ROYAL Brass and Hose

Compensation

Full Description

Job purpose The Regional Sales Manager is accountable for the profitable achievement of sales objectives associated with the assigned sales team managed. The RSM is responsible for the assigned team’s productivity and directs their efforts to have the greatest overall impact on company results and manages all aspects of running an efficient sales team. This includes hiring, terminating, supervising, coaching, training, and motivating sales team members in a positive way so that the quality of the sales team and its activities achieve the company mission. As a member of the management team, the Regional Sales Manager contributes to the development of tactical and strategic plans and has responsibility for their implementation. Essential Job Functions Prioritize coaching and performance management efforts to have the greatest overall impact on business results. Proactively inspect sales activity, effort, and expense reports regularly, among sales team managed, ensuring that the quality and quantity of sales activity, effort and expense meets company expectations. Identifies deficiencies in skills among sales team managed and works to improve everyone’s capability through coaching, development, and training. Positively impacts the performance of individual sales team members by implementing and managing field support tools, including funnel management process, training programs, productivity initiatives, account and territory planning methodologies, customer communication tools and group sales meetings. Proactively assesses, clarifies, and validates customer requirements and satisfaction by engaging with key customer accounts with sales personnel managed. Provides a management level point of contact for key customers. Builds and maintains strong customer relationships. Contributes to the strategic planning process. Responsible for coordinating with other sales managers on the annual sales planning and goal setting process for the sales team. Directs and supports the consistent implementation of company initiatives and projects using Project Action Planning forms and Problem-Solving Formula. Other Duties and Responsibilities Travels regularly to supervise and coach sales staff, call on major accounts, attend industry events and coordinate sales efforts with suppliers. Hold assigned sales team accountable to assigned goals and objectives as outlined in current business plan/budget. Conducts regular funnel audits and reviews to keep sales team assigned focused on their individual priorities. Organize and lead sales meetings on a regular basis. Target and win new accounts through sales team managed; manage and grow existing accounts; and strengthen relationships with key accounts. Hire and train new sales team members to fulfill requirements of the position as outlined in their job description and comply with all company policies. Coach sales team assigned resulting in improve sales skills and practices. Mentor higher performing individuals of the sales staff. Follows the rules and spirit of Clear Talk in resolving conflicts, disputes, and personnel issues (etc.) with employees, customers, and vendors. Create and deliver consistent communications regarding general pricing levels, new products, and competitive activity to the sales team and management. Develop and adapt annual incentive plans/contests which reward the sales team for optimal performance. Work as a team with Marketing to develop marketing and advertising programs and assist with the development of pricing for each customer segment. Participate in the corporate strategic planning process and implement programs to achieve the company’s goals and objectives. Support branch activities and act as resource for utilizing tools and resources available through the Corporation. Qualifications Bachelor’s degree is preferred. Requires a minimum of 50% travel to visit major accounts, supervise and coach sales staff, attend industry events, and coordinated sales effort with suppliers. 5 plus years of outside sales experience and at least 5 years of sales management or equivalent experience. Industrial distribution experience is preferred. OEM and MRO experience desirable – oilfield experience is a plus. Experience in hose or fluid power industry is also a plus. Demonstrated understanding and application of effective selling strategies and techniques. Demonstrated competency hiring, developing, and evaluating sales staff. Effective listening, communications (verbal and written) and negotiating skills. Strong analytical and problem-solving skills. Motivated self-starter, team player, hands on mentor and coach to the sales staff. PC proficiency with MS Office software. Not restricted by an applicable non-compete or non-solicitation agreement