Regional Sales Manager - Midwest

Primary Function

This position is responsible for executing the commercial strategy, as developed by leadership, within an assigned region for the Quick Ship business unit (USA Wood Door). The individual is accountable for providing leadership that exemplifies company core values to foster positive customer experiences, grow and develop market share within an assigned region, deliver year-over-year regional growth, and capture maximum mindshare of rep groups in the region. This position has direct reports that may include Territory Sales Representatives and/or will manage third-party rep groups in the region. This is a ‘field-facing’ sales leader, with significant customer-facing time and partner selling with TSRs and Rep Groups. The Regional Sales Manager reports to the Director, National Sales of the business unit.

The Key Accountabilities of the Regional Sales Manager (RSM) are as follows.

Key Accountabilities

New Business Development (50%)

• Lead regional sales performance across a defined territory, including revenue growth, specification activity, and market expansion.
• Develop and execute territory business plans focused on both maintaining existing accounts and driving new opportunities.
• Utilize partner selling to work with the rep groups or TSRs in the field to promote products and programs.
• Understand regional market share by product line to properly request marketing, sales, and customer service resources to a territory or customer group.
• Use a ‘hunting’ mentality within the region to maintain a pipeline of pure prospects to convert to new customers, as well as upgradable accounts for conversion to full-line accounts. Meet or exceed quarterly conversion metrics as part of routine work within the region.
• Promote the company’s unique selling propositions and differentiators, using marketing collateral, samples, and demonstrations to highlight the product and services and win new distributor customers.
• Collaborate with marketing to continuously maintain a queue of new or upcoming projects to bring to distributors in the territory and partner sell on with rep groups or TSRs.

Rep Group Management (25%)

• Manage and develop a network of independent manufacturers representative groups (rep groups), driving accountability for pipeline, specifications, revenue results, and market growth.
• Evaluate rep group performance and optimize regional coverage, including onboarding new agencies or restructuring territories as needed in partnership with the Director, National Sales.
• Establish consistent operating cadence with rep groups, including pipeline reviews, performance management, and monthly/quarterly forecasting.
• Drive specification activity with architects, designers, project managers, estimators, and engineers to ensure company products are specified and preferred.
• Support and document development of rep group capabilities, including training, coaching, and performance improvement initiatives.

Customer Relationship Management (15%):

• Use standardized rep group or TSR territory summaries and dashboards provided by Sales Operations, to lead monthly meetings, summarize commercial details, discuss new market opportunities or products, and initiate targeted growth.
• Produce quarterly business reviews for ‘top 20’ strategic accounts within the region and ensure in-person strategic account management (SAM) meetings with those customers and assigned sales representative(s) to present summaries, suggest changes or edits to programs, and review the partnership.
• Grow distributor stocking programs for quick ship offerings in metal, wood, and hardware with annual updates and audits based on market needs.
• Adhere to standardized CRM processes, ensuring all TSRs or rep groups document customer interactions in the same standardized manner.
• Attend industry events, customer promotions, and company sponsored programs to represent the business, entertain customers, and develop new relationships and learnings.
• Ensure adherence to standardized commercial policies and procedures as they relate to business and territory development, strategic account management, go-to-market strategy, and proposal development within the region.

Commercial Excellence (10%)

• Summarize weekly or monthly regional Key Performance Indicators (KPIs) such as prospect conversion, account upgrades, sales program summaries, order intake, or strategic account growth for the assigned region.
• Maintain the integrity of the ERP system and sales configurator, ensuring all data entry is accurate for manufacturing and shipping.
• Visit customers and prospects with rep groups or TSRs, in person, on a regular basis (~60% travel) to ensure optimal relationship management and capture critical voice of customer feedback. Take ownership of such feedback when quick action is required.
• Evaluate and provide feedback to the TSRs and Rep Groups assigned to the region. Document development plans for underperforming TSRs or Rep Groups to ensure improvement or replacement.
• Ensure rep group adherence to sales agreements within assigned territories.

Qualifications

Education and Experience Requirements:

• Bachelor’s degree in business, marketing, sales, or related field required, or significant and equivalent industry and sales leadership experience.
• 10 years of sales and customer service experience within the commercial building products or related industry. Door and hardware experience is a plus.
• 5 years leading regional sales through a combination of third-party rep groups and territory sales representatives.

Technical Knowledge And Skills Requirements

• Must possess excellent skills using Microsoft Word, Excel, Outlook, and PowerPoint, with the ability to communicate effectively, efficiently, and concisely using each one.
• Must have previous experience utilizing CRM systems to manage customer information accurately.
• Must be an extremely effective, professional, and polished communicator in person, via telephone, or electronically.
• Must have building material sales or manufacturing experience and/or sound working knowledge of door and hardware industry products.
• Prefer previous experience implementing AI solutions within commercial sales.
• Proficiency in reading, writing, and speaking the English language is required.

Hours, Travel, and Location:

• Salary-exempt plus commission for regional sales growth and overall performance.
• Requires flexibility to work extended hours and/or weekends as needed.
• This position must be based within a major metro market in the assigned regional territory and within a 30-mile proximity to a major airport.
• ~60% travel within a multi-state region is required for customer visits, rep. group partner selling, participation in company or customer events, and engagement initiatives within the industry.