What are the responsibilities and job description for the Regional Sales Manager - West Coast position at Dormakaba Group?

SUMMARY

The Modernfold Regional Sales Manager is a critical position that maintains and grows revenue from assigned regional distributors and reports directly to the Director of Sales. Success in this position is accomplished by developing and implementing strategic business plans and sales strategies throughout the assigned territory. Proactive implementation of these business plans is critical for Modernfold to remain the industry leader and continue record sales growth. This position has primary USA geographic responsibilities within an assigned area but may be asked to support other business locations. Modernfold is committed to hiring the best employees. To ensure this, Modernfold offers flexibility on this position's location if there is proximity to a major airport.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Drive the market (architects, designers, general contractors, distributors and end-users) towards premium product offerings
Formulate strategies utilizing distributor data, market trends, sales targets, forecasts, market share, sales volume, pricing programs, competitive activity to achieve extraordinary sales results
Develop existing regional distribution to enhance sales growth via consultative management techniques
Identify new distribution options to ensure Modernfold is aligned with the best distributor in every market
Create and foster strong relationships at all levels of the sales cycle (Distributors, General Contractor, Architect & End User)
Facilitate the promotion of projects outside the territory under the control of key influential Architectural & Design firms
Quickly develop and maintain expertise with the full line of Modernfold products
Provide technical assistance in conjunction with engineering to develop custom solutions and product applications
Strong communication skillset that allow for clear precise messaging, classroom style product training, consultative management and conflict resolution
Active participation in related industry / education associations, working groups and trade shows
Actively participate in ongoing cross-functional process improvement initiatives when needed
Proactive interaction with sales and marketing management / product management to stay abreast of current information and clearly define customer needs
Oversee and follow up on pertinent communications to customers using product announcements, programs, presentations, etc.
Manage the Modernfold brand to ensure a premium presence and effective sustainable competitive positioning
Manage within assigned expense budget
Travel safely, efficiently and effectively
Perform additional responsibilities as requested

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be necessary to enable individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE

Bachelor's degree in marketing, business administration or related field, master's degree preferred, equivalent level of experience considered

5-8 years of successful management, contract or capital goods selling experience, preferably with distribution, major, national and / or government accounts

Advanced selling skills e.g., qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issue-based selling, consultative selling, negotiation and contracts (closing) to uncover, understand and meet the needs of customers as well as understand and effectively navigate Modernfold sales cycle.

Must have strong organizational and problem-solving skills as well as demonstrated proficiency in the ability to collaborate / negotiate with architects, distributors, general contractors and end-users

Must be an assertive, self-starter with the self-confidence and ability to represent Modernfold in a professional manner, taking initiative to effectively manage own activities to deliver results with little / no supervision and working with / through others to successfully win business

Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., 'political savvy') and able to build long term relationships with customers / partners (particularly at senior decision-making levels within an organization)

Excellent verbal, written and interpersonal communication ability with strong emphasis on listening, presenting and facilitating

Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented (i.e., holding oneself accountable for results)

Demonstrated high level of integrity, business ethics and leadership skills

Must be financially literate and possess business acumen-astute in understanding financial implications of decision-making regarding discount management

Expertise within a distributor environment with sales planning capabilities- provide leadership to distributors in pursuing customer relationships

Ability to effectively use office automation / communication software / tools used in the Modernfold office environment

Must be able to perform all essential job functions with / without accommodation

Willingness to travel extensively throughout assigned geography as well as nationwide when needed, building awareness about Modernfold space solutions as well as prospecting / coordinating sales / marketing activities with Modernfold distributor personnel / leadership

Some knowledge of Modernfold products, services and culture is desirable, as well as the ability to distinguish Modernfold products / services from the competition

Modernfold Inc.

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Regional Sales Manager - West Coast

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