Regional Sales Manager

Job Description

Job Description

Overview

The Regional Sales Manager (RSM) leads the development of the sales strategy and required actions to achieve their assigned region’s revenue goals in total as well as by line of business ensuring profitable revenue growth and retention. The incumbent actively coaches, develops, and mentors regional sales professionals, primarily Territory Sales and Commercial Services Representatives ensuring successful execution of division and region sales strategies. Additionally, the incumbent collaborates with the sustainable growth team to deliver coordinated sales strategy, training, CRM support, and commission planning to regional and division sales professionals.

This role is offered on a hybrid basis, with a combination of in-office and remote work.

Responsibilities

• Ensures achievement of regional financial goals through successful development and execution of division and region sales strategy.
• Manages and directs sales team to achieve set sales goals and YOY growth of budgeted revenue and EBIT goals.
• Manages multiple divisions within a region and customizes sales targets that align with broader Market Area growth strategies.
• Tracks pricing program performance and works with sales representatives to take corrective action where applicable.
• Communicates with controller and division managers on progress of price increases and price programs
• Analyzes current business trends and development performance within the customer relationship management (CRM) system and recommends sales and marketing strategies based on results while collaborating with division and regional leaders to identify achievable sales goals to ensure profitable growth and improvement across the region.
• Tracks and manages key performance indicators (KPI), to develop future sales and marketing strategies.
• Provides coaching, mentoring, and support to sales professionals across the region in achieving long-term and short-term sales goals set by the regional and executive team.
• Coaches and mentors both developing and experienced sales professionals on setting and attaining long-term and short-term sales goals, executing marketing plans, and utilizing available technological resources to optimize individual, division, and regional sales performance.
• Conducts quarterly key accountability reviews for all sales reps and provides coaching and guidance to ensure all key accountabilities are achieved.
• Develops and implements specialized sales strategies and training to ensure continuous improvement in achieving sales goals across the region.
• Hold sales team accountable for accurate and timely CRM usage. Requires pre/post plans for all opportunities to be tracked in CRM
• Drives the development of regional sales plans that yields a sustainable competitive advantage and translates consistent YOY organic growth with high execution of Market Area strategies.
• Develops a regional growth plan in conjunction with the budget process prior to the start of the fiscal year.
• Collaborates with sustainable growth, resource solutions, and regional teams to leverage all available company resources and business lines to offer a comprehensive full suite of customer solutions ensuring growth across the company.
• Holds collective sales representative accountable for identifying and achieving minimum required leads per month for the Solutions Group.
• Ensures the development and implementation of specialized sales strategies and training for continuous improvement in achieving sales goals and customer acquisition and retention across the region.
• Collaborates with division, region, HR, and sustainable growth to identify needed positions, recruit, select, and onboard sales professionals within the geographic region.
• Works closely with departments across the company to ensure similar sales concepts, efforts, and growth across the company.
• Standardizes sales processes, training, and technology with support from the Sales Operations & Analytics Manager.
• Manages the integration of sales professionals from acquisitions within assigned region to ensure proper implementation of Casella sales practices and procedures.
• Manages and provides leadership to team members by effectively communicating, establishing clear goals and objectives, coaching team members on achieving goals, and ensuring access to training and development. opportunities that assist employees in attaining the necessary skills to achieve and implement corporate and regional sales initiatives.
• Applies corporate-approved compensation models and works with regional and field management to ensure they are administered as designed.
• Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.
• Ensures compliance with all company, state, and federal policies, regulations, and laws regarding employment and employee safety.

Qualifications

The successful candidate will have a bachelor’s degree or equivalent experience and a minimum of 8-10 years of progressive sales leadership. The incumbent must have a history of succeeding in collaborative environments. A valid driver's license and occasional travel throughout the region (50-70%) is required.

Strong interpersonal, relationship building, negotiation, communication, presentation, and analysis skills are required. Demonstrated sales results and a track record of success along with an ability to qualify, develop, and manage sales opportunities are expected. Proficient use of Office 365 and other related platforms and extensive knowledge of CRM database systems are necessary.

Although not required, a degree in sales, marketing, economics, or other related degree, relevant sales certifications, and experience or interest in an environmental and or sustainability field are preferred.