Regional Sales Manager- Central

Let’s unpack this – Who are we?

Marcone is the leading provider of premium solutions, parts and equipment for professionals serving customers on their appliance parts, HVAC, plumbing and commercial kitchen needs. Headquartered in St. Louis, Missouri, Marcone is a multi-billion-dollar enterprise operating out of more than 200 locations throughout North America. Offering unparalleled product breadth, know-how across our national footprint and ease of doing business via leading-edge technology, servicers prefer Marcone because we amplify what they do best: take great care of their clients with speed, reliability and accuracy. Learn more about Marcone at www.marcone.com.

Summary

• As the Regional Sales Manager for the Marcone Appliance division, you will grow sales and margin with a team of Territory Managers and Account Owners covering your geographic region.
• Your primary responsibility will be to create an environment of sales professionalism and ensure the success of each of your team members, working with them to develop targets and plans for their respective account portfolios, developing their sales skills, and coaching/ troubleshooting specific account and sales situations.
• Your responsibility for building a high-performance team will include ongoing management of resource levels and talent, including aligning sales positions with account / geography coverage needs and upgrading talent where necessary.
• You will also contribute to the overall success of the division as a member of the sales leadership team.
• The ideal candidate will have track record of success generating growth as a manager of field sales professionals and experience within a parts distribution or similar business.
• This role requires the ability to travel approximately 50% or more in any given month to be in-market with the sales teams and customer accounts. This position is remote based with a strong preference that the individual be in a major metropolitan area and/or located in a market with Marcone operating facilities.
  
  

Responsibilities

• Grow share and profitability within region
• Work with sales team, Marketing, and division leadership to develop annual regional sales plans that target growth opportunities within each territory, drive improvements in territory design and sales coverage, address talent opportunities, and contribute to overall budget and financial objectives
• Ensure success of sales team individual contributors through management of pipeline and opportunity pursuits, skills development, and coaching
• Frequently provides performance feedback through both formal and informal processes; addresses underperformance on a timely basis with actions developed in cooperation with HR
• Reliably conducts regular staff touch bases to create team identity, performance visibility, and individual feedback / coaching opportunities
• Performs weekly 1:1 meetings with each sales team member
• Builds direct relationships with key customers within region to support account-level business goals, gather intelligence, and create relationship redundancy
• Becomes personally involved in sales activities where appropriate to help win business and model sales skills for the team
• Establish strong connection with the market and personal reputation as an industry leader that strengthens the Marcone brand
• Monitor competitor activities and generate useful intelligence
• Collaborate with vendors to help meet their goals and plans
• Supports the sales team by troubleshooting internal issues
• Serves as the primary connection point between the sales team and the company to build the Marcone culture and channel information up and down within the organization
• Manages customer bids and/or special pricingto balance winning business and optimizing margin
• Responsibly steward Marcone resources, achieving solid returns on our investments in sales, support, pricing concessions, working capital, and investments in special projects and development
• Contribute to business strategy development by providing the voice of the market and customer
• Monitor regional performance, track key metrics, and analyze trends to accurately forecast sales and optimize margin performance
  
  

Professional Experience

• Track record of success achieving sales and margin growth targets
• At least 2 years’ experience managing a team of quota-carrying field sales reps with achievement of team targets in at least 2 of the last 3 years
• At least 7 or more years’ experience in sales, service, or related functions, preferably with at least 2 of which in a quota-carrying field sales rep role
• Experience managing customer-related working capital (A/R and inventory)
• Experience in parts distribution or a similar industry
  
  

Demonstrated Competencies

• Solution selling and negotiations skills
• Business and financial acumen
• Presentation skills
• Action-oriented and fast moving
• Organizational agility
• Ability to manage ambiguity
• Ability to lead and grow talent
  
  

So, what do we offer you?

• Health care (medical, dental, vision, prescription) available the first day of hire!
• 401k with company contribution
• Life insurance plus short-term and long-term disability
• HSA/FSA options
• Paid vacations, holidays, and personal time
• Employee Assistance Program
• Employee discounts
• And much more!
  
  

All candidates who have received a written offer of employment will be required to undergo background screening and testing for commonly abused controlled substances in accordance with our company’s background check and drug testing policy. Motor Vehicle Record checks are also completed for all candidates who have received a written offer of employment to determine insurability for driving a company vehicle as it relates to the position.

We provide equal opportunities for all employees and applicants for employment without regard to sex, age, race, religion, national origin, citizenship status, sexual orientation, gender identification, physical or mental disability, or any service, past, present, or future, in the uniformed services of the United States.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.