SUMMARY: The Regional Sales Manager is responsible for DGI Supply sales objectives, initiatives and policy for the sales district assigned. The RSM will oversee the health and effectiveness of the Technical Sales Representatives and Account Managers in delivering profitable growth. This individual relies on extensive experience and judgment to plan and accomplish goals. The RSM is responsible for developing a highly productive sales team that meets and exceeds revenue targets while promptly and professionally addressing the needs of prospective and existing customers. They perform a variety of tasks leading and supporting the work of others. A wide degree of latitude is expected as the RSM works under moderate supervision guided by policies, procedures, and individual job objectives.

DUTIES AND RESPONSIBILITIES:

• Manages five (5) or more account managers
• Manage the region business development and execution strategy for the company to reach assigned objectives
• Manage profitability of the region, all accounts and vendors/lines
• Manage and build vendor relationships and become key operational contact
• Introduce/propose new products, new lines and new strategies to grow business
• Establish clearly defined sales plans to support company’s financial and sales goals; Account Managers & TSR’s must clearly understand assigned objectives
• Work with customers to build solid relationships and to build the business
• Make regularly scheduled calls on key accounts, and familiarize yourself with other classes of trade
• Bring forward ideas/concepts on how to accelerate sales activity in your area of responsibility and where you recognize other opportunities may exist
• Prepare sales reports as needed/requested; document calls and activities against accounts
• Work in a team concept and build trusting relationships with all internal contacts
• Conduct formal performance reviews with Account Managers and TSR’s on an annual basis
• Extract back-up candidates for Account Managers & TSR’s from the marketplace via contacts, online ads or networking; always have a “bench” of talent
• Conduct weekly one-on-one meetings with team members
• Regularly conducts ride-a-longs and joint sales calls with their sales team; working with their team to support and build customer relationships
• Hold team accountable for obtaining documented productivity and cost savings goals
• Conduct Quarterly Business Reviews (QBR) with top accounts
• Weekly/monthly updates on performance metrics should be provided as lead in to formalized annual reviews
• Monitor and measure performance of sales and perform analysis on such as requested
• Operate as a leader and constantly reinforce the goals and objectives of the company and the sales group; develop fundamental / functional plans as needed
• Contribute knowledge and expertise to peers and colleagues to elevate their knowledge / performance; be open, honest and direct with supervisor
• Work with budgets as far as tracking and monitoring spending; budget analysis will be conducted as needed
• Build the “best team” possible as quickly as possible
• Maintains a close working partnership with internal departments including, but are not limited to, operations, customer service, finance, integrated supply, human resources and purchasing, etc.
• Works closely with all external contacts including national accounts, customers, vendors, suppliers, etc.
• Travel is primarily local during the business day, although some out-of-the-area and overnight travel may be expected
• Other duties as assigned
• Reports to the VP of Sales

SKILLS AND EXPERIENCE REQUIRED:

• 5-10 years’ experience in outside sales; 2 years prior experience managing a team highly preferred; metalworking/MRO/industrial distribution experience
• Strong sales management skills that are reflected in leadership, motivation, drive for results, welcomed accountability and organizational strategy
• Must have strong technical working knowledge of industrial applications and the customers in territory
• Proven track record in achieving short- and long-term sales goals, margin objectives, new account acquisition, account retention and account penetration (expanding sales within active accounts)
• Should have solid contacts within the industry and across channels; forecasting capability is required
• Strong verbal and written communication skills are required along with ability to give presentations confidently with both internal and external partners
• Attention to detail is mandatory and follow-up throughout the selling process is vital
• Strong financial and analytical skills
• Ability to translate corporate objectives and strategies into individualized selling plans for Account Managers and TSR’s; innovate and implement selling solutions as needed
• Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint) and CRM solutions
• Negotiating skill set is required to extend benefit to all parties and to create a strong relationship upon which to build future sales
• Must be able to sell Senior Level individuals and to build relationships with all vendors within management responsibility
• Keep supervisor constantly informed
• Excellent time management, organization and prioritization are paramount to being successful
• Manage sales expense budget
• Be a major “contributor” to the Company goal and significantly support the Mission
• Passionate, Adaptable, Customer Focused and Teamwork oriented
• Strong sense of urgency and accountability
• Total Compensation Package Target: $150k - $175k (salary + commission)

PHYSICAL/MENTAL REQUIREMENTS:

• Requires prolonged sitting, standing, bending and walking
• Moderate to heavy use of hands in grasping, repetitive hand movement and finger coordination in keeping records and using a keyboard
• Speech and hearing to communicate effectively in group settings, one-on-one, and by telephone
• High level of concentration, confidentiality and organization
• Must be able to occasionally lift 50 pounds