- Able to understand financials involved with the sale of Irrigation products.
- Highly motivated; willingness to grow and learn.
- Organized and able to carry out multiple responsibilities.
- Able to solve problems.
- Strong focus on customer and customer relationships.
- Able to work with others.
Professional/Technical Training and Skills:- Able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations.
- Able to write reports, business correspondence, and procedure manuals.
- Effective at presenting information and responding to questions from groups of managers, clients, customers, and the general public.
- Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages.
- Able to define problems, collect data, establish facts, and draw valid conclusions .
- Strong analytical skills with ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
- Working knowledge of MS Word, PowerPoint, Excel and Outlook. Use of AI an asset.
Professional Training and Knowledge:- Knowledge of irrigation products and industry is required.
- Expertise in a commercial role is a plus.
- Demonstrated sales experience in the industry.
- Completion of Sales training an asset.
Licenses and Certifications: - Proficiency in use of CRM.
- Valid drivers’ license required and must be maintained.
- CORE VALUES:
Ability to actively promote Storm Core Values of:
- Building Enduring Customer Value
- Passionately Pursue Excellence
- Works as a Team / Win as a Team
- Optimize Results
- Work with Integrity/ Build Trust.
- PHYSICAL DEMANDS:
Minimal: Candidate must be able to successfully perform the essential functions of this job with ability to travel on a frequent basis, hear and speak clearly, ability to adapt to changing travel schedules and inconveniences posed by job, frequently use hands, stand, walk, sit, and reach with hands and arms. Must occasionally lift and/or move up to 25 pounds. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- WORK ENVIRONMENT:
The work environment includes work in an air-conditioned office, some exposure to production facility and frequent time spent in the car, airports and airplanes. Exposure to low noise levels from office machinery and voices, production equipment and airport. Changes in temperature due to travel is required.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Storm Industries, Inc. is an equal employment opportunities (EEO) employer.
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