Regional Rep Director

Job Description

Job Description

The Regional Rep Director’s primary objectives are to help achieve annual sales goals, and expand the company’s market share within their region. Additionally, they will determine sales and technical training needs for the Rep Sales Engineers and execute the plan to deliver those needs so they are prepared to represent all the company’s product categories. 

Position Responsibilities may include: 

• Meet or exceed the budget for sales as defined by the Regional Sales Manager within a predefined geographic territory with pre-assigned customer partners 
• Develop, track, and maintain direct and non-direct local relationship with key accounts, mechanical contractors, trade bodies, local authorities and government organizations to build long term sales opportunities 
• Monitor Rep targets on a weekly basis and communicate weekly results to the regionals sales leadership 
• As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis 
• Be the channel expert on the features, benefits, product performance, and design guidelines for Daikin's products sold in the United States – primarily VRV. 
• Become the VRV technical expert and resource for our Rep salesforce  
• Conduct monthly sales meetings with Rep sales team to monitor VRV + FiT sales progress 
• Conduct monthly business reviews with Rep leadership team 
• Update customers and new products and changes, PMN's & Training events as they occur 
• Provide regular sales application, install, commissioning, business development training and support (primarily VRV) 
• Work closely with local authorities, Association’s (IE: ASHRAE) end users and architects to build long term sales opportunities 
• Monitor project and customer development targets on a weekly basis and communicate the weekly results to the Company’s sales leadership. 
• Manage Daikin resources to resolve all customer concerns, including but not limited to technical and application-based support requirements 
• Conduct demonstrations of products and new features to prospective clients 
• Coordinate with National Accounts Director; Regional Sales Manager and other sales team members to assist in expanding the VRV product opportunities within the sales territory 
• Provide market and competitive intelligence to Daikin leadership 

• Perform other related job duties as assigned by regional sales leadership
• Raise any legal concern, commentary, or threat of legal action to supervisor or other appropriate stakeholder 
• Adhere to Daikin's Code of Business Conduct, core values, corporate policies, procedures, and standards 

• Perform additional projects/duties to support ongoing business needs. 

Nature & Scope: 

• Develops and implements strategic plans and objectives for the department/sub-function in an effective and innovative fashion 
• Understands the business and can put together comprehensive department solutions  
• Works with other leaders to establish strategic plans and works towards achieving them 

• Provides leadership and direction to managers in their respective division/department  
• Sees to department staffing needs (e.g. interviewing, hiring, new hire and ongoing training, annual evaluations, etc.) 

• Participates in budget development and monitoring of expenses 

• Level of signing authority established by company policy/guidelines 
• Knowledge & Skills 
• Highly technical VRF capabilities 
• Demonstrated experience with product selection software (primarily for VRV designs) 
• Ability to effectively communicate ideas, concepts, business plans and strategies 

• Demonstrated ability to execute the consultative selling approach in unison with our Rep salespeople  
• Demonstrates quality interpersonal relationships and demonstrates flexibility and an open mind in social styles 

• Embrace the "customer and team first" concept; use a collaborative style in problem solving 

• Demonstrate critical thinking and problem-solving skills 
• Ability to manage time, tasks, and activities within a CRM environment (we use Microsoft 365 CRM) 
• Frame professional activities through an organized and detailed time management system 
• Demonstrate discernment and sound judgment 
• Ability to comprehend detailed knowledge of company products and services, customers, decision makers, sales processes & market trends 
• Ability to effectively negotiate agreements with customers and other related parties 

• Comfortable working with C-level executives and/or principles 
• Demonstrated proficiency in Microsoft Office products (Excel, PowerPoint, Word) 
• Ability to apply good judgement, strong work ethics and integrity on the job. 

Competency:

Experience: 

• Minimum 8+ years of demonstrated VRF sales management experience in a technical sales environment and a specification-oriented sales environment. 

• Previous responsibility for managing a revenue budget of $5M to $10M, preferred. 

Education/Certification:

• Bachelor’s degree (Mechanical Engineering degree is a plus) or equivalent, preferred 

People Management: No 

Physical Requirements / Work Environment:

• Must be able to perform essential responsibilities with or without reasonable accommodations 

Reports To: 

• Manager, Rep Sales 

Salary: $134,405.00 to $168,605.00

Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.