Regional Sales Manager

Position Overview 

The Regional Sales Manager is responsible for all functions essential to enhance the region’s sales productivity and profitability. These include recruitment of an effective sales force, sales team development & training, analytical reporting, budgeting, pricing optimization, CRM management, performance to budget, and sales compensation administration.

Role Responsibilities

• Recruit and grow a best in class sales force effective at driving organic growth, increasing share of wallet, and new customer acquisition
• Develop individual Sales Representatives through in-person and remote training, joint sales calls, and supporting key account strategies
• Regularly provide feedback and performance manage Sales Representatives to achieve desired outcomes
• Work with branch Operations and Marketing to identify profitability trends and suggest collaborative solutions and best practices to improve profitability, sales, margin, efficiency, etc.
• Monitor and make recommendations on sales compensation for new hires and existing sales force based on trends in commissions and Cost of Sales
• Coordinate with Operations on Sales headcount and OpEx to ensure Sales Representative budgets are in congruence with branch budgets
• Create and maintain documentation on sales compensation, policies, modeling, territories, and relevant materials to assist in successful plan implementation.
• Create and deliver Performance Improvement Plans for Sales Representatives not meeting budgeted volume, margin or gross profit goals.
• Build and maintain business reporting for strategic analysis and internal business reviews.
• Monitor the accuracy and efficient distribution of sales reporting and other intelligence essential to the sales organization.
• Provide recommendations based on organizational objectives, forecasts, or key performance indicators.
• Support RelaDyne’s Pricing Optimization program by negotiating vendor contracts/relationships and providing suggestions to the centralized Pricing Team.
• Enhance sales productivity by simplifying processes and evaluating new tools as needed.
• Advance CRM use and monitor the sales force’s compliance to CRM maintenance standards
• Partner with Marketing and Sales to refine lead qualifications and analyze and report on campaign performance.
• Provide analytical data on territory and account alignment, Sales Rep performance, gross profit generation, and other performance metrics
• Assist leadership in onboarding new RelaDyne branches during the EXCELERATE program
• Represent the company in a professional manner at all times ensuring quality customer service.
• Abide by all policies, rules, and regulations of the company including all applicable safety rules, regulations and procedures.
• Support corporate programs, goals, and initiatives of the company.

Performance Measurements:

• Volume and Margin Performance to budget
• Regional Organic Growth
• Performance to Branded Supplier Goals
• Adherence to RelaDyne cost of sale targets
• Maintain Sales Analytic Tools on agreed production schedule.
• Track and report gross profit dollar gains to branches and corporate management.
• Delivery of annual performance reviews of subordinates
• Other metrics as developed.

Knowledge, Skills, and Abilities:

• 3+ years of experience in high volume sales or sales operational leadership role
• Industry experience is preferred 
• Very Proficient with Microsoft Excel, Power Point, and Teams
• Very Proficient with Sage CRM or experience with other CRM software
• Basic understanding and utilization of Power BI
• Ability to operate effectively in a matrix environment utilizing strong teamwork and communication skills.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure execution
• Use of professional concepts and knowledge of company policies and procedures to solve a wide range of difficult problems.
• Analytical skills using data based statistical concepts
• Proven collaborative and communication skills to provide leadership in a team approach to work
• Adaptable and flexible to rapid change and the ambiguity that is created by change
• Exceptional attention to detail
• Must have excellent customer service skills
• Must be capable of creative problem solving
• Ability to effectively prioritize daily activities
• Interpersonal skills that provide the ability to lead and work as part of a team
• Strong verbal and written communication skills

Travel: 10 - 20%

 Benefits – Regional Sales Manager

• Free Employee Only Health Insurance
• Day Shift
• Competitive Benefits Package
• 401(k) with Company Match
• Paid Time Off