Regional Sales Manager – R2200005000
Description
Job Summary and Mission
Accountable for leading and managing region sales efforts to develop and secure incremental revenue and market share, and achieve profitable volume growth consistent with marketing plan initiatives. Models and acts in accordance with our guiding principles and core values.
Summary of Key Responsibilities
Responsibilities and essential job functions include, but are not limited to the following:
* Provide leadership and direction to region Account Executives and staff to identify regional business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals.
* Ensure Account Executives demonstrate appropriate sales discipline, focus and respect for customers and internal operations staff.
* In consultation with the senior sales staff, develop business strategies that are consistent with the national vertical market to maximize margins and increase revenue growth.
* Execute business development plans (forecasts, budgets and operating plans) and provide leadership and consultation to the operations, and systems delivery groups.
* Monitor and review customer sales activity and make strategy adjustments as needed.
* Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
* Capitalize on value creation opportunities by working closely with the sales and operations management team to develop creative workable solutions to customer needs.
* Facilitate cross-selling opportunities to increase revenue and leverage relationships in order to better penetrate the market.
* Leverage the company's global reach to influence decisions on projects for customer deliveries in both domestic and international locations.
* Facilitate regular meetings with clients and relevant operations staff to evaluate performance and receive updates from clients on challenges and future plans.
* Work with customer service teams to understand and develop solutions to client business issues.
* Work corroboratively with the operational staff at multiple sites and locations to ensure customers' needs and expectations are met.
* Work with implementation teams on new projects to ensure customer expectations are communicated.
* Manage sales commission data for region sales staff to ensure accuracy and consistency in the application of the sales commission plan guidelines.
* Direct the training of region Account Executives to ensure premier operational service delivery and high quality customer service for handling customer shipments.
* Create and present to management, reports concerning market planning and analysis, service offerings and the changing business environment.
* Attend industry events (conferences and trade shows) to enhance sales and marketing efforts.
* Utilize superior communications skills to motivate staff and develop effective working relationships with peers, executives and clients.
* Personally coach, train and mentor direct reports and provide career development opportunities though training, and quality management activities.
* Keep abreast of emerging technology changes and innovations through formal or informal study, reading business and professional publications, networking and participation in professional organizations.
Qualifications
Summary of Experience and Education
* High School Diploma or GED required.
* Bachelor's Degree preferred; or equivalent combination of work experience or completion of the LDP Program.
* Minimum seven to eight years related experience.
* Minimum five years industry experience preferred.
* Minimum five years supervisory or managerial experience required.
Knowledge, Skills and Abilities
* Demonstrated sales success and knowledge of sales concepts, methods and techniques.
* Demonstrated success in leading, supervising, managing, motivating and developing individuals and high performance teams.
* In-depth knowledge of the company's products, services, systems and operations.
* Knowledgeable of domestic and international regulatory compliance requirements related to the supply chain and transportation industry.
* Excellent written and oral communication skills and the ability to persuade, influence, negotiate and make formal presentations in meetings and training environments.
* Ability to develop strong business relationships within all levels of organizations, including senior level executives.
* Proficient in project management methodologies with a focus on managing solution driven strategy plans to achieve goals.
* Experienced in financial management (P&L's, balance sheets, forecasting and budgets) to effectuate return on investments.
* Maintains stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
* Demonstrated skills in organization group process, problem identification and resolution at both a strategic and functional level.
* Intermediate proficiency in Microsoft Office, internet, web-based and job specific software applications.
* Must be able to read, write and speak English fluently.
* Ability to communicate and interact effectively with people from multi-functional and diverse backgrounds.
* Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
* Ability to write reports, business correspondence, and procedure manuals.
* Ability to effectively present information and respond to questions from management, employees, clients and vendors.
Licenses and Certifications
* Valid state issued Driver’s License.
* Acceptable driving record.
* Proof of automobile insurance.
Travel
* Travel is required at least 75% of the time in this position. Travel identified is approximately 50% domestic (within the United States) and 50% international (outside of the United States).