Regional Sales Director

Summary

Drives the direct sales, builds deep client relationships with major influencers and users, and oversees the implementation and execution of our sales strategies, all to ensure the attainment of regionally focused objectives. Plans, directs and controls the sales and business activities for the region to attain sales volume, product mix and profit objectives. Prepares quarterly and annual forecasts and participates in the determination of market potential. Ability to analyze and interpret data for effective sales strategy implementation and good organization/time management skills. Responsible for the implementation of marketing programs and the staffing requirements to ensure customer and corporate satisfaction. Directs staffing, training and performance evaluations. Partners with sales support and marketing in activities such as sales promotion and training. Primary duties are the development and implementation of Sales Strategies, as well as the effective management of direct reports.

Essential Duties and Responsibilities - Other duties may be assigned.

• Direct staffing, training, and performance evaluations to develop optimum region results. Allocation of sales personnel to ensure achievement of company sales and profit goals.
• Oversee, in conjunction with the Marketing Communications Manager, all branding and marketing activities associated with local and partner showrooms.
• Coach direct reports to develop understanding of brand image and to ensure consistent representation of the brand in customer interactions and execution of sales strategies.
• Coordinate sales activities by establishing sales territories, quotas and goals. Advise customers and sales representatives concerning sales and marketing programs and work to ensure their success.
• Identify, recruit, and close direct work with major customers and projects.
• In coordination with Product and Program Managers, provide annual sales, profit, and personnel plan to upper management for approval.
• Work closely with marketing managers to execute defined programs and to achieve agreed upon goals within the region.
• Review sales and marketing reports to determine customer needs, volume potential, price schedules and discount rates, and recommend/ develop sales campaigns to accommodate goals of company.
• Recommend product improvements and additions to identify growth opportunities in product line.
• Represent company at trade shows and association meetings.
• Establish and maintain uniform operating procedures for regional activities.
• Control regional and departmental cost efficiency.
• Attend staff meetings at the request of senior management.
  
  

Supervisory Responsibilities

Manages sales employees and is responsible for the overall direction, coordination and evaluation of the assigned region. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Direct reports may include: Dealer Sales Representative, Specification Sales Representative, Territory Sales Representative, Key Account Representative, Technical Showroom Sales, and Showroom Staff.

Education and/or Experience

The successful candidate must have strong management experience, preferably in the woodworking industry.

Bachelor's degree required with a minimum of 10 years of demonstrated successful relevant sales management experience. Advance degree preferred. Candidate must possess excellent interpersonal and communication skills, both written and oral, as well as negotiation and presentation skills. Must have experience creating and implementing annual sales budgets and forecasts. Candidate must demonstrate business acumen and knowledge of sales processes as well as strong leadership and decision-making abilities. Ability to organize and maximize information on sales leads and integrate this information into the strategic sales plan.

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. The employee must occasionally lift and/or move up to 100 pounds. Approximately 35% overnight travel should be expected. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.