Regional Sales Manager

We are looking for a talented Regional Sales Manager be responsible for developing and executing sales strategies to achieve the company's revenue goals for the Mid-Atlantic market with offices in Lanham, Maryland and Millstone, New Jersey. The successful candidate will manage a team of sales representatives and work closely with other departments to ensure customer satisfaction and maximize sales opportunities. Goals will be achieved through consistent monitoring and communication to Business Development Managers (BDM), Operations, Administration, and General Management. The successful candidate will have a hands-on approach and will be committed to the expansion and success of the business by implementing strategies that increase sales.

Supervisory Responsibilities:

• Develop and implement effective sales strategies to achieve revenue targets within the assigned region.
• Hire, train, and manage a team of sales representatives, including existing team, to meet sales objectives and provide exceptional customer experiences.
• Give recognition or redirection to individual BDMs including termination when warranted.
• Develop and maintain relationships with key customers and prospects to identify new business opportunities.
• Collaborate with other departments, including operations, to ensure the successful execution of sales strategies and customer experiences.
• Analyze sales data and market trends to identify opportunities for growth and adjust sales strategies accordingly.
• Prepare sales forecasts, budgets, and reports for management review.
• Oversee sales team activities with Real Estate Owner/Managers Association trade shows, conferences, and other industry events to represent the company and promote our services that result in new sales and relationship opportunities.
• Acting in this Leadership Role to the branch, the DBD will hire, train, measure performance, give recognition or redirection to individual BDMs, as well as terminate a BDM when warranted.
• You will foster a positive environment, ensure customer satisfaction and proper execution of sales strategies that achieve branch sales goals.

Duties/Responsibilities:

• Create and execute a strategic business development plan for a region.
• Lead Sales Team to meet or exceed the Branch Sales Goal by managing each BDM to achieve their individual sales activity plan / goals.
• In conjunction with General Manager and Operations set Annual Sales Goal and Department Budget.
• Monitor and direct Sales Departments financial performance within approved Sales Plan and department budget.
• Track, measure, and report on weekly and monthly sales results including observed trends and adjustments to the written sales plan.
• Develop and maintain a wide personal network of industry and trade groups including BOMA, IFMA, BSCAI, IWCA, ICRI, SWR, CAI, CSI, and related construction, architect, engineer, other local/regional organizations.
• Ensure company policies and guidelines are being followed by Sales Team to include use of CRM, Microsoft 360 transitioning to SalesForce in 2023.
• Plan and conduct monthly sales meetings.
• Conduct 1-on-1 weekly BDM meetings.
• Conduct weekly Sales Team Stand-Up virtual meeting.
• Perform monthly Ride-A-longs with each including Pre-Brief and De-Brief of meetings conducted.
• Conduct individual and team Role Play sessions.
• Monitor Sales 30-60-90 Closing Pipeline and communicate results to General Manager and Operations Manager.
• Monitor BDM Sales Opportunity Pipelines to ensure each opportunity is qualified and has continual movement towards projected close date.
• Monitor BDM Sales Funnels to ensure enough volume of future opportunities will be transitioning form Funnel to the Active Pipeline that will meet needs for future Sales Goals.
• Conduct meetings with key account clients
• Actively communicate with Valcourt management and other General & Division Managers, and participation in all companywide initiatives as appropriate.
• Work closely with other service divisions and partner companies including Window Cleaning and VSS (Safety) Managers to assist in Cross Selling of services.

Required Skills/Abilities:

• Well-developed sales management and business development skills and the ability to manage sales team to close new business and grow existing clients.
• Strong Sales Planning abilities and experience including forecasting, budgeting, and analyzing results to recognize and make adjustments to trends.
• Effective oral, written, and presentation skills; the ability to lead positive motivating sales meetings and build strong internal relationships at all levels of the organization while treating all with dignity and respect.
• Strong coaching and mentoring skills to develop and challenge sales team to improve their performance, knowledge, skills and abilities.
• Demonstrated ability to work independently and manage multiple, competing priorities.
• An analytical orientation toward key market trends/ changes and the ability to take appropriate action to ensure continued leadership and competitive advantage.
• Strong computer skills including CRM, MS Outlook, Word, Excel, Power Point
• To be an enthusiastic, performance-driven manager who can translate the companys passion through the entire sales team and surrounding departments

Education and Experience:

• A minimum of 15 years of sales team management experience

Physical Requirements:

Prolonged periods of sitting at a desk, vehicle and working on a computer.

Must be able to lift up to 15 pounds at times.

Travel up to 75% of the time.

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.