Regional Sales Manager

Job Description

JOB DESCRIPTION

Employee: Regional Sales Manager

FLSA Status: Exempt/Bonus Eligible

Reports To: VP Sales

Department: Sales

JOB PURPOSE: The Regional Sales Manager is responsible for directing all field sales activities within an assigned region which support obtaining distribution of the companies’ products, essential sales growth of both Trade and Global Projects (Hospitality) channels while increasing market share of all brands within established cost of selling limits. This includes the oversight and development of both direct sales personnel and independent representative agencies where established. This position may, but not always have direct reports.

Essential Duties and Responsibilities

Prepares and maintains an annual, comprehensive business plan for each sales territory within the region in conjunction with direct sales personnel or independent representative agencies.

Develops annual sales plan goal objectives for both direct sales personnel and independent representative agencies within the territory of responsibility; establishes planning and supports resources to achieve these goals.

Keeps abreast of industry developments as to prices, programs, distribution methods, promotions, product features, new products, finishes etc. and reports information which will be useful in evaluating market need and competition.

Maintains a high level of contact with field sales personnel and any, assigned direct reports. Functions as a key liaison between field sales and the corporate office as well as VP of Sales. Assists VP of Sales with information collection, consolidation and reporting recommendations for various requests. Responsible for the final distribution of general information to field sales personnel.

Interviews, screens, select and effectively manage either direct sales personnel or independent representation (field sales) to provide the best manpower possible for achieving annual territory sales objectives.

Offers mentoring and development assistance to both direct reports as well as RSM/DSM team members and independent reps as required.

Maintains a high level of contact with all key accounts and builds strong relationships with C suite executives and showroom personnel within the established distribution base.

Reviews and appraises potential distributors, dealers and secondary customers to support selective distribution of the companies’ products within each territory.

Routinely calls on primary and secondary customers such as wholesalers, decorative distributors, contractors, dealers, kitchen and bath companies, architects, designers, mechanical contractors, remodelers, and builders.

Responsible for utilization and continuous updating of customer data, key information and contacts within our CRM system.

Works closely with field sales personnel to providing training on the companies’ products to both primary and secondary customers. Also provides training on the companies’ products to the field sales team.

Assist in developing marketing and merchandising programs for the companies’ products within the assigned region and best utilizes funding, materials and tools provided.

Reviews, recommends, and helps maintain in conjunction with the field sales personnel all primary and secondary customer displays.

Handles special service challenges for dealers and wholesalers when required and makes recommendations to sales personnel and customers as to obtaining solutions for problems within the company.

Attends regularly scheduled trade shows and corporate meetings and presents formalized programs as required.

Helps in forecasting both current, as well as newly introduced product sales in the market. Keeps the corporate office advised of special needs and product delivery requirements.

Prepares a weekly expense report and submits this report within the required time frame of the then current expense policy.

Manages and stays within an annual, regional budget; including cost of sales, regional marketing funds, travel and personal office expenses.

Provides travel schedule, sales and call activity reports as required.

60 to 70% travel within the United States. Up to 1-2 international trips per year.

“Good Attendance” as per the Hansgrohe Attendance Policy.

Successfully meets annual goal metrics and assigned objectives.

Language Skills

Read and prepare business communications.

Respond to common inquiries or complaints from customers or members of the business community. Prepares and delivers presentations that conform to prescribed style and format.

Effectively present information to top management, public groups and customers.

Knowledge and Skills

Excellent verbal and written communication skills

Ability to self-motivate and multi-task

Ability to work both independently and within a team

Analytical skill set and ability to interact with any level within an organization

Dynamic public speaking skills

Well-developed interpersonal skills and professional demeanor

Proficient in Microsoft Office suite

High motivation to succeed.

EDUCATION AND WORK EXPERIENCE: Bachelor’s degree or equivalent. Minimum of 2 years sales management experience within and knowledge of the plumbing or similar industry and distribution channels.

HG CORE COMPETENCIES: Respecting Diversity, Continuous Improvement, Safety, Customer Focus, Integrity

REGIONAL SALES MANAGER COMPETENCIES: Strategic Planning, Decisive Judgment, Championing Change, Business Acumen, Driving for Results, Resilience, Teamwork & Collaboration, Influencing and Persuading, Motivating Others, Negotiation, Presentation Skills, Meeting Leadership