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SUMMARY:
The Western Regional Sales Manager will lead and inspire a team of technical sales representatives within an assigned region. In this role, the RSM will be responsible for overseeing the performance and development of the sales team, ensuring that sales targets (revenue, gross profit, and EBITDA) and sales activity levels (such as number of tracked projects, architectural calls, products presentations, quotations, job site visits) are met and exceeded. The RSM will provide guidance, training, and support to their team members, helping them to effectively promote and sell a line of products and solutions. Additionally, the RSM will collaborate with senior management to develop sales strategies, identify market opportunities, and drive business growth.
The ideal candidate will have a strong background in sales management, a thorough understanding of passive fireproofing technologies, and exceptional leadership skills.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Directs and coordinates the performance of assigned TSRs; ensures maximum sales effort and achievement. Direct accountability for regional sales (annual).
- Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals.
- Ensure the delivery of targets through individual recognition, performance review, Strategic sales goals and people management. Recognizes and rewards top sales producers. Focus on measuring Sales Activities that achieve Sales Objectives that produce Business Results.
- Provides Tier Two technical product and application support to TSR’s and customers with minimal escalation.
- Evaluates direct reports’ performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and/or as indicated by circumstances presented on an individual basis.
- Has regular Performance review one to one sessions with TSRs to identify positive activity.
- Performs regular review with direct reports of the technical sales reps’ sales pipeline and sales activity metrics to ensure desired sales objectives and business results are met.
- Works with TSR on formulating territory, account and project pricing strategies and offers and implements ideas concerning terms of sale (discounts) allowances (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement.
- Supports Senior Sales Management in establishing annual and regional sales projections by product and recommends programs to ensure level sales volume (within practical limits) based on TSR feedback.
- Informs Sr. Sales leadership, through reports as appropriate, the actions and accomplishments of the territory, including current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.
- Directs and coordinates the performance of assigned TSRs; ensures maximum sales effort and achievement. Direct accountability for regional sales (annual).
- Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals.
- Ensure the delivery of targets through individual recognition, performance review, Strategic sales goals and people management. Recognizes and rewards top sales producers. Focus on measuring Sales Activities that achieve Sales Objectives that produce Business Results.
- Provides Tier Two technical product and application support to TSR’s and customers with minimal escalation.
- Evaluates direct reports’ performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and/or as indicated by circumstances presented on an individual basis.
- Has regular Performance review one to one sessions with TSRs to identify positive activity.
- Performs regular review with direct reports of the technical sales reps’ sales pipeline and sales activity metrics to ensure desired sales objectives and business results are met.
- Works with TSR on formulating territory, account and project pricing strategies and offers and implements ideas concerning terms of sale (discounts) allowances (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement.
- Supports Senior Sales Management in establishing annual and regional sales projections by product and recommends programs to ensure level sales volume (within practical limits) based on TSR feedback.
- Informs Sr. Sales leadership, through reports as appropriate, the actions and accomplishments of the territory, including current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.
- Ensures the Sales Team is actively involved in the collection of outstanding accounts receivable to ensure consistent payment and cash flow.
- Perform regular ride-along with TSR to gain true perspective from the field rather than relying only on data and sales reports; highlight market and customer challenges, improve the professional relationship and accuracy of communication between RSM and TSR; meet with Key Accounts; create a continuing coaching opportunity; Enhance salesperson performance to benefit both the company and the individual customer.
- Appraises performance of assigned TSRs; Analyzes sales data to find strengths and weaknesses; assesses training and development needs, and recommends personal and professional developmental programs, as indicated.
- Advises the Senior Sales Managers of sales problems encountered and of the performance of the technical sales representative.
- Leads in researching, identifying, and interviewing prospective TSR candidates.
- Organize training for new and existing TSRs.
- Awareness of competitive products and marketing practices, and to keep management informed concerning them.
- Develops and offers new product/marketing ideas to the Marketing Team and/or Product Manager for consideration, with presentations to include all available market data (volume, overhead, cost data, profitability, trend analysis, etc.).
- Coordinates the analysis of the market potential within a given geographical area(s), including competitive strategy and pricing information, activities, market trends, and other relevant facts, and reports findings to the Senior Sales and Marketing.
- Participates in strategic planning and provides leadership and guidance in carrying out Action Plans relative to accomplishment of corporate goals/objectives.
- Attend and participate in sales meetings, training programs, code and fire safety industry groups, self-development programs, association meetings and trade shows.
- Performs other duties as assigned.
EXPERIENCE:
- Minimum 3 years’ experience managing sales teams within the spray applied fireproofing industry.
- Architectural Building materials sales process experience.
- Experienced user of CRM software to manage sales activities such as SalesForce.
KNOWLEDGE:
- Bachelor’s degree from four-year college or university with major in Business Administration or Marketing.
- 7-10 years spray applied fireproofing industry experience and strong technical knowledge.
REQUIREMENTS and SKILLS:
- Ability to build strong business relationships with internal and external “customers”.
- Technical proficiency in estimating and applying spray applied fireproofing.
- Coaching, mentoring, and sales training ability
- Ability to identify and onboard new talent.
- Key Accounts support
- Sales Techniques
- Sales activity and budget planning
- Tracking and analyzing sales statistics based on key quantitative metrics.
- Problem-solving skills
- Strong Communicator
- Working knowledge with CRM software such as Salesforce
- Proficiency in Microsoft Word, Excel and PowerPoint.
- Ability to travel 70% of the time.
- Strong communication and presentation skills are required.
- Travel as needed
- Knowledgeable leader for sales reps.
- High self-confidence and “can do” attitude.
- Computer literacy.
The base salary anticipated is $150,000 – $160,000 per year for this position at the time of this posting. Consistent with applicable law, actual compensation may vary and will be determined by several factors, including but not limited to, the applicant’s skills, qualifications, experience, and other job-related factors. Isolatek International reserves the right to modify this pay range at any time. An employee may also be eligible for annual discretionary incentive compensation based on company and personal performance.
Isolatek offers a wide range of employee benefits, including health insurance, life insurance, disability insurance, paid time off, sick leave, vacation, and 401(k), in addition to other benefits.
This job description is not intended to contain a comprehensive listing of activities, duties, or responsibilities that are required for this position. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
Isolatek is an equal opportunity employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, veteran status, or any other protected factor. No phone calls, please.
