Regional Sales Manager

JOB FUNCTION

REPORTS TO: President / CEO

The Sales Manager is responsible for the Sales Organization, for incremental sales growth, all field sales activities and development for the branded and OEM glove business within the assigned region. The key responsibility is to maximize sales results in accordance with the objectives and policies of SW Sustainability Solutions.

NATURE AND SCOPE

Key responsibilities include the following:

• Responsible for delivering the annual sales growth target set by Sales Organization for the assigned region. The Sales Manager will effectively manage the opportunities and accounts within the region under his/her responsibility to produce the required results. This requires a quarterly review of account coverage and opportunities.
• Implement an annual sales plan identifying new branded distributor & end-user opportunities across a range of accounts, also build a strategy for existing distributor accounts identify initiatives and opportunities to increase the revenues.
• Manage and enhance regional gross profit by successfully positioning hand health and performance technology products that create value for the end-user. Effectively manage product mix, and new product launches with key customers.
• Responsible for all pricing exception recommendations leading new potential business. Profit, dollar volume, and strategy must be taken into account and documented.
• Effectively use CRM Salesforce, to capture and progress new opportunities, track lost business, and forecast new business. Monthly the Reginal Sales Manager represents the region by working with marketing and supply to present win/loss changes and marketing intelligence.
• Responsible for personally managing and developing relationships with key distributors and end-users. Bi-yearly evaluate and determine if there is a need for additional resources (independent or direct sales resources). The responsibility is to include customer budgeting, key contact development, and implementing distributor sales & marketing programs.
• Achieve the annual personal objectives.
• Effectively communicate key field intelligence and activities on a timely basis to the sales, marketing, and operations.
• 50% travel.

KNOWLEDGE/EXPERIENCE

To effectively fulfill the above responsibilities, the Sales Manager should possess the following skills, knowledge, and business experience:

• Bachelor’s degree in business, marketing, or related field (MBA is a plus) and computer skills required.
• Minimum 2 years’ experience with large industrial end user field sales, sales management, and industrial distribution. Solid background in industrial health and safety preferred.
• Strong verbal and written communication skills.
• Strong organizational, planning, computer, and administrative skills.
• Strong interpersonal and relationship building skills including personnel skills needed in staffing and development of field sales personnel. A track record to make changes in a timely manner to personnel when non-performance is detected either through probation or termination.
• Track record of ethical and professional performance in previous job experiences.

PRINCIPAL ACCOUNTABLILITIES

To effectively fulfill the above responsibilities, the Sales Manager should possess the following skills, knowledge, and business experience:

• Field Sales: Inform commercial team of problems, opportunities, program effects, market conditions, competitive activity, and any issue affecting field sales efforts. Develop and sustain strong relationships with key end users and distributors. CRM, Sales Force must be up to date and designated fields completed.
• Planning and Control: Develop annual Regional Business Plans consistent with overall company objectives. Monitor effort & progress in accordance with plan to achieve field sales objectives and performance to plan.
• Reporting: Submit monthly Field Feedback Report summarizing field activities for each month in the required format, including monthly updates of new business & lost business, competitive activity, and customer issues. Analyze and report on all regional sales issues, including key distributor and end user initiatives.
• Accountable for the quality of information in the Sales Force CRM program and that all end-user, distributor and OEM accounts are updated on a regular basis.
• Distributor, OEM and End-users: Regional Sales Manager will develop strong “partnerships” with key distributors and end-users. Review quarterly distributor, OEM and end-user performance and implement changes as needed for optimum performance. Oversee distributor& OEM support policies and maintain profiles on key accounts. Attend key industry association meetings as required as well as key distributor meetings.
• Pricing: Manage and administer any & all pricing exceptions to maximize profits and grow volume. Communicate business case for all pricing exceptions.