Regional Sales Manager

POSITION: Regional Sales Manager

REPORTS TO: Director of Sales

EDUCATION: Bachelor’s degree referred.

SUMMARY:

The Sales Manager (SM) will manage the relationship with existing major accounts for Boston Centerless, but will also find, research and open new large accounts (those with more than $100,000 annual sales potential). The primary objectives for this position are to maintain and grow current business relationships and to seek new avenues for incremental growth.

The goal is to generate demand within the account through value added selling. That demand will result in requests for quotation (RFQ’s) that ultimately will result in revenue dollars sufficient to meet the annual account forecast. The SM will work closely with a team of inside Sales Operations Representatives who will engineer the quote. The conversion rate of quotations is the collective responsibility of both the SM and the Sales Operations Representative.

This person must have both new account development and existing account management skills and be able to sell the vision and message of Boston Centerless in an attempt to grow share. Because growing that share is critical to success, the SM must demonstrate exceptional skills in account relationship management, business opportunity development and deal closing. But, because they will also open new accounts, they must have excellent qualifying skills to be able to weed out accounts of small potential from those with large potential.

Because this is general selling role, the person will be expected to find, contact and develop relationships at various points within the target account including but not limited to; buyers, product planners, material managers, engineering managers, plant managers and VP and Director level personnel.

ADDITIONAL RESPONSIBILITIES & ACCOUNTABILITIES:

• Sell and Generate Demand; Promote and sell the entire suite of Boston Centerless product and service offerings. This will involve the ability to sell the total cost advantages of doing business with Boston Centerless.
• Generation of RFQ’s from existing accounts; Maximize the RFQ activity with existing accounts to ensure repeat business and develop incremental new opportunities that arise.
• Achieve forecasted account revenue targets; Annual revenue forecasts for each account will be rolled up into an aggregate sales target for each Sales Manager. The Sales Manager is responsible for generating sufficient revenues to meet the forecasted target from the specific group of accounts. Revenue from incremental accounts that are identified and developed during the year accumulates toward an incremental revenue goal for the year.

REQUIREMENTS / BACKGROUND:

• Minimum 5 years successful value added sales experience in outside or inside sales.
• BA/BS degree preferred.
• Proven ability to form strong relationships with customers that results in long term revenue generation.
• Computer literate with experience using Microsoft Dynamics CRM and Miller-Heiman LAMP a definite plus. Microsoft Office a requirement.
• Willingness and ability to travel approximately 75% of the time.
• A history of operating with a strong sense of integrity that is consistent with the Boston Centerless T.I.T.E. Value System.

SKILLS & COMPETENCIES:

• Process driven and detail oriented
• Exceptional time management and organizational skills
• Excellent communications skills in both written form and in personal communications.
• Strong presentation skills.
• Good negotiation skills.
• Confident
• Tenacious desire to identify and resolve issues that stand in the way of account development.

• Ability to provide leadership outside the sales organization, participating in collaborative decisions involving all aspects of the business serving as the point of contact to drive responses when customer issues arise.
• Excellent questioning and listening skills
• Self-motivated
• Knowledge of the sales process and effective sales techniques providing a solution focused approach.
• Ability to build relationships quickly and effectively with customers.

CORE VALUES:

• Operates with a high level of integrity at all times.
• Action and goal oriented. Ability to take the initiative, not just being responsive.
• Goal focused with a passion for results. Show pride, enthusiasm and dedication in everything you do.
• Set high standards of performance assuming responsibility and accountability for successfully achieving goals.
• Operate with a team first attitude.