What are the responsibilities and job description for the Regional Sales Director position at Marsden Services?
The Regional Sales Director (Divisional Teams) will drive the Leadership Engagement Growth & Safety (LEGS) strategy of the company and will be responsible for the growth and development of the Integrated Facilities Service Sales Team in the Arizona, Nevada and Southern California markets. This is a high energy, high contact position that promotes employee engagement and customer growth. Success will be determined by the leader’s ability to onboard, train, mentor and drive the sales teams in addition to the overall growth of business throughout their own territory/portfolio.
Core Responsibilities
• Train and mentor Business Development Executives (BDEs) be successful in executing sales objectives.
o Onboarding existing BDEs to their full potential.
o Oversee the effective delivery of training and development programs, monitor learning and development outcomes to ensure high ROI for region.
o To equip all BDEs with a full understanding and capability of selling the company’s full suite of services and drive a balanced book of business
• Growth of individual book of business based on ROI model.
o Grow and manage the accounts and customer relationships within your area.
o Generating new revenue and meeting sales targets and goals.
o Participate in our sales cadence and engage in weekly reporting and prospecting activity.
o Assist National Accounts team with strategic sales initiatives.
o Active participation in the regional based trade organizations.
• Performance Management
• Establish and guide the regional sales performance management system in partnership with divisional operations leadership. This includes establishing guiding sales organizational principles for managing performance, monitoring critical performance metrics; and ensuring all key sales associates are held accountable for results assigned by sales leadership.
• Support revenue goals through sales staff and personal/individual sales. Provide direction, oversight, evaluation, training, and development to staff.
• Proactively assesses regional sales team investments, including those in technology, training, and administrative support. Ensures investments yield productivity, benefits consistent with established objectives.
• Support operational leadership on annual sales plan execution and the cascade of the accountabilities to the sales leaders.
• Customer Relationship Management
• Ensure consistent utilization and processes of existing CRM solution (Salesforce) to maintain high-quality customer information while ensuring that the tool and its use meet immediate and longer-term business needs.
• Stakeholder Engagement
• Identify and manage stakeholders up to top management, finding out their direct needs/issues/concerns and reacting to these by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions.
• Organizational Capability Building
• Identify the capabilities needed to meet the current and emerging business needs of a significant business area. Evaluate current capabilities, identify gaps, and prioritize development activities. Motivate others to develop their capabilities and fulfill their personal potential. Build capabilities elsewhere through mentoring and other informal methods.
Education and Experience Required
• 5 years of progressive sales leadership or successful sales experience in a commercial janitorial, facilities services, or similar service based/multi-site experience
• Bachelor’s Degree preferred
• Demonstrated ability to successfully lead in a mobile sales role
• Demonstrated strong leadership, team building and coaching, as well as the ability to motivate people, assess and develop employee skills
• Highly motivated and results oriented
• Change management expertise – driving alignment, organizational buy-in, and strong execution
• Excellent oral and verbal communication skills
• Growth oriented and entrepreneurial
Business Conduct
• Commits to behave in compliance with the company’s values and Code of Conduct
• Builds a culture of work safety and leads by example with one's own safe behavior
• Treats co-workers with respect, approaching conflict with positive intent and professionalism
• Asks questions to understand why we do what we do and how we do it - champions change when improvements can be made
• Ensures one's own compliance with the company's published Operations Standards
Supervisory Responsibility
Oversees the daily management and support of up to 6 BDEs within the Southwest Region (AZ, Southern CA and NV).
Position Type/Expected Hours of Work
Hybrid Role--Office and Remote combination, standard business hours but may need to be flexible for after hours customer needs and/or events.
Travel
Local daily travel within designated sales area, as well as potential weekly regional travel while managing team members.
AAP/EEO Statement
Marsden Services/Pro-Serv/Haynes Building Services provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, creed, ancestry, sexual or affectional orientation, marital or veteran status, color, religion, sex, national origin, age, disability, genetics, status with regard to public assistance or any characteristic protected under federal, state or local law.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
