Regional Sales Manager- Mechanical

ASC Engineered Solutions•Atlanta, GA

9d•Remote

About The Position

ASC is looking for an accountable and capable Regional Sales Manager to lead its Southeast Sales Team, which primarily covers LA, AR, TN, MS, AL, N Carolina, S. Carolina, GA, FL. ASC’s go-to-market strategy is through 3rd Party Rep Agencies, as well as Mechanical Specialists and the ideal leader can grow not only territory revenue & market share, but also the development of the region’s salespeople and rep agencies. Based near a major city in the region, this person will support and oversee sales objectives, initiatives and strategies for the full ASC Mechanical product portfolio. Reporting directly to ASC’s Vice President of Sales - Mechanical, the Regional Sales Manager is expected to develop and execute growth plans, in addition to developing a winning culture within the region. It’s imperative for this individual to understand Strategic Value Selling, and to drive growth year over year with our 3rd party reps and teach those principles to direct reports. This position requires the ability to leverage internal and external resources to achieve market share gains throughout the assigned territory.

Requirements

Solid experience managing 3rd party rep’s showing YOY growth
Direct people management experience
High energy, High Accountability
Strong business acumen
Deep understanding of how financial decisions impact margin
Solid negotiation capabilities
A commitment to deliver the region’s organic growth goals
At least 10 years outside sales experience, 3rd party rep management, direct people management preferably within the B2B construction industry
Ability to travel up to 50%

Responsibilities

Manage 3rd party representatives to exceed growth revenue targets annually
Ensure outpaced market growth on specified product categories
Build a long-term market share growth plan for each assigned territory in region
Set annual targets for Rep Agencies that tie to overall ASC budget
Coach, Develop and assign growth targets for Mechanical Specialists
Understand and demonstrate the features and benefits of the full line of ASC Engineered Solutions’ product line
Collaborate with other ASC channels to identify cross-selling opportunities
Establish and drive a project and conversion pipeline within the territory
Analyze sales levels and trends, initiate actions as necessary to ensure attainment of sales targets
Embrace and encourage sales technology initiatives, such as CRM, Power BI, and the Microsoft Suite of Products
Communicate formally with VP of Mechanical Sales to report on what team is seeing and experiencing in the field through Monthly business reviews
Participate in SIOP process to ensure accurate forecasting of products to operations team
Recommend new or modified programs to ensure competitive position is maintained within the channel
Support overall ASC selling initiatives and new product rollouts
Manage deliverables to annual expense budget
Manage and empower 3rd part representatives to exceed sales targets of ASC’s portfolio of Mechanical products to grow our market share
Host accountability sessions with 3rd party representatives to track key contractor progress, projects, and market pricing dynamics
Coach, lead and develop Mechanical Specialists under direct leadership to increase our presence and win rate with Mechanical Contractors and a defined list of marquee projects
Remain present to direct reports; host team meetings on a recurring frequency, both virtually and in-person
Act as liaison between sales leadership and frontline sales representatives
Review regions wins and losses and identify areas of opportunity to improve
Encourage direct reports to be proactive decision makers and think critically
Manage teams’ Travel & Entertainment budget to ensure maximum efficiency is being met