Job Description

The Regional Sales Manager is responsible for driving sales efforts across the region, with a focus on meeting and exceeding market share and sales targets. Hiring, training, motivating, and proactive management of the sales team are all required, as well as strategic account management and active engagement in marketing efforts. Finding and developing new customers is as important as maintaining relationships with existing accounts, and both strategies are required to meet sales goals. The RSM uses the company’s CRM as a tool to manage their team’s contacts, accounts, quotes, and opportunities and ensure that the team is using the CRM to guide daily activities.

The Regional Sales Manager must collaborate with the other Sales, Sales Ops, Ops, and Marketing managers and directors to be effective. The Regional Sales Manager split reports to the Regional Sales Director and manages a team of 5-10 sales representatives in the territory.

ESSENTIAL DUTIES

Sales management:

• Manage team to ensure all activity (e.g., customer visits, quotes), market share, and sales targets are exceeded.
• Build a culture of achievement and excellence through relentless focus on results.
• Review proposals to ensure high quality and match with customer needs.
• Conduct sales meetings at high priority key and target accounts.
• Lead daily sales huddles and other meetings to ensure effective prioritization.
• Coach reps during and after ride along sessions.

Strategic Account Planning:

• Lead strategic account planning, ensuring the team develops structured plans using LinkedIn, industry, intel, and customer research to define a targeted go to market plan tailored to specific accounts.
• Serve as a thought partner with corporate sales & strategy team to define and implement sales strategy.

General Management:

• Manage, recruit, and hire all open sales positions in territory.
• Coach, motivate, review, and manage all sales personnel in territory.
• Ensure all team members are adequately trained internally and externally by suppliers to be the best, most expert reps in the industry.
• Review and approve sales orders & commissions.
• Work with A/R Manager to make sure all past due accounts are handled properly by the sales team.

Requirements

The individual in this position should be personable, a problem solver, reliable, ethical, intelligent, highly motivated, and able to adapt to the forces around them—customers, suppliers, department employees, and co-workers. A successful candidate believes in and embodies Bailey Company’s Guiding Values:

1. We are a family business. Our family includes our employees, our customers, and our communities. We take care of our family.
2. We focus on our customers’ success. Our purpose is to help our customers succeed and to improve their performance.
3. We operate as a team. We believe in a team-oriented approach. We do not pass the buck; we make things happen.
4. We do the right thing. Even if it’s the hard thing.
5. We look to the future. We always look for a better way to do things. We evolve and embrace change. Technology is our friend, and we strive to be the most forward-thinking, tech savvy company in our industry. We invest heavily in the future. We believe in growth and self-development.
6. We believe in the importance, and in the power, of diversity. We embrace the diversity of humanity and believe in its power to inspire innovation, creative thinking, and positive culture.
7. We are stewards of the environment. We recognize the impact of our actions on our environment, and we strive to minimize our impact. We believe in sustainable energy, zero landfill operations, and green business practices.

EDUCATION

College degree (required)

EXPERIENCE

• 5+ years of consultative sales experience (preferred)
• 2+ years of sales management experience
• 2+ years of forklift or other industrial sales experience (preferred)

SKILLS AND ABILITIES

• Proven sales management skills
• Great written and verbal communication skills (position requires significant face to face time with both customers and fellow employees)
• Excellent interpersonal and customer relations skills
• Proficient at CRM, Excel, PowerPoint, etc. and willing and able to learn new technology