Location:  Remote at Kohler, WI - US North Central Region 

Opportunity

The Regional Director is responsible for the sales targets for KPS Industrial products within an assigned region. The Regional Director is directly responsible for new business development efforts across a set of target accounts and targets projects assigned to the region.Further, the Regional Director is responsible for supervising and developing the regional sales team and the distribution/dealer network.

The Regional Director provides guidance, consistent with Kohler specified targets, to individual Sales Managers responsible for (1) KPS market and account planning activities, (2) success or failure across all target accounts and projects assigned, (3) resource allocation (sales, service, marketing, product development, capital etc.) across Kohler and related distributor/dealers, (4) investment and capability development (i.e. large gas, oil fields, towables etc.) by distribution and dealer network, and (5)pipeline of committed sales in support of each and every new product development project.Finally, the Regional Director will be heavily involved in the development of go-to-market strategy and distribution strategy, policy, and expectation setting.

Specific Responsibilities

• Ensure success for Kohler (1) within a defined region and (2) through all target accounts and projects (target projects will be updated monthly); the individual, not the distributor, has final accountability for the success or failure in a defined region and must be able to successfully work with and influence senior leaders for both distribution and target accounts
• Primary responsibility is to successfully close on all target accounts/projects assigned to Sales Managers and distributors/dealers through cold-calling, prospecting/networking, and sales/business development activities carried out and/or led by the Director
• The secondary responsibility is to supervise and develop the regional sales team (Sales Managers, Account Manager) and the distribution/dealer network
• The Director will need to assess and provide guidance to their regional sales teams on the level of involvement required from distribution to ensure greatest probability of success closing each and every target account and project
• Target accounts and projects will be in support of Kohler efforts to penetrate specific end-users, engineering and design build firms, corporate accounts, rental companies and oil field service companies; at times the targets will be part of a global or national account selling model
• Own the market planning efforts across Sales Managers and distributors/dealers in a region; planning efforts will define market share targets, target accounts and projects, required resources and investments and related action plans consistent with direction from the VP, Sales
• Ensure target account and project lists and reports are fluidly updated and aligned to Kohler expectations; the Director has responsibility to ensure the entire network of decision makers and influencers (i.e. end-user, engineer, contractor, distributor) for each target account/project is connected and delivers a favorable proposition to the competing offers in each case
• Ensure all new product development initiatives are built into market planning and related target accounts and project activities across the region; the Director needs to ensure completion of defined actions at each stage of the gated product development process and ensure committed customers before product launch across the region
• Ensure distribution scorecard is aligned to market planning, target accounts/projects and other Kohler targets specific to distribution investment and capability development; the Director leads discussions with principals of each distributor to ensure investment and capability development meets Kohler requirements
• Specific selling activities required of the individual include: negotiating legal and credit requirements, supporting initial design and specifications, developing comprehensive quotations, preparing and delivering product overview and application presentations, assisting with equipment selection and related design support, and negotiation of distribution involvement and margins for each and every proposed project
• Ensure the timely and accurate completion of sales forecast, call reports, expense reports, summary of calls, route sheets, credit follow-up, service and warranty follow-up, and other special reports required of the regional sales team
• Work with the VP, Sales to update and execute go-to-market strategy and distribution strategy across channels to market, regions/territories, products and end-use segments