Regional Sales Manager (Mid-Atlantic Region)

ABB OPTICAL Group•Richmond, VA

9h•$97,500 - $145,000

About The Position

Regional Sales Manager (Mid-Atlantic Region) JOB RESPONSIBILITIES Reporting to a Director of Sales, this person will lead a regional field sales team to meet all overall regional sales revenue and margin targets through the sales of the full line of optical products and services on behalf of ABB OPTICAL GROUP. The Regional Sales Manager will select, train, coach and guide the sales team within the Region and act as a liaison between the Region and management; will represent the Company from a position of knowledge and professionalism at events ranging from Company to industry meetings, conferences, etc. Travel will be required approximately 60% of the time. Essential Responsibilities include the following. Other duties and special projects may be assigned. Define, demonstrate, coach and teach all facets of consultative selling practices Work with Field Account Managers re: analyzing and interpreting sales and marketing reports in order to achieve profitable business growth Provide business intelligence to Field Account Managers in order to drive strategic planning and build strong customer partner relationships Create solid goals and objectives for each territory in order to sustain and grow profitable business Demonstrate the strategies to employ and actions to take (improve efficiencies, margins, sales inventories) in order to positively affect the balance sheet and make an impact on cash flow, profit, etc. Utilize reports and business intelligence to create territory plans; monitor Field Account Managers’ activities against set goals and objectives, providing guidance and insight Develop and maintain relationships with Manufacturer Representatives and their managers; establish best standards and practices for Field Account Managers engagement with regional Manufacturer Representatives Partner with related sales teams (Strategic, DEL, etc.) in order to support territory accounts as required Develop and retain highly skilled Field Account Managers, while effectively integrating new hires into the territory and the team Clearly communicate standards and expectations; coach to expectations, defining accountability Provide performance feedback regularly; partner with Field Account Managers to create action plans re issues and knowledge gaps; maintain effective follow-up Schedule weekly one-on-one meetings with team members to ensure performance alignment with goal attainment and address any immediate issues Communicate Corporate and Sales leadership messages (when appropriate) re direction, goals, objectives, plans, information to team members; align to messaging and strategies Make timely decisions, considering different options, cost-benefit and implications in a fair and impartial manner with the highest level of integrity. Supervisory Responsibilities: Field Account Managers

Requirements

Bachelor’s Degree or equivalent
Minimum of 3 years of current business-to-business optical, medical, dental (or related industry) sales management level experience managing an outside field sales force
Additional three years of business-to-business optical, medical dental (or related industry) outside field sales experience
Must possess a valid motor vehicle operator’s license
Excellent written, verbal and presentation skills
Excellent analytical skills relative to sales reports, forecasts, quotas and goals
General PC Applications and MS Office Applications
A minimum of 2 years in a thriving role as an ABB OPTICAL GROUP Sales Trainer, or 2 years in managerial positions within the optical or healthcare industry, or a comparable combination of both roles totaling 2 years.
Must be meeting all goals, standards and expectations for position
Full knowledge of ABB OPTICAL GROUP products and services as they relate to the Sales Dept.
Full knowledge of ABB OPTICAL GROUP Sales processes, procedures and guidelines
Client Relationship Management (CRM) System experience

Nice To Haves

Sales Trainer experience
Baseline geographic knowledge and familiarity of region and individual territories
Experience with a Client Relationship Management (CRM) System
Bachelor’s Degree
Baseline geographic knowledge and familiarity of region and individual territories

Responsibilities

Define, demonstrate, coach and teach all facets of consultative selling practices
Work with Field Account Managers re: analyzing and interpreting sales and marketing reports in order to achieve profitable business growth
Provide business intelligence to Field Account Managers in order to drive strategic planning and build strong customer partner relationships
Create solid goals and objectives for each territory in order to sustain and grow profitable business
Demonstrate the strategies to employ and actions to take (improve efficiencies, margins, sales inventories) in order to positively affect the balance sheet and make an impact on cash flow, profit, etc.
Utilize reports and business intelligence to create territory plans; monitor Field Account Managers’ activities against set goals and objectives, providing guidance and insight
Develop and maintain relationships with Manufacturer Representatives and their managers; establish best standards and practices for Field Account Managers engagement with regional Manufacturer Representatives
Partner with related sales teams (Strategic, DEL, etc.) in order to support territory accounts as required
Develop and retain highly skilled Field Account Managers, while effectively integrating new hires into the territory and the team
Clearly communicate standards and expectations; coach to expectations, defining accountability
Provide performance feedback regularly; partner with Field Account Managers to create action plans re issues and knowledge gaps; maintain effective follow-up
Schedule weekly one-on-one meetings with team members to ensure performance alignment with goal attainment and address any immediate issues
Communicate Corporate and Sales leadership messages (when appropriate) re direction, goals, objectives, plans, information to team members; align to messaging and strategies
Make timely decisions, considering different options, cost-benefit and implications in a fair and impartial manner with the highest level of integrity.