Job Type
Full-time
Description
Position Summary
The Regional Sales Manager ("RSM") for Mainely Tubs is the Manager for the Sales Department covering a designated region and reporting to the Company's General Manager / Chief Operating Officer. As of January 1, 2025, there are three regions : (i) Maine (currently the Scarborough, ME showrooms, and Maine-based fairs and other offsite events), (ii) New Hampshire / Northern MA, including the Rye and Bedford, NH and the Danvers, MA showrooms, as well as the Topsfield, Deerfield and Sandwich, NH fairs and other offsite events, and (iii) Southern MA / Rhode Island, including Framingham and Hanover, MA and the Cranston, RI showroom.
The RSM is responsible for overseeing and driving big ticket sales activities within their region. This role involves recruiting and training, team leadership and mentorship, fostering a culture of excellence and customer service, respect for achieving and beating goals, customer relationship management, and constant improvement. The RSM role also requires close collaboration with the other RSM's and other departments to ensure we meet our Company-wide goals and provide an exceptional customer experience.
We are currently seeking an individual who will oversee Region two which includes our NH showrooms in Bedford and Rye as well as our Danvers, MA showroom. This role will be a hybrid RSM / Sales role with the the individual being based out of the Danvers, MA or Bedford, NH showroom for approximately 3 days per week and spending approximately 2 days visiting the other showrooms. The schedule may vary depending on specific needs of each showroom at any given time.
Key Responsibilities :
Team Leadership :
- Provide for processes that ensure that every Sales Associate is getting close support, including weekly meetings for goal review and training, along with check-ins multiple times per week.
- Provide training and development opportunities to enhance the skills and performance of the sales team.
- Attend weekly meetings with the GM / COO and other RSMs to ensure that all Sales goals and priorities are met.
- Co-Manage the Weekly Sales Meeting, in coordination with the GM / COO and other RSM's.
- Periodically participate in Senior Management meetings and contribute to discussion and decision-making about Sales Department goals and performance.
Sales Strategy and Execution :
Coordinate with Senior Management in developing Sales Goals, and in translating the Company's overall Sales Budget into regional, showroom-level and Sales Associate goals, with the mission of exceeding the Company's Sales Budget and margin goals.Analyze market trends and customer needs to identify growth opportunities and competitive advantages.Coordinate with Marketing and the GM / COO on sales plans for new product launches and greater market penetration.Utilize CRM tools to track customer interactions, sales metrics, and forecast revenue.Develop and report on KPI's designed to help our Sales Associates achieve their goals, and to measure their productivity.Coordinate with the GM / COO on calculating monthly Sales Bonuses and, where appropriate, Annual Bonuses.Coordinate with the GM / COO and other RSM's to ensure appropriate attendance / coverage of Dealer Conferences, industry events and trade shows.Sales Training and Growth :
Identify hiring needs; select and train new salespeople.Evaluate and regularly update, as appropriate, Sales Department training materials.Conduct weekly performance evaluations of your sales staff including a minimum of the following :1. Review goals, UPS report, and each staff member's HubSpot account.
2. Reinforce and clarify any open questions from the training and policy announcements made at the Weekly Sales Meeting
3. Provide Sales coaching on areas most relevant to each Sales Associate
4. Observe / review and provide feedback on in-store and phone presentations
5. Review and provide feedback on lead follow-up-confirm leads are being followed up with on a timely basis, with appropriate cadence, and provide feedback on copy, content and materials.
6. Develop effective training programs to ensure team members are equipped with necessary knowledge about our competitors, including the relative advantages of our products and services, and general sales tactics for selling against them.
Conduct formal annual performance evaluations with each Sales Associate.Identify situations that might call for a Performance Plan; consult with the GM / COO, make recommendations on the Plan and then follow up with the Sales Associate(s), as appropriate.Visit each showroom at least weekly.Identify areas for professional growth within the sales team and create development plans to address these needs.Foster a culture of continuous learning and improvement, encouraging team members to pursue ongoing education and training opportunities.Monitor Sales Training provided by our Manufacturer and ensure that Sales Associates are reviewing these materials.Develop dashboards and other reporting tools for Sales Associates to provide real-time insights into key performance metrics.Coordinate with other RSM's and ensure accurate and timely reporting of sales data to support strategic and tactical decision-making.Prepare and present detailed reports on sales performance and growth opportunities to senior management.Customer Relationship Management :
Ensure exceptional customer service and satisfaction, addressing any issues or concerns promptly.Develop and implement strategies to enhance the overall customer experience, ensuring customer needs and expectations are met.Train the sales team on conflict resolution techniques and best practices for handling difficult customer situations.Collaborate with other teams to address and resolve escalated issues, ensuring customer concerns are thoroughly addressed.Operational Oversight :
Oversee the day-to-day operations of the showrooms under your supervision, including scheduling, and ensuring adherence to company policies and procedures.Ensure all locations meet high standards for cleanliness, organization, and product presentation.Requirements
Our ideal candidate will have :
5 years of sales experience; at least 3 years of supervisory experienceA passion for leading, developing, inspiring, and supporting a talented Sales teamStrong communication skills for interactions with customers and sales staffProven ability and passion for providing exceptional customer experience to both internal and external customersAbility to effectively train and inspire Sales Associates and direct reportsStrategic planning skills; familiarity with effective sales strategiesSolid written communication skillsAbility to comfortably work under deadline pressure and meet targetsStrong presentation skills ability to facilitate role play exercisesAbility to promote and foster collaborative working relationships with other departmentsTechnical proficiency with Microsoft applications (Excel, Outlook)Prior experience with CRM software requiredAbility to work extended hours as needed; ability to work weekendsAbility to travel between MA and NH showroomsSalary commensurate with experience
