Regional Sales Manager

Job Summary:

The Regional Sales Manager is an outside selling role that is responsible for overseeing and growing revenue through product sales within a designated territory. The role is responsible for identifying leads and educating prospects on Banner products, expanding existing accounts and providing them with exceptional support.

General Description:

Build and Maintain Product Knowledge

• Research customer needs and wants within a defined territory, know VOC/customer
• Continue learning and build upon product/industry knowledge and selling skills
• Attend industry and customer events as appropriate
• Stay up to date with internal and external customer developments within an assigned territory
• Track, measure and evaluate territory sales data and trends to inform and activate territory strategies

Can it in any of these states: North Carolina, South Carolina

Execute on Territory Goals

• Set annual and quarterly territory sales goals to drive overall sales growth within territories
• Maintain overall accountability for territory growth
• Partner with Channel Directors/RSMs to incorporate quarterly channel goals into regional goals
• Partner with EVP of Sales and Channel Directors/RSMs to plan segment sales target within territory
• Develop a sales plan to drive segment growth for the assigned territory including sales/marketing actions that will drive competitive share capture and new business

Influence Vendors and Customers

• Build and maintain relationships with customers and vendors
• Track, measure, and evaluate customer satisfaction metrics and trends within a territory
• Suggest innovative ways of increasing customer satisfaction within a territory
• Identify and attract prospective customers within a territory
• Develop strong relationships with vendor sales personnel in assigned territory

Sell Banner Products to

• Grow revenue and profit in assigned geographic territory above market rates
• Meet territory growth sales objectives
• Prospect, qualify and negotiate contracts for accounts
• Identify, procure, and develop new customers for profitable growth
• Recommend buying programs to customers based on market pricing and customer potential
• Utilize the CRM system for improved sales productivity and strong contact management
• Follow up on quoted jobs in assigned territory
• Plan travel to maximize customer face time and to allow flexibility in acting on new opportunities

Qualifications:

• High School diploma or GED required
• Associate degree or bachelor’s degree preferred
• 5 years’ sales experience required
• Experience in door hardware industry preferred

Competencies/Skills

• Customer Focus: Ability to build strong internal and external customer relationships and deliver customer-centric solutions
• Influencing: Ability to have a positive impact on others, to persuade or convince them to gain their support
• Negotiating: Ability to bring others together to reconcile differences
• Strategic: Ability to synthesize broad information, ask questions and use critical thinking to solve complex problems and plan for the future
• Interpersonal Skills: Ability to interact, communicate and build relationships with others
• Verbal and written communication skills: Ability to clearly articulate and convey information and ideas in speaking and writing so others will understand
• Microsoft Office Suite Proficiency
• Proficiency with phone, email, basic web technology
• Conflict Resolution: Ability to anticipate, diffuse and resolve disagreements, confrontations, tensions, and complaints in a practical and constructive manner
• Relationship Building: Investing in relationships among team members and customers to achieve desired results
• Empathy: Taking an active interest in the concerns of others through social awareness and relationship management
• Patience: the capacity to accept or tolerate delay, trouble, or challenges without getting angry or upset; ability to maintain composure and customer focus while troubleshooting, solving problems, and de-escalating upset customers
• Active Listening: Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Documentation and note-taking skills: Ability to capture detailed notes on various subject matters