Regional Sales Manager - Eastern

Anglo American / De Beers Group•Stamford, CT

About The Position

Reporting to the Vice President, Sales & Client Management, this role is responsible for developing and managing the retail distribution strategy in Eastern USA. This role involves developing sales and account plans, training of sales associates, achieving sales targets and accounts receivables for the region. This role requires an extensive knowledge of mid to high end retailers and wholesalers of polished diamonds. The successful candidate must have deep relationships with key retailers in addition to knowledge of diamond distribution trends in the Eastern Region. Cross Cultural Versatility Work effectively with other departments, such as marketing, operations, and finance, to ensure smooth sales processes and achieve company objectives. Moves easily and effectively across organizational cultures, motivating and leading diverse groups to deliver strong business performance. Lead, direct, delegate and manage performance of customer facing function (as appropriate) – creates an environment conducive to developing strong working relationships. Understand and educate internal teams on how customers are best serviced by the Group. Promote stability between supply and demand. Stays within legal and ethical guidelines; shows reliability and consistency, and demonstrates, respect for others and understands how the impact of all actions could affect the company. CRM Management Maintain CRM system to ensure a consistent approach to customer management. Makes and implements changes to the CRM system as part of continuous improvement. Ability to objectively source and filter as appropriate relevant information for inclusion in CRM System. Demonstrate commercial understanding of how the customer’s business works across the value chain. Lead the development of cross business unit commercially robust account plans based on mutual beneficial opportunities with practical implications, including measurement and management of returns and margins. Polished Diamond Expertise Have intimate experience selling diamonds into brands and retailers in the US. Provide appropriate direction in terms of value creating distribution opportunity even if this involves reducing allocation to own customer. Margin growth being the arbiter of success. Provide price feedback on product sales, including both current price and future expectations based on fundamentals, and understands the significance of triangulation in order to ensure veracity of data. Understand how to derive value from product bespoking and future assortments for the customer. Provide accurate sales forecasts. Joint Business Plans Create Joint business plans. Manage a diverse portfolio of accounts and create account plans per account accordingly. Develop and deliver on objectives per account plan. Write account plan to high standard with specific goals and objectives for revenue and product/service opportunities which includes: Revenue forecast. Planned product requirements. Bespoke product requirements (where applicable). Forecast sell through and future demand. Where applicable propose, pitch and follow up on Strategic supply options taking into consideration current, prevailing and any future market conditions. Maintain intimate knowledge of customers business and gain understanding of their requirements by building and maintaining relationships with the client and being accepted as a credible business partner to clients: Develop an in depth understanding of each customer’s business, together with an understanding and overview of their activities within a relevant territory. Understand customer motivations behind decisions and provide this insight internally. Identify new opportunities for bespoke product creation and sell new products and services to strategic customers: Has a full understanding of a specific range of rough diamond product and De Beers’ boxes within that range. Recommend price and assortment changes to De Beers’ stakeholders based on views and feedback from De Beers customers, the broader territory and macro effects that may impact demand. Embrace and perform the role of De Beers (DB) ambassador in the market ensuring DB communications and strategy are locally implemented and understood. Band management – monitor a number of bands (and the expanded selection of boxes) on a month-to-month basis and provide insight from a customer’s point of view as to how the mixture, resultant polished and composition has changed.

Requirements

8+ years in sales/account management.
Experience in developing and executing sales strategies that drive revenue growth.
Strong background in sales forecasting, budgeting, and performance analysis.
Demonstrated ability to build and maintain strong relationships with key clients.
Experience in developing client retention strategies and improving customer satisfaction.
Expertise in handling complex client negotiations and resolving conflicts.
Deep understanding of the industry in which the company operates, including market trends and competitive landscape.
Experience in selling products or services within the relevant industry.
Experience in strategic planning, including market analysis and identifying growth opportunities.
Ability to translate strategic goals into actionable plans and initiatives.
Proficiency in using data and analytics to drive sales performance and make informed decisions.
Strong problem-solving skills to address challenges and capitalize on opportunities.
Excellent communication skills, both written and verbal, with the ability to influence and persuade stakeholders.
Strong interpersonal skills to build relationships with clients, team members, and other departments.
Flexible, able to work independently with strong follow through as well as part of the team and willing to travel up to 50%.
Must have strong relationships with key retailers and wholesalers in the region.
Strong understanding of independent retailers and market segmentation of key market in the region.
Mental Processing Ability: Critical issue identification, systematic analysis, creative problem-solving.
Knowledge & Technical Skills: Understanding of diamond and jewellery operations, strong leadership, analytical skills, and full understanding of polished diamonds’ 4Cs and current market prices. This person will need to be able to pickup a diamond and explain all the parameters of a polished diamond, evaluate the stone and provide a price that is based on today’s current market price.
Social Process Skills: Strong communication, facilitation, and commercial awareness.
Application and Energy: Energetic, self-motivated, and able to balance strategic and operational tasks.

Responsibilities

Developing and managing the retail distribution strategy in Eastern USA.
Developing sales and account plans.
Training of sales associates.
Achieving sales targets and accounts receivables for the region.
Maintaining CRM system to ensure a consistent approach to customer management.
Making and implementing changes to the CRM system as part of continuous improvement.
Developing cross business unit commercially robust account plans based on mutual beneficial opportunities with practical implications, including measurement and management of returns and margins.
Creating Joint business plans.
Managing a diverse portfolio of accounts and create account plans per account accordingly.
Developing and delivering on objectives per account plan.
Writing account plan to high standard with specific goals and objectives for revenue and product/service opportunities.
Maintaining intimate knowledge of customers business and gain understanding of their requirements by building and maintaining relationships with the client and being accepted as a credible business partner to clients
Developing an in depth understanding of each customer’s business, together with an understanding and overview of their activities within a relevant territory.
Understanding customer motivations behind decisions and provide this insight internally.
Identifying new opportunities for bespoke product creation and sell new products and services to strategic customers
Recommending price and assortment changes to De Beers’ stakeholders based on views and feedback from De Beers customers, the broader territory and macro effects that may impact demand.
Embracing and performing the role of De Beers (DB) ambassador in the market ensuring DB communications and strategy are locally implemented and understood.
Monitoring a number of bands (and the expanded selection of boxes) on a month-to-month basis and provide insight from a customer’s point of view as to how the mixture, resultant polished and composition has changed.