Regional Sales Manager - Carolinas
Cornerstone Building Brands | Columbia | www.resume-library.com |
Job Description
The role of the Regional Sales Manager is to effectively manage and support a designated sales team in their efforts to grow sales revenue while professionally representing Cornerstone Building Brands. This person will supervise and develop a team of territory managers, be responsible for executing company sales and marketing strategies to create and develop sales capable of achieving and exceeding regional sales quotas, maintain customer interaction, establish pricing strategies, and identify current regional trends and product requirements.
This position facilitates resolution to sales, credit, production and after-the-sale service challenges between the customer, the outside salesperson and the company. The incumbent must be able to balance company policies and procedures, while maintaining sales objectives, margins and customer satisfaction.
DUTIES AND RESPONSIBILITIES
Directs and coordinates the performance of assigned Territory Sales Managers; ensure maximum sales effort and achievement
Appraises performance of sales team; assesses training and development needs, and recommends personal and professional developmental programs, as indicated
Coordinates, with distributor or customer account, the development of new customer accounts by identifying and establishing new customer bases, disseminating product information (including quality control, warranty, and credit policy/procedure), building rapport with Territory Sales Managers through telephone communication and field sales calls, and assisting Field Sales with the design of sales programs/presentations to ensure optimum sales and profits from all areas
Analyzes market potential within a given geographical area, including competitive cost information, activities, market trends, and other relevant facts, and reports findings to the senior sales and marketing or pricing leadership
Establishes annual and regional sales projections by product, and recommends programs to ensure level sales volume (within practical limits) based on Territory Sales Managers’ feedback
Assists with the formulation of annual departmental budgets, including forecasts for capital equipment, manpower requirements, etc., and provides appropriate cost/payback justification for recommended alterations/expenditures
Direct accountability for regional accounts (annual)
Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals
Drives the planning of strategic daily activities using CRM to optimize sales opportunities
Plans and organizes, directs, and controls assets and personnel of the department toward the achievement of departmental/Company goals
Informs, through reports as appropriate, the senior sales leadership of the actions and accomplishments of the department, including; current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.
Maintains adequate care and supervision of all associates reporting to the department to motivate associates and to ensure maximum utilization of the human resource factor in accomplishing departmental/Company goals
Evaluates associate performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and/or as indicated by circumstances presented on an individual basis
Enforces budgetary controls over all departmental expense categories including: selling, travel and entertainment, advertising, commissions, warranty, etc., to adhere to planned budgetary levels at all times, and minimize expenses wherever possible
Formulates, offers, and implements ideas concerning terms of sale (discounts) allowances, commissions, etc. (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement
Develops and offers new product/marketing ideas to the Product Team and/or Product Manager for consideration, with presentations to include all available market data (volume, overhead, cost data, profitability, trend analysis, etc.)
Cooperates with the Credit Department, when needed, to assure that new customers and programs are adequately screened to increase the paying quality of customers while decreasing credit risk
Participates in strategic planning and provides leadership and guidance in carrying out Action Plans relative to accomplishment of Corporate goals/objectives
Performs other duties as assigned
The role of the Regional Sales Manager is to effectively manage and support a designated sales team in their efforts to grow sales revenue while professionally representing Cornerstone Building Brands. This person will supervise and develop a team of territory managers, be responsible for executing company sales and marketing strategies to create and develop sales capable of achieving and exceeding regional sales quotas, maintain customer interaction, establish pricing strategies, and identify current regional trends and product requirements.
This position facilitates resolution to sales, credit, production and after-the-sale service challenges between the customer, the outside salesperson and the company. The incumbent must be able to balance company policies and procedures, while maintaining sales objectives, margins and customer satisfaction.
DUTIES AND RESPONSIBILITIES
Directs and coordinates the performance of assigned Territory Sales Managers; ensure maximum sales effort and achievement
Appraises performance of sales team; assesses training and development needs, and recommends personal and professional developmental programs, as indicated
Coordinates, with distributor or customer account, the development of new customer accounts by identifying and establishing new customer bases, disseminating product information (including quality control, warranty, and credit policy/procedure), building rapport with Territory Sales Managers through telephone communication and field sales calls, and assisting Field Sales with the design of sales programs/presentations to ensure optimum sales and profits from all areas
Analyzes market potential within a given geographical area, including competitive cost information, activities, market trends, and other relevant facts, and reports findings to the senior sales and marketing or pricing leadership
Establishes annual and regional sales projections by product, and recommends programs to ensure level sales volume (within practical limits) based on Territory Sales Managers’ feedback
Assists with the formulation of annual departmental budgets, including forecasts for capital equipment, manpower requirements, etc., and provides appropriate cost/payback justification for recommended alterations/expenditures
Direct accountability for regional accounts (annual)
Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals
Drives the planning of strategic daily activities using CRM to optimize sales opportunities
Plans and organizes, directs, and controls assets and personnel of the department toward the achievement of departmental/Company goals
Informs, through reports as appropriate, the senior sales leadership of the actions and accomplishments of the department, including; current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.
Maintains adequate care and supervision of all associates reporting to the department to motivate associates and to ensure maximum utilization of the human resource factor in accomplishing departmental/Company goals
Evaluates associate performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and/or as indicated by circumstances presented on an individual basis
Enforces budgetary controls over all departmental expense categories including: selling, travel and entertainment, advertising, commissions, warranty, etc., to adhere to planned budgetary levels at all times, and minimize expenses wherever possible
Formulates, offers, and implements ideas concerning terms of sale (discounts) allowances, commissions, etc. (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement
Develops and offers new product/marketing ideas to the Product Team and/or Product Manager for consideration, with presentations to include all available market data (volume, overhead, cost data, profitability, trend analysis, etc.)
Cooperates with the Credit Department, when needed, to assure that new customers and programs are adequately screened to increase the paying quality of customers while decreasing credit risk
Participates in strategic planning and provides leadership and guidance in carrying out Action Plans relative to accomplishment of Corporate goals/objectives
Performs other duties as assigned
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