Regional Sales Manager - Northeast

Territory

ME, NH, MA, CT, RI, VT, NY, PA, NJ

Location

Remote: Living in Pennsylvania, New York or Massachusetts

Reports to

Director of Sales

Job Description 

Summary/Objective

A successful candidate will be able to ensure PWT is gaining share and maximizing profitability within the region. Manage the sales of PWT products and services within their territory.  Manage regional distribution partners as external sales teams, with the goal of winning together in a region by being in sync and delivering a superior solution to the marketplace.  Monitor and manage distributor overlap and effectiveness working towards the best long-term formula for success.  Develop a deep understanding of the territory distribution partners’ business, building trust and exploring solutions to grow market share and profitability. Set objectives, implement strategies, and develop action plans to improve long-term sales and margin growth.  Analyze the region for additional distribution opportunities in geographic areas where coverage does not exist or is underperforming relative to market share targets.   Have a solid understanding of PWT production process strengths and weaknesses in an effort to guide sales towards the items that are most profitable and efficient for our operations.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

• Manage the sales of PWT products and services within a North American Territory.
• Treat the Territory as a business within a business and focus intently on profitable sales growth and gross margin improvement.
• Manage distribution partners as external sales teams with the goal of winning together in a territory by being in sync and delivering a superior solution to the marketplace.
• Set objectives, implement strategies, and develop action plans to improve long-term sales and margin growth.
• Coordinate and grow EWP sales with existing customer base always looking for long term opportunities downstream at the dealer and builder levels.
• Analyze the territory for additional distribution opportunities in geographic areas where coverage does not exist or is underperforming relative to market share targets.
• Communicate regularly with customers, discuss sales aids, product support, customer service, and program development.
• Provide product knowledge training for PWT account base including new distribution representatives and key dealer sales teams.
• Offer training that includes the benefits and features of PWT, product lines, software assistance and development programs and tools for distributors to increase EWP sales and ASP.
• Have a solid understanding of PWT production process strengths and weaknesses in an effort to guide sales towards the items that are most profitable and efficient for our operations.
• Work to build consensus, find solutions while seeking to benefit all departments and facets of the company.
• Return messages promptly via all forms of communication.
• Conduct regularly scheduled and unscheduled visits to key customers and important dealer and builder partners.
• Maintain a complete understanding of competitions’ product lines, selling style and “go-to-market” strategy.
  
  

Competencies

• Thorough knowledge of EWP products (Residential, Non-Residential and Commercial) as it relates to design performance and system/program selling.
• Inventory management and planning.
• Computer skills needed to show a high level of technical expertise.
• Strategic planning.
• Excellent personal skills (leadership, communication, organization, time management, and problem solving).
• Aggressive and entrepreneurial spirit.
• Independent, self-directed, and self-motivated.
• General understanding of EWP layout and beam calculation software.
• Presentation skills, including PowerPoint.
• Practical computer skills such as Word, Excel, EWP sizing software, and Microsoft Outlook.
• Must exercise a considerable degree of ingenuity, initiative and independent judgment within the marketing guidelines and company policies.
  
  

Supervisory Responsibilities

• Input and responsibility for accounts in an assigned territory or product segment.
• Total $
• Volume and growth targets
• Mix refinement
• ASP and GM.
• Regional Sales Manager will have price sheet responsibility and input by assigned territory. Approved by Director of Sales and/or Senior Vice President of Sales.
• Regional Sales Manager will establish a Sales $ expectation for their assigned customers. Approved by Director of Sales and/or Senior Vice President of Sales.
• Regional Sales Manager will monitor and manage rebate programs at all levels to ensure they are appropriate, earned, and achieving the desired goals.
• Regional Sales Manager will establish a high-level travel/expense budget for their territory. Approved by Director of Sales and/or Senior Vice President of Sales.
• Does not supervise other employees.
  

Work Environment

Maintains a flexible work schedule to accommodate customers and teams in other areas of the country.  

Office can be located in a home office, a regional office, a PWT factory office or a combination of all three.   Maintains a flexible work schedule to accommodate customers and teams in other areas of the country.

Travel Requirements 

Travel will be 30-70% of workdays. 

Required Education And Experience

• Associates (2-year) degree or more.
• Minimum 5 to 7 years of experience in technical sales and marketing of products.
• Or a combination of experience and education to show the ability to do the job well.
  
  

Additional Eligibility Requirements

Must be Eligible to work in the US and have a valid drivers license. 

Affirmative Action/EEO statement

PWT provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Other Duties

Work directly with the Director of Sales (Regional Sales Manager) to establish and monitor sales goals for an assigned territory and account base.

Regional Sales Managers will encourage distribution and retail partners to visit PWT operations to educate them and improve their understanding of our products and culture.

Review key account order files regularly and provide feedback and guidance in order to maintain tension on factory order files.

Develop a good understanding of production processes in order to find efficiencies and competitive advantages with their distribution base.

All major sales trips will be pre- approved by Director of Sales and/or Senior Vice president of Sales using travel request form and must be vetted prior to scheduling. Trips must meet following criteria:

• Maintain or build relationships and inventory.
• Show attendance.
• Growth trip- help distributor call on accounts and help strategically grow.
• Annual customer review.
• Customer request .
• Gather competitive product information, including customer service performance, pricing, program highlights and lead-times.
• Teach distributors how to sell the PWT the company, the product, and the value proposition.
• Act as a consultant to distributor partners guiding them forward on all fronts to improve their EWP business.
• Assist in closing key accounts at the dealer and builder level once groundwork has been laid by the distributor.
• Compile, interpret, and evaluate both sales and production reports.
• Conduct themselves in an honest, sincere, ethical, and professional manner at all times.
• Remain neutral and use discretion when dealing with multiple distributors in a given market.