What are the responsibilities and job description for the Regional Sales Manager position at Hvac Distributors Inc?
General Description: Overall accountability for the Management of Account Managers and attainment of the Sales and Margin Goal in assigned Region. Develops and implements a territory sales strategy, based on the Company sales plan that will contribute to the achievement of the company's business objectives and profitable growth.
Develops and manages to an annual regional sales and profit plan.
o Aligns Business Plan and Territory Sales Plans with Branch Sales Plans to support overall territory sales objectives.
o Executes Business Plan, sales strategies and action plans for existing and identified target accounts in order to achieve region and individual territory objectives.
o Coaches and trains through the Residential Sales Process to ensure consistency, adherence and competency
o Establishes, drives, and continuously grows profitable sales relationships in all Account Manager territories.
o Guides Account Manager focus on Ideal Customer and coaches through the NDA pipeline to ensure correct use of IC checklist
o Directs and drives Territory Sales efforts ensuring achievement of company KPI goals including sales volume, gross profit margin, and net profit margin.
o Increases purchases and profitability of customer base in all customer classes including dealers, contractors, and co-distributors.
o Monitors territory and individual customer attrition and creates action plans to minimize and/or reverse.
o Ensures Account Manager competency to present compelling dealer program presentations and coaches, motivates, and leads Account Managers through the process to convert dealers to company equipment brands.
o Measures and monitors monthly new dealer performance, assigned stakeholder activities and takes appropriate action to assure new dealers and internal stakeholders meet commitments.
o Works with EverRest Success Group Manager to ensure ESG goals are met within the territory for sales, profit and member growth.
o Work with Account Managers to develop a specific Call Management plan which includes strategies for individual customer prospect/account interactions as well as create opportunity management for multiple sales calls. Develop and prioritize opportunities in an effort to maximize long term growth and value.
o Work with Technical Support and Training Manager to develop consistent rhythm of training activities in the region.
o Proactively coordinates and leverages sales resources of company suppliers and representatives in order to maximize exposure of strategic products with current dealers and prospects.
o Provides market feedback to Marketing Manager, Regional & Branch Managers, Senior Product Manager and Pricing Manager and collaboratively creates and implements programs and promotions to drive growth, sales retention, and customer loyalty.
o Monitors and analyzes sales activities and identifies market trends; advises Director of Sales of opportunities, threats, and related recommended actions.
o Manages internal and external relationships with key accounts.
Meets monthly with Regional Branch Managers and Account Managers to:
o Review previous months roadblocks and hurdles and to devise solutions and plans to overcome.
o Review monthly specials to ensure understanding, communication plan and targeted accounts
o Review monthly Gap Analysis report opportunities
o Review monthly Attrition Report and discuss strategies to overcome
o Utilize monthly Attrition Report to follow up with customers, determine status of the customer and attrition, and ensure Sales Force attrition object is updated.
o Plan customer events to build customer intimacy and robust relationships
o Plan and lead factory trip participation for customers and internal stakeholders
Engage in collaborative customer problem resolution process utilizing Branch and Technical Services to solve issues
Utilize 5 in 5 management strategy to ensure high ROI Account Manager focus and create regional cohesion
Education and/or Experience:
Bachelor's degree (B. A.) from four-year college or university; or eight years sales experience with at least five years in sales management or equivalent combination of education and experience.
Valid Class C Drivers License with good driving record.
Knowledge, Skills and Abilities:
To perform the job successfully, an individual should demonstrate the following skills and abilities:
Excellent analytical and process development skills.
Demonstrated ability to plan, develop, disseminate, and execute strategic sales and marketing plans.
Demonstrated ability to oversee and develop customer relationships and growth within existing and potential territories.
High sense of urgency and attention to detail.
Computer Skills:
To perform this job successfully, an individual must be very proficient in Microsoft Office products such as Word, Excel, Outlook, and PowerPoint.
Proficiency in Salesforce CRM and Eclipse ERP competency required within six months of starting in role.
Proficiency in MITS within 6 months of starting role
Develops and manages to an annual regional sales and profit plan.
o Aligns Business Plan and Territory Sales Plans with Branch Sales Plans to support overall territory sales objectives.
o Executes Business Plan, sales strategies and action plans for existing and identified target accounts in order to achieve region and individual territory objectives.
o Coaches and trains through the Residential Sales Process to ensure consistency, adherence and competency
o Establishes, drives, and continuously grows profitable sales relationships in all Account Manager territories.
o Guides Account Manager focus on Ideal Customer and coaches through the NDA pipeline to ensure correct use of IC checklist
o Directs and drives Territory Sales efforts ensuring achievement of company KPI goals including sales volume, gross profit margin, and net profit margin.
o Increases purchases and profitability of customer base in all customer classes including dealers, contractors, and co-distributors.
o Monitors territory and individual customer attrition and creates action plans to minimize and/or reverse.
o Ensures Account Manager competency to present compelling dealer program presentations and coaches, motivates, and leads Account Managers through the process to convert dealers to company equipment brands.
o Measures and monitors monthly new dealer performance, assigned stakeholder activities and takes appropriate action to assure new dealers and internal stakeholders meet commitments.
o Works with EverRest Success Group Manager to ensure ESG goals are met within the territory for sales, profit and member growth.
o Work with Account Managers to develop a specific Call Management plan which includes strategies for individual customer prospect/account interactions as well as create opportunity management for multiple sales calls. Develop and prioritize opportunities in an effort to maximize long term growth and value.
o Work with Technical Support and Training Manager to develop consistent rhythm of training activities in the region.
o Proactively coordinates and leverages sales resources of company suppliers and representatives in order to maximize exposure of strategic products with current dealers and prospects.
o Provides market feedback to Marketing Manager, Regional & Branch Managers, Senior Product Manager and Pricing Manager and collaboratively creates and implements programs and promotions to drive growth, sales retention, and customer loyalty.
o Monitors and analyzes sales activities and identifies market trends; advises Director of Sales of opportunities, threats, and related recommended actions.
o Manages internal and external relationships with key accounts.
Meets monthly with Regional Branch Managers and Account Managers to:
o Review previous months roadblocks and hurdles and to devise solutions and plans to overcome.
o Review monthly specials to ensure understanding, communication plan and targeted accounts
o Review monthly Gap Analysis report opportunities
o Review monthly Attrition Report and discuss strategies to overcome
o Utilize monthly Attrition Report to follow up with customers, determine status of the customer and attrition, and ensure Sales Force attrition object is updated.
o Plan customer events to build customer intimacy and robust relationships
o Plan and lead factory trip participation for customers and internal stakeholders
Engage in collaborative customer problem resolution process utilizing Branch and Technical Services to solve issues
Utilize 5 in 5 management strategy to ensure high ROI Account Manager focus and create regional cohesion
Education and/or Experience:
Bachelor's degree (B. A.) from four-year college or university; or eight years sales experience with at least five years in sales management or equivalent combination of education and experience.
Valid Class C Drivers License with good driving record.
Knowledge, Skills and Abilities:
To perform the job successfully, an individual should demonstrate the following skills and abilities:
Excellent analytical and process development skills.
Demonstrated ability to plan, develop, disseminate, and execute strategic sales and marketing plans.
Demonstrated ability to oversee and develop customer relationships and growth within existing and potential territories.
High sense of urgency and attention to detail.
Computer Skills:
To perform this job successfully, an individual must be very proficient in Microsoft Office products such as Word, Excel, Outlook, and PowerPoint.
Proficiency in Salesforce CRM and Eclipse ERP competency required within six months of starting in role.
Proficiency in MITS within 6 months of starting role
