Regional Account Manager

POSITION SUMMARY:

The Regional Sales Manager is responsible for all foodservice sales within the defined region. The role is responsible for managing all sales activities in the region, maintaining key relationships and negotiating and closing business deals, including support to all customers at the management level, and achieving sales targets, pricing recommendations and coordination of selling activities. This executive pulls together, communicates and collaborates with the right team of company resources to manage and grow sales in the region.

Essential Functions:

• Create annual sales forecast and territory plan to achieve company sales targets by rep and product category to include new product introductions.
• Set annual rep. sales objectives/expectations in conjunction with the Globe Annual Sales Plan and evaluate their performance against the objective and hold rep accountable; by dealer, segment and product categories.
• Manage and direct reps' efforts. Work in conjunction with rep to plan and coordinate activities designed to achieve sales objectives by being a business manager. Keep Globe top of rep's mind. Direct rep. activities for dealers, end-users and consultants.
• Manage individual dealer pricing & rebate programs. Use the online Pricing Tool to document for order entry.

• 
  Plan and prioritize Rep dealer sales activities with a focus on large dealers.

o Identify product category gaps and develop plans with reps. to close.

o Get Globe products on the dealer showroom. Ensure POS material is updated

o Get Globe specified with design dealers.

o Work with Marketing to maximize Globe's presence on E-commerce sites.

o Manage discounting for dealer volume purchases, stocking orders and large jobs. Document in the Pricing Tool.

o Leverage buying group programs with dealers. Emphasize dealer profitability and Globe Ship Now advantage.

o Promote Buying Group conference specials with appropriate dealers.

• Develop, maintain and grow relationships with key dealers, distributors, end-users and consultants within the region. Travel to marketplace when necessary.
• New business development by identifying and targeting large institutional end users and existing and emerging chains in conjunction with NAM and MIDD NA.
• Work internally to resolve conflict and customer issues; Customer Service, Marketing, Finance, Engineering, Service, Purchasing, Quality, etc. Service issues should be directed to Service.
• CRM Usage: Document Activities, Calls, Trainings, Opportunities and update account card and contacts.
• Coordinate with Director of Marketing any and all dealers marketing activities.
• Communicate and coordinate sales activities with VP of Sales. Monthly one-on-one calls to discuss these activities and strategies for growth.
• Identify and schedule key dealers and customers for training at the MIK.
• Represent Globe at national and regional trade shows and buying group meetings, when applicable.
• Conduct sales meetings/training for dealers, reps and consultants to include as much hands on as possible. Schedule dealer trainings at PREP. Attend Rep. Training in Dayton.
• Other duties assigned by Supervisor as required.

GENERAL WORKPLACE EXPECTATIONS:

• Understand and adhere to Globe Vision, Mission and Core Beliefs.
• Adhere to all Globe policies as stated in the Employee Handbook.
• Establish and maintain cooperative working relationships with colleagues.

QUALIFICATIONS:

• Experience in a technical, engineering environment with long development cycles.
• Proven business development and sales management skills with strong ability to interface well with customers at all levels.
• Experience at a matrixed organization (understands how to collaborate with multiple functions and coordinate sales activities by capitalizing on all company resources to meet customer needs.)
• Experience with costs and pricing technical products. Ability to understand pricing models and translating product information and costs with large account customers.
• Proven ability to create and present sales strategies and the execution plans associated with these strategies. This includes ability to provide sales presentations to customers at all levels.
• Strong interpersonal skills for external and internal customers
• Strong problem solving and creative skill and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
• Strong business sense. Ability to analyze a situation, gather data and provide reports/information that is easily understood and accurate for all stakeholders.
• Strong analytical abilities
• Strong in strategic and consultative sales
• Proven success at business development and sales management
• High level of integrity and dependability
• Strong sense of urgency and results-orientation.
• Collaborative business partner. Needs to be seen as a team player who is committed to the business.
• Proficiency in Microsoft Office Suite; Word, Excel & Powerpoint
• Bachelor's Degree required or 3 years' experience in the food service capital equipment business.

PI257134393