Regional Sales Manager

Regional Sales Manager
San Francisco, Sacramento, or San Jose, CA - Remote - Local Only
Full Time


We are looking for a Regional Sales Manager located in San Francisco, Sacramento, or San Jose, CA who will lead and develop a team of 10-12 customer development professionals, passionate about partnering with and achieving business objectives within veterinary clinics, hospitals and specialty pet retail stores in assigned geographies. You will be accountable for the development of your team and to grow overall consumption, area market share, achieve volume and dollar sales plan (LE) driving BRMO (Brand Recommended Most Often), expense plan (NVO), improve retail fundamentals through building customer relationships, sales and promotion execution, merchandising support, and overall delivery of Hill's services and products.
What You Will Do:

• Define objectives and priorities for your direct reports in alignment with regional/local market activities/priorities and communicate regularly to ensure clear expectations.
• Establish and supervise individual performance against sales objectives and Key Performance Indicators for the team on a weekly basis. Provide virtual and in-person coaching and feedback.
• Implement the hybrid customer engagement coverage model by developing team skills, setting clear expectations on Territory Manager behaviors and monitoring performance insights and results.
• Develop a local customized action plan that meets the needs of the unique regional marketplace while staying aligned to organizational priorities.
• Partner with external customer operations managers and respective colleagues to build relationships, align on key important metrics, and develop/implement specific activities.
• Demonstrate expertise in selling/negotiating and leading sophisticated customer situations.
• Lead market Gross to Net (GTN) budget to execute RE/brand strategy through prioritization of customers to achieve targets, optimally balancing the needs of customers and the company's overall commercial objectives. Cultivate and maintain a return on investment mentality throughout the team.
• Implement Distribution policy and comply with commercial selling principles.
• Build commercial plans based upon understanding of customers' strategies, priorities, and needs impacting in-store/clinic execution.
• Lead, empower, and hold accountable your team in the development, implementation and execution of customer action plans to meet quarterly sales objectives and key performance indicators for the team on a weekly/monthly/quarterly basis, encouraging guided experimentation and new ways of engaging the customer. Stay ahead of trends in the pet/vet trade, industry, represent Hill's as the strategic choice and participate in local trade conferences
• Consistently deliver the fundamentals of customer engagement requirements and use business analytics to drive fact-based conversations and improve credibility.
• Collaborate closely with business partners including but not limited to warehousing, customer fulfillment, the customer service center, customer development colleagues, etc. Elevate issues / opportunities when barriers challenge achieving business results.
• Identify, attract, train, develop, and retain high performing talent for the organization.
• Develop diverse talent pool for higher levels of responsibility or deepen expertise and proficiency in employee's chosen role or career path.

Required Qualifications:

• Bachelor's Degree
• 8+ years of prior sales experience.
• 3+ years of key account management experience.
• 1+ year of project leadership or people management experience.

Preferred Qualifications:

• 3+ years of people management experience, managing geographically dispersed sales team.
• 1+ year of experience in animal health or science related field.

Recruiter Submission Template - Regional Sales Manager

Full Name:
Degree Major with University and Completion Year:
Total Years of Sales Experience:
Total Years of Key Account Management Experience:
Total Years of People Management or Project Leadership Experience:
Do you have experience managing geographically dispersed sales teams? (Yes/No - Please elaborate):
Do you have any experience in the animal health or science-related field? (Yes/No - Please specify):
Scenario-Based Question
Can you walk me through a time when you led a sales team or initiative, developed strategy based on customer insights or market trends, and achieved business results? What was your role and what was the outcome?
Motivation / Reason for Relocation (if not local):
Motivation / Reason for Interest in this Position:
Contact Number:
Email ID:
LinkedIn ID:
Full Address (Street, City, State, ZIP Code):
Notice Period (in weeks):
Current Work Authorization Status (e.g., US Citizen, Green Card, etc.):
Expected Salary:
Are you local to the San Francisco/Sacramento/San Jose region and able to work remotely from there? (Yes/No):