Regional Sales Manager

Harvey Performance Company • Rowley, MA

44d • Hybrid

About The Position

At Harvey Performance Company, we're more than a team; we're a community. Our thriving, dynamic, and rapidly expanding organization values community, celebrates success, and fosters personal and professional growth opportunities. The Regional Sales Manager reports to the Vice President of Sales. They will be a contributor in further developing our sales strategy to support and grow all high-performance brands. This role will be a strategic partner in the execution of our sales and accompanying strategies. It will participate in the hiring & coaching of direct reports to support organization goals and will foster value/solution selling techniques to grow market share. This position also will have team of direct Reports consisting of a Field Sales Team of 4-8: Application Engineers. Align the regional sales team's objectives with firm business strategy through active participation and support of VP-Sales in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting. Develop a channel strategy incorporating our existing regional, integrator and national distributor relationships, along with development of new channels to reach new or potential markets. Rationalize current distribution to exit low performers and leverage the brand commitment of top performers to drive mutual growth. Own and develop relationships with key distributors and end users in the region. Drive top-line and bottom-line sales growth. Develop a deep understanding of market opportunities/challenges, competitive landscape, market trends to effectively maintain and enhance HPC's position in the industry. Must have a solid understanding of our products and how to apply in the field within various market segments. Support the development of new products by identifying gaps in our product offering. Monitor the metalworking market and its products and activities in the region to help provide a revenue forecast. Provide pricing intelligence and analysis by key competitors in the region to drive HPC's pricing strategy by brand. Use a value creation mindset for the basis of making business decisions. Partner to develop targeted account plans, set annual sales goals, and guide and motivate regional sales team and partners to achieve targets. Develop strategies to capture, grow, and retain target accounts in key markets like aero and medical with growth potential of $200K+. Manage and meet detailed sales expectations and sales budget. Lead Key/Strategic account initiatives to drive incremental share growth. Collaborate with NAE's and DMR's to win large opportunities. Enhance our culture of accountability, professional development, and high performance. Develop and initiate the appropriate sales training for staff. Servant leader - lead from the front with a focus on supporting the team. Set a strong example of the values and guiding principles of the company's culture

Requirements

• Bachelor's degree or equivalent.
• Proven success in a Sales Leadership role or exhibit leadership potential.
• Possess the ability to “up-tier” at the customer and sell to all levels.
• Understanding of indirect distribution channels - regional, national, integrator
• Experience selling multiple brands and partnering to define a go-to-market-by-brand strategy.
• A history of utilizing a CRM to manage the sales process stage gates, leading indicator sales tasks, pipeline to attain revenue goals and closing data.
• Strong working knowledge of the metalworking market and the products associated in this space.
• Verbal and written communication, interpersonal and customer service skills.

Responsibilities

• Align the regional sales team's objectives with firm business strategy through active participation and support of VP-Sales in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Develop a channel strategy incorporating our existing regional, integrator and national distributor relationships, along with development of new channels to reach new or potential markets.
• Rationalize current distribution to exit low performers and leverage the brand commitment of top performers to drive mutual growth.
• Own and develop relationships with key distributors and end users in the region.
• Drive top-line and bottom-line sales growth.
• Develop a deep understanding of market opportunities/challenges, competitive landscape, market trends to effectively maintain and enhance HPC's position in the industry.
• Support the development of new products by identifying gaps in our product offering.
• Monitor the metalworking market and its products and activities in the region to help provide a revenue forecast.
• Provide pricing intelligence and analysis by key competitors in the region to drive HPC's pricing strategy by brand.
• Partner to develop targeted account plans, set annual sales goals, and guide and motivate regional sales team and partners to achieve targets.
• Develop strategies to capture, grow, and retain target accounts in key markets like aero and medical with growth potential of $200K+.
• Manage and meet detailed sales expectations and sales budget.
• Lead Key/Strategic account initiatives to drive incremental share growth.
• Collaborate with NAE's and DMR's to win large opportunities.
• Enhance our culture of accountability, professional development, and high performance.
• Develop and initiate the appropriate sales training for staff.
• Servant leader - lead from the front with a focus on supporting the team.
• Set a strong example of the values and guiding principles of the company's culture

Benefits

• Harvey Performance Company promotes a culture of flexibility and autonomy, as such, this position is supported in a hybrid/remote nature. We value work-life balance, allowing you to structure your work environment in harmony with your lifestyle.
• A fun, rapid-growing environment where new opportunities are regularly made available.
• Opportunities for training and development, including tuition reimbursement.
• A comprehensive benefits package, including PTO, paid holidays, health, dental, vision insurance, and a 401k match program, along with profit sharing.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 51-100 employees