Regional Sales Manager

GENERAL SUMMARY OF POSITION:

Regional Sales Manager is responsible for planning and implementing sales by performing the following duties; ensuring sales profitability and growth by managing and coaching a team of Contractors and Distributors to effectively use and sell Progressive’s products and related services by achieving maximum sales profitability, growth and account penetration within an assigned Region and/or market segment.

CORE & ESSENTIAL FUNCTIONS:

Sales activities:

• Develops and implements strategic sales plans and forecasts to achieve corporate objectives for products and services.
• Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach.
• Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
• Provide high-quality customer service to accounts by means of phone calls, emails, and/or in-person meetings.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Guides preparation of activity reports and presents to executive management.
• Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
• Makes telephone calls and in-person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyzes the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Identifies advantages and compares organization’s products/services.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.

Management of Sales Region:

• Setting sales targets with Management and Sales Team.
• Tracking sales goals and reporting results as necessary.
• Overseeing the activities and performance of the Regional Customer Base
• Coordinating with marketing on lead generation.
• The ongoing training of Contractors and Distributors.
• Developing Contractors and Distributors through motivation, counseling and product knowledge education.

JOB EXPECTATIONS:

Progressive salespeople manage the company’s business in each territory, almost as if it were their own, and they coordinate efforts with others such as their peers and Headquarters Personnel. This position will work closely with other Regional Sales Directors, Marketing team, and Customer Service to ensure product sales success, market growth, and customer satisfaction while working with other internal teams to assure proper product use & application and the safety of their team. The job is best viewed in terms of the functions that are required in order to fill this basic responsibility. The 12 functional elements of the job are:

1. Develop New Markets and Accounts

2. Control the Financial Aspects of Selling

3. Demonstrate a Strong Coatings Knowledge/Skill Set

4. Provide Leadership and Good Management Practices

5. Demonstrate “Motivated” Behavior

6. Maintain Records, Information Flow, and Administrative Details

7. Develop Key Accounts

8. Manage Marketing Efforts

9. Optimize Distribution

10. Provide Customer Service

11. Provide Training for Others

12. Cooperation Within the Company

EQUAL OPPORTUNITY EMPLOYER:

Progressive is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law.