What are the responsibilities and job description for the Regional Sales Manager position at M&D?
Description
About M&D
For the past 80 years, M&D has led the aftermarket in remanufacturing innovation to address technological advancements and changing customer needs. In the past few decades, we have expanded beyond our remanufacturing roots to develop close (and sometimes exclusive) partnerships with the world’s leading OEMs and manufacturers.
Those partnerships with key suppliers like Bosch, Garrett, Federal Mogul, Cummins, Stanadyne, Holset, BorgWarner, Delphi, Yanmar, Mitsubishi, Denso and others have been critical in honing our remanufacturing capabilities and expanding our parts offering to include new, no core options in fuel injectors and fuel pumps, diesel engine cylinder heads, blocks, crankshafts and connecting rods. M&D also stocks a complete assortment of turbos (new and remanufactured), inframe overhaul kits, filtration and aftertreatment parts including DPFs, DOCs, EGRs, sensors and other engine parts.
Our strong remanufacturing roots combined with our 41 branch locations, a nationwide outside sales team of 25 and our close OEM & Manufacturer partnerships make us unique in the industry – no one understands diesel engine failure analysis and parts better than M&D. WE FUEL UPTIME.
Position Summary
The Regional Sales Manager leads and directs a team of Territory Managers through coaching, inspiring, and tracking successful outcomes. Most importantly, Regional Sales Managers meet or exceed regional sales and gross profit targets.
Essential Duties and Responsibilities:
- Attract, hire, and develop an outside sales team to sell a diverse company offering that maximizes all opportunities within their assigned territory.
- Drive performance to sales KPIs; provide continuous feedback, coaching, and development opportunities to Territory Managers to increase successful outcomes.
- Develop strategic plan to reach company goals through increased market share, increased sales volume, and meeting individual Territory Manager sales targets.
- Continuous focus on sales opportunities for the M&D family of companies and the team.
- Continuous focus on Territory Manager performance, ensuring strategic objectives are met.
- Assist with the creation of bids, quotes, and other revenue generating activities that support the team.
- Develop deep understanding of M&D sales process, lead participation among TMs while championing continuous improvement by the group.
- Travel throughout AOR with Territory Managers to meet with customers while actively coaching.
- Conduct regular sales calls with regional team and biweekly 1on1s with Territory Managers.
- Performs other duties as assigned by supervisor.
Requirements
Minimum Qualifications (Knowledge, Skills, and Abilities):
- Highest attention to detail and willingness to provide support at all levels to get the job done.
- Ability to meet deadlines in a fast-paced environment.
- Excellent written and oral communication, and interpersonal skills.
- Five years of successful sales leadership.
- Five years of experience selling diesel engine components to the commercial vehicle industry, marine industry, oil and gas industry, construction industry, and agricultural industry.
- High school diploma; bachelor’s degree in business or related field preferred.
- Expert in all phases of the Sales Cycle.
- Expert with Microsoft Office suite.
- Experience with Salesforce.
- Expert presentation skills.
- Valid driver’s license with good driving record.
- Successful completion of pre-employment background and drug screening.
- Fosters good coworker citizenship and contributes to a positive work environment.
Physical Demands and Work Environment
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.
- Prolonged periods of sitting at a desk, working on a computer.
- Ability to lift and carry up to 50 lbs.
- Office environment.
- Shop environment that can include exposure to loud noises, extreme temperatures, dirt, and dust.
- Prolonged periods of driving in vehicle.
M&D provides equal employment opportunity to all qualified applicants and employees without regard to race, color, sex, religion, national origin, age, sexual orientation, gender identity, marital status, familial status, disability, military status, and genetic information.
This job posting does not state or imply that these are the only duties to be performed by this employee. The employee will be required to follow any other instructions and to perform any other duties requested by their leader.
