Manager of Regional Sales - Northeast

ODL, Inc•Gallatin, TN

1d•Onsite

About The Position

Responsible to grow sales within a defined region, and to coach and direct the sales team within the region to do the same. Responsible to identify and execute a development plan for each territory manager, through coaching and education to shore up identified weaknesses or areas where growth is need. In terms of percentages of time, this role will spend 40% managing existing business, 50% developing new business, and 10% providing needed reports.

Requirements

Bachelor's degree in business or related field.
Ten years of sales experience with four years of sales management experience required or equivalent combination of education and experience.
Deep knowledge of the sales channel required.
Demonstrated ability to grow sales with a proven track record of sales growth.
Ability to develop and execute long range strategic plans for the region, supporting the divisional goals
Strong business acumen, with the ability to think and work corporately as well as divisionally
Must be promotable into Vice President, Sales & Marketing role
Experience in developing and executing large, complex selling proposals that may have long selling cycles
Strong bias for a solution-oriented sales approach.
Strong business and financial acumen is essential.
Excellent interpersonal skills and written communication skills.
Strong commitment to doing quality work by serving internal and external customers.
Strong computer skills to include knowledge of ERP systems, databases and the MS Office suite.

Nice To Haves

MBA a plus.
Experience in the door and window industry a plus.

Responsibilities

Meet or exceed the given sales budget for the territory and help the team members do the same.
Lead and inspire the sales team to capitalize on local market potential and customer need to meet and exceed business goals.
Increase market share and grow business each fiscal year according to agreed upon goals.
Grow sales and margin with existing customers by providing superior service and pulling higher value products to the builder and consumer.
Win new customers.
Develop and execute against a strategic plan that leads to the creation and maintenance of a robust sales pipeline.
Nurture relationships with independent representative agencies and territory managers to develop a presence that compliments the company's reputation and position of leadership.
Work to develop high standards and expectations for service across all reps and agencies.
Terminate agreements when necessary and negotiate terms with new agencies as required.
Continuously develop sales skills and product knowledge across the sales network to provide a customer experience that leads the industry.
Teach and coach regional sales team to perform to our standards and expectations.
Hold individuals and agencies to meet annual performance objectives.
Develop best-in-industry quality programs and tools to help achieve service and sales objectives. Scope includes training, education, rebate programs, cooperative advertising allowances, and product launch support.
Work closely with large accounts to develop cooperative sales and promotion plans.
Provide solutions that add value and pull higher margin products into the channel.
Work closely with senior managers to develop specific growth strategies, sales forecasts and supporting operational plans in order to achieve objectives and communicate progress across the organization.
Provide for efficient and effective communication with the customer and key resources within the supporting representative agencies and key resources within the company.
Ensure that requests for information and problem resolution are handled the same day.
Establishes effective internal communications regarding customers, products and services in order to maximize sales effectiveness.
Provide team with clear direction, support, and feedback to insure internal customers are served and employees are contributing their maximum potential.