What are the responsibilities and job description for the Midwest Regional Sales Manager position at Western Power Sports (WPS)?
This role will cover the following territory: IN, IL, KY, MI, MO, MN, ND, NE, OH, SD, WI
Overnight travel up to 50% of the time
OVERVIEW
This role reports to the VP of Sales and is directly responsible for the performance of all Inside Sales Reps and Statutory Sales Representatives (25-35 reps) in the defined sales territory. This key role also is supporting 2 Regional Sales Managers for Apparel and WPS Core Branded products to achieve company owned brand sales targets. This is a key role that must have in-depth knowledge of the regional powersports market, have prior “road warrior” experience, understand and demonstrate “closing the sale” expertise, and be abreast of dealer/Statutory Sales Representative relationships.
The Regional Sales Manager tracks sales performance, sets sales goals, works to assist in problem resolution, regularly travels with the Sales team and is fully versed on what is happening within the territory. The ability to coach and mentor ISR’s and regional Statutory Sales Representatives in a proactive, positive, professional manner is of key importance. Excellent interpersonal communication skills are vital to ensure efficient collaboration between Sales reps the Company and the dealer.
PRIMARY DUTIES & RESPONSIBILITIES
- Oversight of day-to-day operations for a regional territory consisting of revenue of 80-110M by working with all department managers and leadership to achieve organic growth revenue targets.
- Develop and implement regional business and sales plans to capture market share within guidelines of ownership goals and financial considerations.
- Prospect and cultivate new business relationships and opportunities in both metric and V-Twin segments within the region to expand upon established business in each territory.
- Dotted line responsibility for Regional Apparel and Core branded sales managers to develop and execute sales strategy to support company owned brand sales targets and growth initiatives.
- Provide program results with analysis to provide feedback for successful future programs.
- Negotiate contracts with potential reps and liaise with Human Resources for background searches, contract creation and other pre-contract requirements.
- Provide opportunities for excellence in the territory by conducting regular product and sales training sessions, continuous mentorship, and by using proactive, positive change methods when necessary.
- Attend Management and Regional Leadership meetings and provide input for the team to keep Management apprised of key information and performance in the territory.
- Demonstrate acute business insights to the powersports industry based on research, in-field experience and data analysis provided by the regional Sales team and valued dealers.
- Communicate regularly with dealers to verify the Sales Reps are meeting their commitment to deliver first-class customer service to each dealer.
- Assist Statutory Sales Reps in developing existing relationships and extending business opportunities.
- Travel to and attend industry events and act as an ambassador for the company to ensure that the Company and all brands are represented as intended by all contracted Statutory Sales Reps.
- BA degree from 4-year college or university & or 10 years minimum powersports industry experience.
- Minimum of 5 years’ experience in a management role, leading a team of 10 or more.
- High level of communication skills.
- Able to evaluate and analyze programs, sales goals, and targets.
- Be highly organized with acute attention to detail.
- Proficient with Microsoft Outlook, Word and Excel.