Regional Sales Manager- NorthEast

Job Summary: Responsible for achieving regional sales operational objectives by providing leadership to representatives, strengthening and supporting their businesses and sales teams. Objectives in assigned territory primarily include leading customer acquisition, building strong pipeline of opportunities, accurate forecasts, revenue growth, and increased market share. Duties also include understanding customer needs, providing market and technical expertise, and engaging directly with customers alongside reps. Regional Sales Managers engage with fellow leaders and upper management in contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards.

Essential Responsibilities

• Under the direction of National Sales Manager, leads representatives in the South East territory with close engagement with principals, leaders, and sales teams.
• Ensures sales financial objectives are met on a monthly, quarterly, and annual basis by preparing an annual financial plan/quota for each representative, inspecting forecasts from reps, and identifying corrective needs, and initiating any corrective actions.
• Consults with and coaches representative’s principals and leaders in ways to strengthen their businesses and results.
• Work with ClimateCraft representatives to strengthen relationships with owners, engineers, architects, contractors, and consultants.
• Partner with customers to understand their business needs and objectives.
• Effectively communicate value propositions to reps and ensure they successfully do so with customers in proposals and presentations.
• Forecasts monthly sales with representative, ensuring consistent pipeline of opportunity is being built towards annual financial plan / quota.
• Supports representative sales efforts with input on customer coverage plans, and assists with sales and technical strategies on select projects.
• Provide leadership sponsorship to certain key customers.
• Expand, develop, and maintain customer-base by counseling representative firms and their salespeople.
• Provides recommendations on product lines by identifying new product opportunities and features that will increase competitiveness and business results.
• Implements trade promotions including supporting representative’s customer events.
• Responsible for working with Applications Engineering, Technical Support and Sales Support Departments to ensure customer satisfaction.
• Participate in technical training programs such as New Rep Training. Assist in refining these programs to make their region more successful.
• Responsible for supporting and assisting in the accounts receivable collection process.

Engage upper management in a timely way when assistance is needed to keep the sales & rep leadership processes moving.

Qualifications

Educational & Experience Requirements:

• Bachelor of Science, Bachelor of Arts, or equivalent.
• Minimum of five (5) years’ experience in the Heating Ventilation and Air Conditioning (HVAC) industry in manufacturing or construction related fields, or equivalent experience in a similar industry.

Other Skills/Abilities

• Proven sales experience in meeting or exceeding targets.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Demonstrated experience developing client-focused, differentiated, and achievable solutions.
• Possess ability to write correspondence and effectively present information in one-on-one and group situations to customers, clients, and other employees of the organization.
• Excellent verbal and written communications skills.
• Strong PC skills in Microsoft Word, Excel, PowerPoint, and Outlook.
• Possess the ability to compute rate, ratio, and percentage and to draw and interpret graphs.