Regional Sales Manager - Expansion Joint Systems

Inpro•Muskego, IN

2d•Remote

About The Position

The Regional Sales Manager will act as an industry resource for all Jointmaster product lines, providing technical assistance, product recommendations, and specifications. This role involves developing and executing a strategic sales plan to increase business opportunities and achieve sales targets. The manager will utilize effective territory planning, focusing sales efforts on a balanced mix of architects/designers and construction professionals (general contractors and subcontractors). Significant travel is expected, approximately 50% of the month. The position requires daily prospecting, identifying and developing relationships with key decision-makers, and analyzing competition. Maximizing selling time through internal resource leverage and maintaining efficient office procedures for accurate record-keeping and follow-up are crucial. The role also involves utilizing sales data systems, effective follow-up of quotes and bids, and demonstrating project management skills. Clear communication, accurate quoting based on field measurements, and educating customers on InPro's benefits through presentations are key responsibilities. The manager must meet or exceed target contribution margins and maintain high accuracy to minimize returns and allowances, demonstrating passion and dedication.

Requirements

College degree required, or field equivalency.
Previous inside or outside sales experience in a business-to-business environment.
Successful background in prospecting, cold-calling, and business development.
Extensive construction sales experience.
A track record of successful sales growth and teamwork.
Self-starter who is capable of taking initiative and working independently, as well as an effective and valued team member.
Ability to handle multiple tasks simultaneously with timely follow-through and accuracy in completing tasks.
Ability to handle all types of customers and resolve conflicts confidently and composedly to maintain a positive and continuous relationship.
Must possess above-average problem-solving skills.
Excellent listening, probing, and closing skills.
Effective time management skills and ability to prioritize tasks and complete projects on schedule.
Must demonstrate professional oral and written communication skills.
Must be competent in computer skills (word processing, spreadsheets, databases, electronic mail).
Ability to adapt quickly and positively in response to demands of company growth and development.

Nice To Haves

Successful sales experience can enhance college degree equivalency.
Expansion joint sales experience is highly preferred.
Background in automated sales office systems is helpful.

Responsibilities

Act as an industry resource for all Jointmaster product lines for technical assistance, product recommendations, specifications, etc.
Develop and maintain a focused strategic sales plan to increase business opportunities to achieve or exceed sales targets.
Utilize effective territory planning to focus sales efforts and manage time productively, ensuring a proper call balance of 50% A & D and 50% Construction.
Coordinate activities with the Territory Sales Manager to maximize sales efforts.
Utilize time and resources effectively on office days to schedule appointments 2 – 3 weeks in advance, resulting in 5 -6 quality field calls/day.
Prospect daily to uncover new lead opportunities.
Identify and develop relationships with all key decision-makers related to accounts to maximize sales opportunities and close ratios.
Develop and maintain a list of top accounts and projects throughout the Territory.
Identify and analyze competition, both regionally and globally.
Maximize selling time by appropriately leveraging internal resources, i.e., Sales Support, Estimating, Quality Assurance, Finance, etc.
Maintain efficient office procedures for productive use of time, planning, and reports to ensure the maintenance of accurate and updated account files and follow-up procedures.
Utilize and maintain all sales data systems, such as customer notes, estimating portal, SCORE reports, and all available construction reporting services.
Effective and timely follow-up of all quotes, bids, leads, and opportunities to maximize close ratio.
Demonstrate effective project management skills through timely follow-up and coordination to maximize close ratio.
Effective and clear communication utilizing Professional Selling Skills to uncover customer needs in all divisions.
Maintain accurate quotes through complete/concise field measurements, coordinating efforts with the inside divisional rep, utilizing all required field forms.
Educate customers on the benefits of choosing InPro with ease and confidence through face-to-face meetings and Box Lunch presentations.
Meet or exceed the desired target contribution margin level for your territory.
Maintain high levels of accuracy and proficiency to minimize Returns and Allowances.
Exude passion and dedication every day to succeed.
Actively support and contribute to the cross-promotion of all InPro Products.
Interact positively and professionally with all internal customers/departments.
Make effective decisions in a timely manner and communicate them appropriately to meet or exceed internal and external customer expectations.
Represent InPro Corporation in a professional, business-like manner at all trade shows, industry events, etc.
Utilize effective, regular, and positive communication with an inside divisional rep to maximize territory penetration.
Maximize territory information through regular weekly reviews of inside divisional rep note reports.