Regional Contractor Sales Manager - NE Region

MAKITA•La Mirada, CA

5d•$85,000 - $95,000•Hybrid

About The Position

This position offers the opportunity to make an impact by working with a sales team to achieve higher levels of performance. It allows for the recommendation and implementation of new approaches and strategies while engaging with the largest end-users within a designated region. This region includes markets with high potential for revenue growth and will showcase the ability to increase market share by developing innovative sales strategies to target end users and also working with distributors. The role represents a high-profile brand with a commitment to quality and performance that has earned a strong reputation within the professional contractor community. Reporting to the Director - Rental & National Contractor Sales, as Regional Contractor Sales Manager, the individual will engage, develop, and maintain high-level relationships with key end-users within a region, with the overall mission of maximizing sales, market share, and profitability of the company's product lines. The primary job functions will be to “Build Makita Champions” by conducting product demonstrations in the field and providing solutions to end-users working in the region, while also coaching and developing the Territory Managers to be more effective at solution selling in the field. The role will also work closely with the National Contractor Sales Manager to grow and maintain relationships with "National" end-users working in the region. The position will work with all parts of the company to ensure that field execution is adequate and consistent with corporate and regional objectives. The Regional Contractor Sales Manager will need to motivate multiple Regional Sales Managers, District Sales Managers, and Territory Managers on the end-user and pull-through strategy with their distributors, dealers, pro suppliers, and strategic end users in the commercial construction channels. The role will continually challenge the field sales team to search for outgrowth opportunities through key professional dealers and impactful end users. Targeting and incorporating various sales programs to provide a push & pull-through sales strategy to gain market penetration.

Requirements

Analytical - Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail.
Problem-Solving - Identifies and resolves problems promptly; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Very strong Listening Skills; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
Teamwork - Exhibits objectivity and openness to others' views; Contributes to building a positive team spirit; Supports everyone's efforts to succeed.
Visionary Leadership - Displays passion and optimism; Inspires respect and trust; mobilizes others to fulfill the vision.
Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
Cost Consciousness - Works within approved budget; Develops and implements cost-saving measures; Conserves organizational resources.
Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes a harassment-free environment; Builds a diverse workforce.
Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethics; Upholds organizational values.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Supports affirmative action and respects diversity.
Strategic Thinking - Develop strategies to achieve organizational goals; Understand the organization's strengths & weaknesses; Understand and support SWOT analysis, adapt strategy to changing conditions.
Judgement - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
Professionalism - Tactfully approaches others; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through commitments.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Quantity - Meets productivity standards; Completes work promptly; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions.
Adaptability - Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities.
Innovation - Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Language Skills - Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
Mathematical Skills - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability - Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Computer Skills - Higher Level of knowledge of Management systems; Makita Employee Portal; Microsoft Excel Spreadsheet software, Microsoft PowerPoint, and Microsoft Word Processing software.
A track record of success, including training and motivation to improve performance.
A drive for results and competitive spirit.
Will need to be willing and able to travel overnight 2-3 days per week.
Bachelor’s degree from a 4-year college or university.
15+ years of related experience and/or training; or equivalent combination of education and experience.
Ten years of proven business-to-business sales experience, preferably in commercial, industrial, or residential construction, or other related industries.

Responsibilities

Communicating corporate sales objectives and motivating the regional sales team to achieve these goals effectively.
Effectively communicating progress toward targeted corporate sales objectives to the Director-Rental & National Contractor Sales.
Ensuring the regional sales team executes the following at a high level: Job Site visits, training opportunities, and end-user targeting.
Be aware of all activities, jobs, and opportunities within the region.
Perform scheduled “Work-Withs” by working/riding with Territory Managers to ensure each team member is executing sales to the highest of Makita’s standards and fully understands all aspects of a job site visit.
Communicating successes and challenges with the RSMs, DMs, and the Director RNCS.
A high level of personal involvement with key end-user accounts.
Attaining regional sales goals for overall sales, target end-user sales, key product sales, and sales support of key marketing initiatives.
Ensure the regional sales teams are implementing the “End-User Strategy” by targeting medium to large contractors throughout the region to influence distribution to stock/sell our tools.
Motivating the selling efforts of the regional sales team while providing guidance and encouragement as needed.
Obtaining and reporting to the Director RNCS, as well as the appropriate marketing team member, any relevant information concerning the competition.
Assisting the marketing team with obtaining marketing information for existing product life cycles and new product development.
Working with and assisting the Market Service Manager (MSM) team in your region to support the Makita end users in the region.
Maintaining a highly professional image and positioning yourself as a consulting expert regarding Makita products.
Acting as a coach and mentor, incorporating training, performance, and motivation.
Advocating our brand through the energy and confidence you present.
Building solid relationships with clients and internal colleagues based on trust and integrity.
Channeling assertiveness and dedication to persist in the face of setbacks and doing what it takes to get the job done.
Please note that this job description is not designed to cover or contain a comprehensive list of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Benefits

Health & Wellness Medical, Dental, and Vision insurance options after 30 days of employment
Flexible spending accounts (FSA) & Health Savings Accounts (HSA)
Employee assistance program (EAP) for mental health and well-being
Paid subscription to Headspace and 5 other members of your choice
Competitive pay & performance-based incentives
Company-branded vehicle provided
401(k) retirement plan with company match
Basic Term Life insurance is 100% company paid
Long-term Disability Coverage 100% company paid
Disability Coverage Voluntary Coverage: Critical illness, accidental, hospital indemnity, whole life, and supplemental life plans.
Work-Life Balance Paid time off (vacation, sick leave, and 13 paid holidays)
Employee discounts on Makita tools and accessories
Training programs
Tuition reimbursement
Internal promotion opportunities
Collaborative, innovative work environment