Regional Sales Manager - MD, DE & PA

Job Summary:

The Regional Sales Manager is responsible for growing sales of products manufactured by General Formulations to distributors and/or businesses and industrial establishments throughout the assigned territory (MD, DE & PA). General Formulations manufacturers pressure sensitive adhesive films used throughout the Sign and Commercial Graphics Industry.  

In this the role the Regional Sales Manager will develop new business with existing customers, introduce new products, manage the distribution on channel and achieve sales objectives in their region. The person in this role is responsible for driving sales growth with General Formulations' major distributors and end user accounts by performing the following duties.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following (Other duties may be assigned):

Distribution Management:

• Develop and implement regional business plan for market share growth
• Drive sales growth, products and service strategy with regional distribution
• Complete national distribution support activities for all locations within the region
• Set regional distributor and end user account objectives/goals and identify resources and timelines to achieve objectives
• Train distribution sales staff
• Build relationships with End User accounts to create distributor pull through
• Prospect for new accounts or distributors to grow sales
• Recommend to distributors methods to grow and expand

Sales and Business Development:

• Represent General Formulations brand and grow sales in territory
• Develop, cultivate, and manage leads for key products and new product introductions
• Create and manage Large prospect list for End User growth
• Travel extensively across territory to meet with key accounts and target leads
• Attend trade shows and events related to sales growth and brand development
• Train End Users in Products and Applications
• Introduce key direct targets to the corresponding business development manager

Sales Planning and Administrative:

• Independently manage accounts and opportunities
• Own customer satisfaction and coordinate with General Formulations personnel to achieve expectations
• Provide market feedback on needed General Formulations capabilities/resources.
• Assist with the development of action plans to achieve objectives
• Recommend pricing strategies by market and by distributor to the Product Managers
• Communicate opportunities and travel plans to supervisor

To perform the job successfully, an individual should demonstrate the following characteristics:

• Self-motivated
• Very comfortable presenting
• Strong written and verbal communication skills
• Persistent
• Well organized
• Relationship builder
• Problem solver
• Independent
• Follows Through
• Precise and detail-oriented
• Able to travel
• Confident
• Creative
• Leadership
• Customer focused

Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.

Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Cooperation - Establishes and maintains effective relations; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

Managing Customer Focus - Establishes customer service standards; monitors customer satisfaction; develops new approaches to meeting customer needs.

Teamwork - Exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building positive team spirit; supports everyone's efforts to succeed.

Consultative Selling - Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meet customer objectives; manages and documents sales process.

Achievement Focus - Sets and achieves challenging goals; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.

Sales Skills - Achieves sales goals; initiates new contacts; maintains customer satisfaction.

Initiative - Looks for and takes advantage of opportunities.

Planning/Organizing - Prioritizes and plans work activities; sets goals and objectives.

Qualification Requirements:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

Bachelor's degree with a minimum of 5 years of sales management experience. Relevant job specific experience may be taken in place of degree.

Language Skills:

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Reasoning Ability:

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.

Other Skills and Abilities:

• Strong MS Excel
• Maintains current knowledge in the field
• PC Literate in word-processing and spreadsheets
• Know MS Office Suite, Adobe, and web research

Physical Demands:

 The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently required to walk.  The employee is occasionally required to stand.  The employee must occasionally lift and/or move up to 50 pounds.

The employee must be able to travel on an airplane and drive an automobile (rental).