Regional Sales Manager

Classification:

Salary

Job Description:

Are you looking for a new challenge? Passionate about innovation? Want to work for a global company that values integrity, teamwork, and loyalty?


At LATICRETE International, we aim to be the leading construction brand trusted globally for high-performance tile and stone installation systems and building finishing solutions. We've been in business for over 65 years, family-owned for three generations, and can be found in over 100 countries. The Hartford Business Journal even named us one of Connecticut's top family-owned companies in 2017!


We don't just make innovative, industry-leading products. Our purpose is to improve the built world and the lives of those who build it. We strive to connect with, engage with and improve the lives of our employees, our customers, our partners, and the global communities in which we operate.


We are seeking passionate and ambitious employees who want to make a difference not just within our organization, but within their communities, our industry, and the world. If that sounds like you, then what are you waiting for? Join the family and expand your horizons!


Just some of our benefits:

• Medical
• Dental
• Vision
• 401k
• Tuition reimbursement
• 13 paid holidays in addition to paid vacation and sick time
• Flexible spending
• Life Insurance, AD&D and Supplemental Insurance
• 1 week paid plant shutdown between the Christmas and New Year's Day holidays.

POSITION SUMMARY


The Regional Manager, Sales is responsible for developing and managing a team of sales professionals in an assigned region across multiple segments to reach sales and profitability goals. The LATICRETE brand is driven on relationships, integrity, innovation, education, and a strong commitment to our customer base and the tile industry.


ESSENTIAL DUTIES AND RESPONSIBILITIES


Additional duties and responsibilities may be assigned, as necessary.


Customer Education (20%)

• Regularly work with distributors, contractors, GCs, architects, etc. to promote relationships and build trust.

• Work with Sales team to review stocking profiles with distribution to maximize sales in regional market

• With local Sales Reps, conduct business overview meetings, presentations, distributor success plan meetings, potential MVP meetings, project tracking meetings and opportunity planning meetings.

• Perform escalated job site visits to gather information for product questions or concerns and document all information in the company CRM.

• Actively participate in social media groups and communications as appropriate with customers.

• Clearly convey industry standard methods and systems to recommend appropriate LATICRETE installation systems.

• Answer complex questions as needed during customer interactions.

Regional Strategy (25%)

• Oversee the development of Territory Business Plans and develop overarching Regional Business Plan to maximize the opportunities and focus on development areas to ensure the Region will meet or exceeds revenue targets.

• Utilize expert regional knowledge to regularly review and adjust the regional business plan throughout the year as business needs change.

• Assist Regional Sales Vice Presidents as needed with regional strategy recommendations and customer opportunities to maximize overall region's performance.

• Evaluate the regional distributor footprint and sku availability to ensure sufficient coverage.

• Maximize market penetration for region.

• Manage large project dashboard for region and ensure that special pricing is properly documented in system.

• Work with team and other Regional Managers to share ideas to better service region. Establish promotions that can move the sales needle benefiting both Laticrete and our distribution partners.

• Plan calendar and travel (and oversee team's travel) to ensure efficient and maximized facetime with key customers while remaining within budget requirements.

• Regularly review company CRM to monitor regional KPI attainment.

• Manage regional activity to P&L requirements.

Customer Support (15%)

• Work with internal departments to resolve escalated issues such as shipping, production, etc. to ensure customer satisfaction.

• Work with team to thoroughly investigate escalated product claims in field, document and work with LATICRETE Technical Services to find resolution for product-related installation issues.

• Work with Sales team to Identify growth areas for customers to capture additional sales.

• Conduct consultative meetings with them to assist in building their sales strategy for capturing additional market share.

• Partner with peers across departments to proactively recommend changes and/or improvements for positive customer impact.

Industry Knowledge/Presence & Skills Development (10%)

• Attend industry events such as trade shows, local and national professional organization events. Represent LATICRETE as a resource for product knowledge which may include working a booth, presenting to an audience or providing general information to attendees.

• Participate in internal LATICRETE product and system training.

• Stay abreast of industry trends and competitive landscape and provide relevant industry knowledge and trends to appropriate parties.

• Participate in Sales skill enhancement training.

• Participate in LATICRETE product development, marketing and customer intel meetings. Ensure sales team participates in Product development initiatives.

Team Leadership (30%)

• Prioritize and allocate work: Delegate and allocate manageable goals to employees to support company priorities and drive results. Clearly define to team-members project responsibilities and performance expectations for long- and short-term work plans. Set clear priorities for team and individuals, including appropriate allocation of resources (time, money and people).

• Assess and Reward Performance: Provide team with timely, fair and measured performance assessments and feedback to foster growth. Provide reward and recognition for performance as appropriate. Address performance concerns and hold team accountable.

• Build Team Culture: Consistently hold employees accountable for upholding the organization's values. Proactively manage unhealthy conflict among employees and take steps to prevent escalation. Foster an open environment where employees feel able to provide constructive feedback and suggestions for improvement.

• Communicate and Motivate: Communicate regular business updates. Convey information in a clear and timely manner. Listen carefully to the views and opinions of peers and colleagues.

• Administer and facilitate large project tracking meetings.

REQUIRED SKILLS & QUALIFICATIONS


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Education and Experience:

• Bachelor's degree or equivalent related work experience.

• 8+ years' related work experience in Sales or in the Construction industry.

• 3+ years of demonstrated success managing sales teams or equivalent internal LATICRETE products and system knowledge.

Specialized Skills and Experience :

• Demonstrated success building and cultivating long term professional partnerships.

• Industry training and certifications highly desired.

• Product application experience a plus

• Local market knowledge highly desired.

• High level of self-motivation

• Strong organizational skills.

• Demonstrated success coordinating and building relationships across internal departments and with a diverse range of skillsets and personalities.

• Strong written, verbal and listening skills including ability to present to large audiences.

• Spanish language skills strongly desired.

• Working knowledge of Microsoft Office suite of projects including Word, Excel, PowerPoint, Outlook, SharePoint and Teams.

• Knowledge of Microsoft Dynamics a plus.

Travel Requirement:

• 25%-75% Dependent on territory.

• Must be able to travel on short notice.

• Must live within territory.

Physical Requirements:

• Lift: Must be able to lift and/or carry a minimum of 50 pounds.

• Push/Pull: Must be able to push/pull 50 pounds.

• Standing: Must be able to stand at least 75% of the day.

• Sitting: Must be able to sit at least 75% of the day.