Regional Sales Manager - Southeast

Position Summary

The Southeast Regional Sales Manager (RSM) (Texas, Louisiana, Mississippi, Alabama, Florida, Georgia, Tennessee, North/ South Carolina) is responsible for providing overall leadership to drive profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within their defined geographical territory, across all TSG/ Elgin product segment and service offerings.

The RSM is responsible for developing overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions and personally assisting in the sale of capital equipment and parts across all TSG product line offerings and markets. In addition, the RSM is accountable to drive and grow customer profitability, customer satisfaction and effectiveness in the overall sales and service fulfillment aspects of their territory.

Essential Duties and Responsibilities include the following:

• Develop monthly, quarterly and annual sales strategy and tactical plans for assigned geographic area to accomplish the following:
  • Profitable revenue growth.
  • Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth & customer satisfaction.
  • Set individual and market specific sales goals compatible with those of the organization to meet overall company goals.
• Track/Report overall progress of sales team against targets through weekly, quarterly & annual sales plans. Weekly implementation of Project Tracking/ Forecasting via the CRM System.
• Manage team to achieve optimal levels of performance and accomplishment, provide feedback and coaching regarding territory effectiveness with both Rep Agencies and Direct reports.
• Excel in planning, forecasting, setting objectives and determining courses of action. Continually assess sales activity in assigned geographic area for in-depth understanding of trends in markets and competitive activity across all product lines.
• Proactively work cross functionally with other TSG support functions to effectively organize, assemble and arrange resources to meet goals, including Contracts, Marketing, Finance, Customer Service, Engineering, etc.
• Develop strategies & tactics, supported with action plans to address key needs, as well as facilitate demand fulfillment and demand creation activities (driving the replacement cycle of installed base) and the development and implementation of a aftermarket service offering that protects and defends installed base.
• Develop business plans with Rep Agencies and direct TSG associates to define and drive plans to maximize customer profitability & customer satisfaction by fostering an effective relationship between sales and services personnel.
• Meet with key customers to develop relationships, understand their needs and proactively address potential issues.
• Develop, train, and implement pricing guidance and authority on strategy and deal structuring, etc.
• Provide day to day leadership of sales personnel. Ensure direct staff is equipped with training and tools/information needed to complete their jobs. Conduct routine performance reviews.
• Demonstrate presentation skills capable of detailing all Product Lines & Services in a fashion that delivers a specific product lines value proposition and/or TSG value proposition with maximum impact.
• Identify performance improvement targets, track and measure changes for the overall improvement of the territory.
• Drive productivity with quality of work that is consistently high and maintains peak performance at all times.

Supervisory Responsibilities

Manages 2-8 Rep Agencies, as well as field-based employees within a defined geographical area:

• Must be able to manage both Rep Agencies and field based employees through voicemail, email and direct observation to include, but not limited to, co-travel with Sales Reps and direct TSG employees.
• Conduct performance reviews with the ability to evaluate staff.
• Interview and screen both direct and rep agencies recruitment and selection process.

Qualifications:

• Excels in achieving outstanding performance results with strong leadership skills - ability to effectively establish goals, motivate and drive performance with strong level of self-confidence and effective interpersonal skills.
• Extensive knowledge of both capital and aftermarket part & service sales process - expertise in how the sales process works from initial planning for potential opportunity to structuring and closing a sales deal.
• Strong technical sales history, mechanical background, application engineering experience desired.
• Strong business acumen - strong knowledge of territory financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the customer.
• Effective planning and program management skills - strong skills at defining strategies and plans to drive growth in defined markets.
• Strong problem solving and analytical skills - ability to understand key customer technical issues and define how our products will solve particular issues.
• Exceptional communication skills that delivers presentations with maximum impact and demonstrates excellent oral presentation skills.
• Successfully copes with demands from superiors, subordinates and peers.
• Capable of making wise and fair judgments based on solid facts.
• Excels in planning, forecasting and resource deployment of the geographical region including recruiting, hiring and training Rep Agencies and direct TSG employees.
• Excels in managing geographically dispersed territory working cross functionally across TSG's shared service structure.

Education

• Bachelor's degree required, MBA preferred or equivalent work experience

Travel

Employee must be able to travel up to 50% of the time.

Physical Demands

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee's ability to see near and far distances.

DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.

Current Openings for Regional Sales Manager Southeast Jobs at TerraSource Global