Regional Sales Manager - Commercial Print

RR Donnelley•Irvine, CA

4d•$115,600 - $185,000

About The Position

The Regional Sales Manager manages sales, service, and distribution of RRD products and services within an assigned region or other major geographic area through sales representatives and sales-office activities. The role is accountable for maximizing sales volume and profitability, meeting regional revenue, profit, and expense objectives, and advancing the company’s Total Print Management objective. The manager leads, recruits, trains, and develops sales representatives while cultivating customer relationships and identifying new business opportunities.

Requirements

Bachelor’s degree in Business or a related field, or an equivalent number of years of experience in sales or sales management.
Typically, at least 4 years of sales management experience.
Very good understanding of sales and sales management principles.
Excellent written and verbal communication skills for proposal development, presentations, and developing sales representatives.
Successful selling abilities, including cold calling, and strong knowledge of products and services in the printing industry.
Analytical ability to conduct customer needs analyses, develop recommendations, overcome objections, and create solutions.
Ingenuity, resourcefulness, and creativity.
Ability to prioritize and plan work, use time efficiently, set goals and objectives, and create realistic action plans.
Ability to take independent action and calculated risks, recognize opportunities, and ask for and offer help when needed.
Ability to lead and create an environment where others can perform optimally.
Knowledge of company policies, procedures, and business ethics principles, and ability to communicate and implement them within the team.
Working knowledge of Microsoft Office suite.
Valid driver’s license.

Responsibilities

Achieve and exceed regional revenue, profit, and expense objectives by developing current customer business and pursuing new opportunities, with a focus on Total Print Management.
Manage sales representatives and carry out employee-management responsibilities, including interviewing, hiring, training, performance appraisal, rewards and discipline, complaint handling, and problem resolution in accordance with company policies and applicable laws.
Develop an annual regional business plan with the Vice President-Sales that outlines sales activities and supports meeting or exceeding quota.
Use a consultative selling approach and demonstrate knowledge of account needs, industry and market conditions, pricing, and competition.
Maintain accurate records of forecasting, sales, and prospecting activities, including calls, presentations, closed sales, and follow-up.
Submit required reports to upper management and corporate on time.
Attract new sales representatives through effective recruiting strategies and contribute to their orientation, training, and professional development.
Build and maintain multi-level account relationships, establish high-level contacts, and identify and influence decision-makers.
Maintain contact with clients in the market area to support high customer satisfaction.
Create and deliver proposal presentations and RFP responses.
Assist with implementing new products and services for existing and new clients.
Maintain effective working relationships with team members and support departments.
Monitor and evaluate developments within accounts, the marketplace, competitors, and the industry.
Perform other related duties and participate in special projects as assigned.

Benefits

Medical coverage
Dental coverage
Vision coverage
Paid time off
Disability insurance
401(k) with company match
Life insurance
Voluntary supplemental insurance coverages
Parental leave
Adoption assistance
Tuition assistance
Employer and partner discounts
Potential participation in a bonus, commission, or incentive program, depending on the role