Regional Sales Manager - Northeast (Candidate should be in MA or NY)
SW Sustainability Solutions Inc., Union City, CA, United States
Overview
POSITION:
Regional Sales Manager REPORTS TO:
VP, Sales COMPANY:
SW Sustainability Solutions Inc. LOCATION:
Northeast Region (Connecticut, Massachusetts, Maine, New Hampshire, New York, Rhode Island, Vermont), preferably MA or NY Benefits
401(k) Bonus based on performance Dental insurance Health insurance Paid time off Vision insurance Responsibilities
The Sales Manager is responsible for the Sales Organization, for incremental sales growth, all field sales activities and development for the branded business within the assigned region. The key responsibility is to maximize sales results in accordance with the objectives and policies of SW Sustainability Solutions. Deliver the annual sales growth target set by Sales Organization for the assigned region. Effectively manage opportunities and accounts within the region to produce the required results, including a quarterly review of account coverage and opportunities. Implement an annual sales plan identifying new branded distributor and end-user opportunities across a range of accounts; build a strategy for existing distributor accounts to identify initiatives and opportunities to increase revenues. Manage and enhance regional gross profit by positioning hand health and performance technology products that create value for the end-user. Manage product mix and new product launches with key customers. Responsible for pricing exception recommendations for new potential business. Consider profit, dollar volume, and strategy, and document accordingly. Use CRM (Salesforce) to capture and progress new opportunities, track lost business, and forecast new business. Monthly, represent the region by collaborating with marketing and supply to present win/loss changes and marketing intelligence. Personally manage and develop relationships with key distributors and end-users. Bi-yearly evaluate whether additional resources (independent or direct sales resources) are needed. Include customer budgeting, key contact development, and implementing distributor sales and marketing programs. Aim to achieve the annual personal objectives. Communicate key field intelligence and activities in a timely manner to sales, marketing, and operations. 50%+ travel. Knowledge/Experience
Bachelor’s degree in business, marketing, or related field (MBA is a plus) and computer skills required. Minimum 2 years’ experience with large industrial end-user field sales, sales management, and industrial distribution. Solid background in industrial health and safety preferred. Strong verbal and written communication skills. Strong organizational, planning, computer, and administrative skills. Strong interpersonal and relationship-building skills including personnel skills needed in staffing and development of field sales personnel. A track record to make changes in a timely manner to personnel when non-performance is detected either through probation or termination. Track record of ethical and professional performance in previous job experiences. Principal Accountabilities
Field Sales:
Inform commercial team of problems, opportunities, program effects, market conditions, competitive activity, and any issue affecting field sales efforts. Develop and sustain strong relationships with key end users and distributors. CRM (Salesforce) must be up to date and designated fields completed. Planning and Control:
Develop annual Regional Business Plans consistent with overall company objectives. Monitor effort and progress in accordance with plan to achieve field sales objectives and performance to plan. Reporting:
Submit monthly Field Feedback Report summarizing field activities for each month, including updates on new business and lost business, competitive activity, and customer issues. Analyze and report on all regional sales issues, including key distributor and end-user initiatives. Accountability for the quality of information in the Sales Force CRM program and ensuring all end-user, distributor, and OEM accounts are updated regularly. Distributor, OEM and End-users:
Develop strong partnerships with key distributors and end-users. Review quarterly distributor, OEM and end-user performance and implement changes as needed for optimum performance. Oversee distributor and OEM support policies and maintain profiles on key accounts. Attend key industry association meetings and distributor meetings as required. Pricing:
Manage and administer pricing exceptions to maximize profits and grow volume. Communicate business case for all pricing exceptions. This is a remote position.
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POSITION:
Regional Sales Manager REPORTS TO:
VP, Sales COMPANY:
SW Sustainability Solutions Inc. LOCATION:
Northeast Region (Connecticut, Massachusetts, Maine, New Hampshire, New York, Rhode Island, Vermont), preferably MA or NY Benefits
401(k) Bonus based on performance Dental insurance Health insurance Paid time off Vision insurance Responsibilities
The Sales Manager is responsible for the Sales Organization, for incremental sales growth, all field sales activities and development for the branded business within the assigned region. The key responsibility is to maximize sales results in accordance with the objectives and policies of SW Sustainability Solutions. Deliver the annual sales growth target set by Sales Organization for the assigned region. Effectively manage opportunities and accounts within the region to produce the required results, including a quarterly review of account coverage and opportunities. Implement an annual sales plan identifying new branded distributor and end-user opportunities across a range of accounts; build a strategy for existing distributor accounts to identify initiatives and opportunities to increase revenues. Manage and enhance regional gross profit by positioning hand health and performance technology products that create value for the end-user. Manage product mix and new product launches with key customers. Responsible for pricing exception recommendations for new potential business. Consider profit, dollar volume, and strategy, and document accordingly. Use CRM (Salesforce) to capture and progress new opportunities, track lost business, and forecast new business. Monthly, represent the region by collaborating with marketing and supply to present win/loss changes and marketing intelligence. Personally manage and develop relationships with key distributors and end-users. Bi-yearly evaluate whether additional resources (independent or direct sales resources) are needed. Include customer budgeting, key contact development, and implementing distributor sales and marketing programs. Aim to achieve the annual personal objectives. Communicate key field intelligence and activities in a timely manner to sales, marketing, and operations. 50%+ travel. Knowledge/Experience
Bachelor’s degree in business, marketing, or related field (MBA is a plus) and computer skills required. Minimum 2 years’ experience with large industrial end-user field sales, sales management, and industrial distribution. Solid background in industrial health and safety preferred. Strong verbal and written communication skills. Strong organizational, planning, computer, and administrative skills. Strong interpersonal and relationship-building skills including personnel skills needed in staffing and development of field sales personnel. A track record to make changes in a timely manner to personnel when non-performance is detected either through probation or termination. Track record of ethical and professional performance in previous job experiences. Principal Accountabilities
Field Sales:
Inform commercial team of problems, opportunities, program effects, market conditions, competitive activity, and any issue affecting field sales efforts. Develop and sustain strong relationships with key end users and distributors. CRM (Salesforce) must be up to date and designated fields completed. Planning and Control:
Develop annual Regional Business Plans consistent with overall company objectives. Monitor effort and progress in accordance with plan to achieve field sales objectives and performance to plan. Reporting:
Submit monthly Field Feedback Report summarizing field activities for each month, including updates on new business and lost business, competitive activity, and customer issues. Analyze and report on all regional sales issues, including key distributor and end-user initiatives. Accountability for the quality of information in the Sales Force CRM program and ensuring all end-user, distributor, and OEM accounts are updated regularly. Distributor, OEM and End-users:
Develop strong partnerships with key distributors and end-users. Review quarterly distributor, OEM and end-user performance and implement changes as needed for optimum performance. Oversee distributor and OEM support policies and maintain profiles on key accounts. Attend key industry association meetings and distributor meetings as required. Pricing:
Manage and administer pricing exceptions to maximize profits and grow volume. Communicate business case for all pricing exceptions. This is a remote position.
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