Regional Sales Manager, Midwest

Imperative Logistics Group•Denver, IL

1d•$70,000 - $80,000

About The Position

Regional Sales Managers are responsible for driving the pipeline, securing new business, and delivering revenue growth amongst their team. This position is to focus on the management of outside business-to business sales through lead generation and client development to continuously grow territory and company success. This role requires exceptional communication and listening skills, a strong work ethic, and the ability to be self-motivated and take direction. Responsibilities include generating new business, client account management, building and managing the success of a team of 1-4 Sales Representatives while focusing on driving territory growth, meeting revenue goals, and ensuring efficient sales performance. This role involves setting performance expectations, monitoring sales metrics, maintaining a strong sales pipeline, and providing ongoing coaching and support to sales team. ESSENTIAL JOB FUNCTIONS Sales Productivity and Performance Management: Set daily/weekly expectations for sales productivity and review performance reports, including addressing performance gaps by providing immediate feedback to sales representatives. Hands-on Approach: Involved in team’s day-to-day and account-to-account activity and help to develop and review top priorities for each representative, including the help of strategizing on their accounts and prospect lists. Adaptability: Maintain a process-driven approach while being able to adjust strategies and methods as needed to achieve peak performance, with results clearly reflecting those efforts. Active Involvement: Demonstrate a "do-it-yourself" mentality, ensuring key tasks such as calls, appointments, and value proposition communication are executed correctly in your territories. Communication and Coaching: Conduct weekly check-ins with sales representatives to review performance, strategy, and pipeline data. Regularly ride along with representatives in the field as part of support and productivity responsibilities to ensure proper support and sales cycles progression. Revenue and Call Plan Management: Be accountable for achieving revenue targets and directly call on accounts when necessary for individual pipeline and teams’ pipeline, including providing feedback. Client Relations and Management: Build, strengthen and maintain own and team’s client relationships through appointments, phone calls, emails communication and frequent meetings. Team Leadership & Reporting: Report on team progress and sales metrics to upper management with the mission of territory growth. Lead the sales team by coaching on performance and strategy, including coverage for sales representatives call plans as needed. Account and Pipeline Management: Ensure all accounts are accurately tracked and actively and effectively pursued, including data management of accurate pipeline data, ensuring prospects are properly categorized and worked on while pursuing and generating new business prospects

Requirements

3+ years in sales management or related experience
Strong leadership, communication, coaching, people skills, and emotional intelligence for the purposes of building relationships internally and externally
Must be comfortable selling premium price product with differentiation, prior experience preferred
Proven ability to manage sales pipeline and exceed revenue targets
Effectively articulate service benefits while engaging clients’ attention and time, with a willingness to deal with rejection while remaining self-motivated and determined
Excellent organization and time management capabilities, including being a team player
Ability to execute job functions through creative and out-of-the-box thinking

Responsibilities

Driving the pipeline
Securing new business
Delivering revenue growth amongst their team
Management of outside business-to business sales through lead generation and client development
Generating new business
Client account management
Building and managing the success of a team of 1-4 Sales Representatives
Setting performance expectations
Monitoring sales metrics
Maintaining a strong sales pipeline
Providing ongoing coaching and support to sales team
Setting daily/weekly expectations for sales productivity and review performance reports
Addressing performance gaps by providing immediate feedback to sales representatives
Involved in team’s day-to-day and account-to-account activity
Help to develop and review top priorities for each representative, including the help of strategizing on their accounts and prospect lists
Maintain a process-driven approach while being able to adjust strategies and methods as needed to achieve peak performance
Demonstrate a "do-it-yourself" mentality, ensuring key tasks such as calls, appointments, and value proposition communication are executed correctly in your territories
Conduct weekly check-ins with sales representatives to review performance, strategy, and pipeline data
Regularly ride along with representatives in the field as part of support and productivity responsibilities to ensure proper support and sales cycles progression
Be accountable for achieving revenue targets and directly call on accounts when necessary for individual pipeline and teams’ pipeline, including providing feedback
Build, strengthen and maintain own and team’s client relationships through appointments, phone calls, emails communication and frequent meetings
Report on team progress and sales metrics to upper management with the mission of territory growth
Lead the sales team by coaching on performance and strategy, including coverage for sales representatives call plans as needed
Ensure all accounts are accurately tracked and actively and effectively pursued, including data management of accurate pipeline data, ensuring prospects are properly categorized and worked on while pursuing and generating new business prospects