What are the responsibilities and job description for the Regional Sales Manager position at Fabcon?
Job Summary
The Regional Sales Manager is responsible for maximizing sales profitability and growth in assigned territories by effectively promoting and selling Fabcon’s products and related services. This role manages the full sales cycle from prospecting through contract award, maintains strong customer relationships, and coordinates with internal departments to ensure successful project handoff. The Regional Sales Manager identifies opportunities for market expansion and acts as a strategic partner to clients including owners, developers, general contractors, architects, and engineers.
Objectives and Key Outcomes
Sales Strategy and Execution:
- Plan and organize a sales strategy for the assigned territory to meet or exceed annual sales goals.
- Coordinate sales efforts with Marketing, Project Management, Engineering, Estimating, Production, and Field teams.
- Promote Fabcon’s value proposition through client education, lunch-and-learns, plant tours, and job site visits.
- Manage all phases of the sales cycle: budgeting, pricing, proposal development, and authorization to proceed.
Customer Relationship Management:
- Establish and maintain long-term relationships with key stakeholders in the construction industry.
- Analyze customer needs and communicate insights internally to drive value-added solutions.
- Resolve customer concerns or complaints in a timely and effective manner.
Market Analysis and Reporting:
- Monitor market conditions, competitor activity, and pricing trends within the assigned territory.
- Prepare and submit sales reports and forecasting data in accordance with corporate guidelines.
- Provide feedback to internal teams to influence product positioning, messaging, and pricing.
Competencies
- Business Insight: Applying knowledge of business and the marketplace to advance organizational goals.
- Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
- Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm.
- Drives Results: Consistently achieving results, even under rough circumstances.
- Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Instills Trust: Gaining the confidence and trust of others through honesty, integrity and authenticity.
- Manages Complexity: Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
- Negotiation Skills: Effectively exploring alternatives and positions to reach mutually beneficial outcomes.
- Builds Networks: Effectively building formal and informal relationship networks inside and outside the organization.
- Persuades: Using compelling arguments to gain the support and commitment of others.
Required KSA and Qualifications:
- Bachelor’s degree in Civil or Construction Engineering, Architecture, or related field.
- 5 years of experience in a sales role or 2 years in the precast concrete industry.
- Proficiency in Microsoft Office, CRM systems, and construction-related software
- Strong understanding of construction industry practices and project sales cycles.
- Valid driver’s license and ability to travel up to 50% within assigned territory.
Working Conditions:
- Standard office environment/remote work with frequent travel
- Frequent travel within assigned territory, including jobsite visits, customer meetings, and plant tours (up to 50%).
- Plant/Yard/Field: Exposure to weather, dust, heavy machinery, and construction environments; PPE required in designated areas.