Regional Sales Manager

JOB SUMMARY:

As a Region Sales Manager (RSM) you directly supervise District Sales Managers (DSM) and Independent Sales Representatives (ISR) in the assigned Region. The RSM is primarily responsible for business development, key customer relationships and market activities in the assigned Region.

RSM BUSINESS DEVELOPMENT RESPONSIBILITIES:

• Organize and analyze issues unique to each business operation process from product specifications through sales, payment, distribution, installation, and after-sales service to establish and implement customer-oriented strategies.
• Create sales plans that respond flexibly to market trends and customer characteristics; provide sales team with specific and precise actions to take. Improve the company’s market share as well as achieve sales targets by systematically collaborating with people concerned inside and outside the company.
• Win sales contracts through initiative in planning and implementing promotion activities and creating sales promotion tools to boost demand from customer companies in the building industry, including developers, general contractors, architects, and installers.
• Network with key people from customer companies to strengthen the company Brand and develop new opportunities.
• Monitor receivables from customers (e.g. distributors, builders, and installers); negotiate with and convince them to shorten the receivable collection period; detect declines in customers’ financial positions in advance and take appropriate measures.
• Hold discussions about published installation guidelines and coordinate Technical Team visits as needed at building sites and take quick and appropriate actions if installation problems and product complaints arise.
• Logically analyze and identify causes of sales and installation problems and customer complaints; and take appropriate preventive measures in conjunction with Technical team, such as providing instructions to parties concerned (e.g. distributors, builders, and installers), development of product specifications and quality improvement.
• Collect information about trends in the building industry, markets, other companies, and applicable laws and regulations by developing a broad information network with external parties (e.g. housing-related organizations, lawyers), public research institutes, and related companies.
• Ensure sales close to meet and exceed established revenue targets.
• Closely coordinate communication with DSM, ISR, Architectural Consultants (AC) and National Business Development Team (NBD) tasked with building the brand position, generating lead opportunities, qualifying design company’s and/or generating backlog for company products.

RSM EMPLOYEE DEVELOPMENT RESPONSIBILITIES

• Directly manage ASM, ISR and AC market activities
• Motivate team to reach and exceed sales goals
• Ensure market reporting activities are executed in a timely manner
• Hire, Train and review sales force as needed
• Lead the development and implementation of strategic sales plans consistent with corporate goals
• Review market analysis to determine customer needs, pricing schedules and service requirements and direct DSM/ISR activities appropriately
• Direct channel development activities and DSM coordination to maximize close ratios

DESIRED BACKGROUND & SKILLS:

• Bachelor or Master Degree in business, marketing or related field, or similar qualifications
• Minimum eight years of experience in marketing/sales to architects, distributors or contractors, in the commercial or residential construction industry. General knowledge about building construction, design and installation of fiber cement siding and roofing materials
• Minimum three years of experience leading a team of employees and/or independent sales representatives.
• Possess an extensive information network in the construction industry in the assigned Region.
• Strong persuasion and communication skills required to relay ideas about the implementation of strategies and attainment of goals to people concerned inside the company (e.g. the US sales department and the Japanese manufacturing department) and outside the company (e.g. developers, general contractors, architects, and installers), convince them, and obtain their cooperation.
• Proven experience with diverse international contacts, with focused yet flexible style and polished communication skills for all-level relationship development.
• Demonstrated competency in: Conceptual Orientation & Comprehension; Planning & Organizing and Good Resource Utilization; Research & Investigative Analysis/Reporting; Creativity, Initiative, Persuasion & Follow-through; and Closing a Sale!
• Knowledge of MS Word MS Excel, MS Outlook, Adobe Acrobat
• Ability to read and understand construction plans and details

PHYSICAL REQUIREMENTS:

• The position will require walking, driving, standing and sitting at a computer. The position requires a certain amount of travel (ability to travel 80% plus) to attend meetings, surveys, coordination with technical and manufacturing in locations away from home office.
• Must pass a pre-employment drug screening.

Disclaimer: The information provided in the description has been designed to indicate the general nature and level of work performed by incumbents within the classification. This description is not intended to be a comprehensive inventory of all duties, responsibilities, qualifications and working conditions required of employees assigned to this job/classification. This job is intended to include the current essential functions of the job. Management reserves the right to add or modify the duties and responsibilities and to designate other functions as essential at any time.

Job Type: Full-time

Benefits:

• 401(k) matching
• Cell phone reimbursement
• Dental insurance
• Expense account
• Health insurance
• Mileage reimbursement
• Paid time off
• Vision insurance
• Work from home

Compensation Package:

• Bonus opportunities

Schedule:

• Monday to Friday

Experience:

• Sales: 5 years (Required)

Willingness to travel:

• 50% (Required)

Work Location: On the road