Job Overview

The Sales Regional Manager at Gateway is a key leadership role responsible for providing strategic direction and oversight to a team of Sales Account Managers within their designated region. This position requires extensive travel to engage with clients, cultivate relationships, and support the sales team. Reporting directly to the Regional Vice President of Sales, the Sales Regional Manager will play a crucial role in mentoring and coaching the Sales Account Managers to enhance their sales tactics and strategies, ultimately aggressively driving revenue growth.

Duties & Responsibilities

Sales activities

• Achieving sales growth within your territory efficiently and within budget
• Achieve or surpass revenue and customer retention goals.
• Delivering reports on sales goals, targets, and additional sales insights.
• Utilize Customer Relationship Management (CRM) tools to manage and track customer interactions.
• Continuously sell all products and services offered by Gateway or affiliated companies.
• Collaborate with the sales and operations team to develop effective sales and service strategies within the impacted region.
• Maintain a high-profile presence in the market through client care visits with the Sales Account Managers.
• Ability to present in front of small and large groups, in a variety of settings.
• Attend trade shows and conventions as needed.
• Relaying customer insights and sales data to product team and operations to support product development.

Mentoring and coaching:

• Actively mentor and coach Sales Account Managers to enhance their sales skills, sales technique, product knowledge, customer engagement and overall ability to drive regional revenue in a meaningful manner.
• Provide ongoing training and development opportunities to strengthen the team's capabilities.
• Collaborate with individual team members to create and execute personalized development plans.

Leadership and team management

• Lead, motivate, and manage a team of Sales Account Managers, ensuring alignment with organizational goals and objectives.
• Conduct regular performance evaluations, set performance targets, and provide constructive feedback to foster individual and team growth.
• Managing all administrative tasks and responsibilities relative to territory management.
• Educate sales team on new or upcoming products and services.

Regional sales strategy and revenue growth

• Develop and implement a comprehensive regional sales strategy for the region, aligned with overall business objectives.
• Collaborate with the Regional Vice President of Sales to establish sales targets and performance metrics.
• Analyze regional market trends, customer needs, and competitor activities to adjust and refine the sales approach.

Customer service

• Cultivate and maintain strong relationships with key clients in the region, serving as a point of contact for escalated issues and ensuring client satisfaction.
• Work collaboratively with Sales Account Managers to identify and capitalize on new business opportunities, fostering account expansion.
• Handle and respond to all customer problems and inquiries expediently and in the best interest of both the customer and the company.
• Debrief on any regional service issues with the appropriate Operations team members.
• Understand the unique needs and challenges of each veterinary clinic and tailor our services to meet those requirements through the efforts of the Sales Account Managers.

Education, Training & Qualifications

• Bachelor's degree in Business, Marketing, or a related field.
• Proven experience in sales management with a successful track record of achieving and exceeding sales targets.
• Strong leadership and team management skills with the ability to inspire and motivate others.
• Excellent communication and interpersonal skills.
• Extensive travel experience and flexibility to work on-site regularly.
• Knowledge of the pet aftercare industry is advantageous.
• Demonstrated experience in mentoring and coaching sales teams.
• Proficient in data analysis and using insights for strategic decision-making.

Skills & Abilities

Communication Skills

• Active listening skills.
• Exceptional oral and written communication skills.
• Ability to effectively convey complex information to both technical and non-technical stakeholders.

Personal Motivation

• Self-starter with initiative and internal motivation.
• Maintains integrity and organizational norms.
• High energy and stamina with a sense of urgency.
• Effective stress management and commitment to success.
• Positive attitude and enthusiasm.
• Strong organizational and time management skills.
• Tenacious and resilient in pursuing sales objectives.
• Independence and continuous self-improvement.

Interpersonal Skills

• Team player with a willingness to assist others.
• Demonstrates sensitivity, empathy, and reliability.
• Persuasive with a keen sense of judgment.
• Decisive and creative in problem-solving.
• Maintains a professional appearance and demeanor.

Working Conditions

• Mobility to drive a vehicle for business needs.
• Ability to sit for up to eight (8) hours per day.
• Ability to walk for up to four (4) hours per day.
• Proficient in operating a personal computer.
• Regular communication over the phone with customers and colleagues
• Up to 50% travel (overnight) as required.