What are the responsibilities and job description for the Regional Sales Manager position at Hutson, Inc.?
Purpose:
This individual will provide leadership in motivating, managing, and evaluating the sales team members while maintaining relationships with select customers in their assigned territory. They will develop and implement the sales plan and maintain a customer relationship process to achieve lasting brand and store loyalty. He/she will participate in the creation and distribution of new and used equipment programs and manage sales workflow while supporting the salesmen as needed.
Critical Functions & Responsibilities:
Team Leadership and Development
General Physical Requirements:
This individual will provide leadership in motivating, managing, and evaluating the sales team members while maintaining relationships with select customers in their assigned territory. They will develop and implement the sales plan and maintain a customer relationship process to achieve lasting brand and store loyalty. He/she will participate in the creation and distribution of new and used equipment programs and manage sales workflow while supporting the salesmen as needed.
Critical Functions & Responsibilities:
Team Leadership and Development
- Lead, mentor, and develop a high-performing team of sales professionals to accomplish the company’s strategic sales objectives
- Coach and mentor sales team on needs/features/benefits, deal closing, time and territory management, negotiating, product knowledge, productivity, and gross margin.
- Ensure effective training and development programs are in place to elevate technical expertise and customer service skills within the team.
- Foster a collaborative and results-oriented culture focused on delivering value to both internal and external customers.
- Direct the use of company-provided systems/tools (i.e. Connect Workflow) to fully document, track, record, follow-up and capture all related sales activity in a timely and accurate manner. Use of the system should contribute directly to the proposal process, winning the sale, volume, territory awareness, participation, and customer satisfaction.
- Drive implementation and improve the sales process, including but not limited to prospecting and closing; performing research and acquiring information on target customers; developing goals, quotas, and forecasts
- Lead the sales team to effectively understand and use manufacturers’ products and programs to attain acceptable market share levels.
- Oversee inventory management, distribution, and logistics to ensure timely delivery of products to customers and service centers.
- Leverage CRM data and monitor sales operations, identify growth opportunities, and enhance sales offerings based on customer insights.
- Introduce and monitor digital processes that drive operational excellence while measuring sales performance metrics, including win rates and conversion rates.
- Implement the digitization and automation of sales processes, driving the implementation of new systems that improve operational efficiency, streamline workflows, and ensure consistent service quality.
- Establish and enforce a culture of accountability by setting clear expectations, ensuring that teams meet sales performance goals, and holding Customer Account Managers responsible for the execution of sales strategies and contracts.
- Monitor operational results regularly to identify areas for improvement, taking corrective actions where necessary to ensure that initiatives are completed on time and meet organizational targets.
- Collaborate closely with Aftermarket and Precision teams to ensure the sales strategy supports overall business objectives.
- Strengthen customer loyalty by developing long-term relationships with key clients, dealers, and service partners.
- Ensure exceptional customer service experience, responding to and resolving escalated customer issues.
- Lead customer satisfaction initiatives through regular feedback loops and continual process improvements.
- Associate or bachelor’s Degree in the fields of Ag Economics, Ag Business, Ag Mechanization, or Business Administration, or a related field are highly preferred.
- At least 3 years of management experience is required.
- Industrial and/or heavy equipment retail sales experience is preferred.
- Solid understanding of local market conditions.
- Excellent customer service skills.
- Excellent oral and written communication skills.
- Strong computer skills.
- Ability to think strategically and solve problems.
- Valid Driver’s License required.
General Physical Requirements:
- Light work: Exerting up to 20 pounds of force occasionally and/or negligible amount of force constantly to move objects. Reaching, Standing, Walking, Lifting, Fingering, Grasping, Feeling, Talking, Hearing, and Repetitive Motions.
- The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; expansive reading; visual inspection involving small defects, small parts and/or operation of machines (includes inspection); using measurement devices; and/or assembly of fabrication of parts at distances close to the eyes.
- The worker is required to have visual acuity to determine the accuracy, neatness, thoroughness of work assigned or to make general observations of facilities or structures.
