The Regional Sales Manager is responsible for driving New Opportunities for market share growth while defending the existing business in their region for Sales and Profitability targets. The RSM will promote and coach the team on margin importance and improvement with the help of our Pricing strategist. The RSM is to foster and enhance the local vendor and our sales rep engagement and activities and drive target account programs. The RSM should facilitate their team members as well as themselves, to reach a technical standard that increases our value in the eyes of the customer. Reports to the Director of Sales.
Responsibilities:
Meet order and margin goals for the assigned region
Drive and Coach the Growth Plan Opportunity Strategy
Identify technical gaps in sales staff and develop necessary training
Properly align sales staff (key account vs business development) to customers
Work strategically with other departments to foster a better customer experience
Work with senior management and sales team to establish yearly sales budgets
Effectively communicate to your team our sales strategy
Effectively manage, including hiring and firing recommendations, your team to accomplish your region’s goals
Spend time in one-on-one coaching situations with sales staff
Conduct sales meetings that offer sales staff a voice to be heard and an opportunity to learn
Work across regions to develop continuity of processes and exchanges of best practices
Practice CFR’s and promote OKR’s with Sales team
Deploy the PSM team in coordination with GMs for deeper Value Creation and Credibility in accounts
Promote the Casey Brown techniques of Value selling for Margin Improvement
Promote a culture of Curiosity and Intuition for free thinking
Requirements:
Bachelor's degree at least 7 years of relevant work experience
Budgeting experience
Ability to have customer interactions on a professional and technical level.
Enjoy development of staff and managers to build a strong team.
Analytical skills to research local market conditions, analyze results and develop plans
Key Qualities Required:
Leadership
Interpersonal skills to motivate and educate team members and to develop teamwork within and outside of the group
Critical thinking
Decisiveness
Communication skills
Technical competence
Business acumen
Accountability
Energetic
Organizational skills
Ability to work with company CRM and Business System and drive compliance across the Sales Team in the region