The Regional Sales Manager will be responsible for managing all activities in their territory; including to develop and manage the customer base, to manage and coordinate operational and commercial activities for internal and external sales staff. Develop and coordinate a work force suitable to meet the Business Plan objectives.
Duties & Responsibilities
Manage and expand the account relationships within the designated territory to meet or exceed the Business Plan. To oversee the order pipeline process to ensure revenue is recognized on time and on budget. The incumbent shall create/expand relationships throughout the entire region in order to service the accounts and developing solutions to meet their needs.
Prepare an annual sales plan and budget and execute the plan to exceed sales targets from existing and new clients and increase revenue.
Grow market share by identifying new business opportunities and securing contracts with new customers.
Up sell and expand revenue with existing clients
Manage sales activities expenses within approved budget.
Conduct sales and budget reviews that identify new opportunities for revenue growth and act to mitigate risks and identify variances to plan.
Provide weekly/monthly/90-day sales forecasts and explain variances to forecasts.
Participate in contract reviews with senior management.
Keep informed of new developments in territory, anticipating potential negative and positive impacts on the business.
Customer visits to better understand their requirements
Monitor activity of competitors and competitors’ products
Participate in internal/external meetings, technical presentations and sales training
Participate in product/sales skills training
Provide oversight, guidance and support to the team members in the branch to make sure all aspects of the regional business are managed properly
Accountable for monthly sales and order budgets, backlog management, and branch performance metrics.
Monitor current customer agreements to ensure obligations and customer expectations are being met
Quarterly business reviews with the top customers and key John Crane constituents
Respond to RFQ’s, RFP’s and requests for information and other detailed procurement contracts
Follow up on leads and sales opportunities in a timely fashion
Responsible for overall leadership of the role as follows:
Ensure communication and understanding of business goals and objectives at all levels of the organization
Identify and implement process and quality improvement opportunities and cost saving initiatives
Facilitate and promote change management
Supervise work of personnel; schedule work, manage overtime, cross train, and manage personnel actions
Interprets and implements company policies.
Assist with monitoring operating procedures in order processing, customer service, and personnel training.
Support inventory management system to optimize customer order requirements while maintaining capacity utilization and the lowest level of inventory.
Manage, develop, and direct employees
Manage and be responsible for performance of employees up to and including employment status
Identify candidates and decide on hiring
Comply with and ensure department compliance with Company health, safety and environmental policies
Additional duties and responsibilities may vary based upon individual branch requirements
Post- secondary education in business or engineering or equivalent industry experience
Minimum 6 years of related experience in sales and/or sales management
Self-motivated and proactive approach to managing a territory
Establish and maintain a professional relationship with customers/prospects
Ability to present information in front of a large group
Excellent interpersonal and communication skills
Direct reports within Branch with Sales
Diversity & Inclusion
We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.