Director, Territory Sales - West Region

Job-ID: 12355; Location(s): Field 

JOB DESCRIPTION SUMMARY

Responsible for all aspects of management of field sales teams within responsible Regions. Contributes to the creation and implementation of policies and procedures; schedules meetings with Regional Sales Directors to develop and drive goals and objectives within Regions; analyzes market conditions, and contributes to the development of sales, marketing and key account plans; provides and monitors the provision of staff and customer training; contributes to the development and administration of Territory sales and expense budgets with P&L responsibility for Territory budget; cultivates long-term relationships with regional management of key accounts; responsible for pricing policy, price governance and approval of price exceptions within established thresholds; oversees the management of cross-functional teams within regions; contributes to the negotiation and management of Distributor and Contractor rebate programs; contributes to the development and analysis of various sales reports, forecasts and KPI metrics to identify business opportunities and manage business processes. Participation as part of cross-functional teams to provide decision input or administrative support as directed. Primary and secondary approval of payroll and expenses; authorizes time-off.

JOB DESCRIPTION DETAILS

Management

•    Manages, selects, trains, motivates, reviews, coaches, develops and retains a high performance team.
•    Conducts timely and accurate employee performance evaluations; addresses performance issues as needed.
•    Implements, and maintains policies, procedures and territory/regional/intra-departmental communications; maintains managerial relationships by encouraging and providing a timely, two-way flow of information between subordinates, management, and user groups. 
•    Motivates team to improve sales and provides training and development opportunities as needed.
•    Ensures compliance in Health, Environment & Safety/Quality in all areas of operations; ensures company policies and guidelines, as set forth in the  Corporate Human Resources Policy manual are followed; maintains a safe and compliant work environment.
•    Regularly schedules meetings with Regional Sales Directors and field sales teams, via conference calls or in person, to discuss goals, strategies, and objectives; defines and manages monthly and annual sales objectives; monitors overall performance and provides direction and objective coaching as needed.
•    Analyzes and develops individual business plans in order to achieve Territorial and Regional goals.

Training
•    Maintains professional knowledge by attending training sessions, webinars, educational workshops; reviewing professional publications; establishing personal networks and attends industry conferences and trade shows. 
•    Offers and supports training for Regional Sales Directors and field sales teams, facilitates and promotes staff training and professional development as needed or requested.

Budget
•    Develops and administers territory budget, including reviewing previous years budget/expenses and forecasting short and long-range budgeting needs; communicates and disburses budget to field sales team; authorizes expense reports; approves and manages expenditures; ensures expenditures are in alignment with approved budget.

•    Manages P&L to obtain territory/regional profitability in order to achieve operating profit goals; reviews monthly with field sales teams.

Sales and Business Strategies
•    Develops and implements marketing/sales and account strategies in accordance with corporate goals; implements plans for strategic accounts within specified territory/region in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
•    Cultivates long-term relationships with key account decision makers; develops a complete understanding of the organization’s structure and key buying influences of assigned account.
•    Delivers professional sales presentations, utilizing product samples and PowerPoint slides, to various individuals, including but not limited to cross-functional teams, facility engineers, plant managers, distributors, code officials, educators, wholesalers, contractors, etc. in order to advance market growth and product knowledge/development.
•    Communicates with product management and cross-functional teams regarding product launches and product timelines; forecasts inventory accordingly; notifies wholesalers/contractors of any shortages, shipping and availability issues; ensures proper market execution regarding presence, integrity and deployment.
•    Works with cross-functional teams on new product strategies; attends committees for new product development and launches; performs market research; obtains customer feedback regarding new products; works with VP of Sales to determine pricing and market launch strategies. 
•    Negotiates and manages rebate and pricing programs.
•    Attends annual National Sales Meeting.
•    Initiates sales calls on individual accounts, plumbers, distributors, etc.; travels with field sales team members to make joint sales calls to key customers, distributors, and contractors. 

Reporting
•    Maintains daily/weekly/monthly/quarterly/yearly sales reports, forecasts, and business metrics; identifies business opportunities; reports on trends with distributors and products, what competitors are doing and on new business initiatives.
•    Creates and reviews monthly reports to assist in targeting specific accounts, regions, and/or product categories.
•    Prepares various monthly reports on quarterly and annual goals and objectives, highlights and challenges, sales and expenses; Director of Sales- NA.
•    Prepares and reviews monthly reports with Regional Sales Directors, including CRM monthly recap report and BI reports to ensure goals and objectives are achieved.

Other
•    Attends meetings as required or assigned.
•    Performs other duties as required or assigned.

Special Job Dimensions
•    Will be required to travel up to 80% of the time.

REQUIRED QUALIFICATIONS

Knowledge, Skills and Abilities

•    Knowledge of computer programs including but not limited to Microsoft Word, Excel, Outlook, PowerPoint, SAP, Adobe, BI, CRM
•    Knowledge of marketing and industry trends
•    Negotiating and influencing skills
•    Advanced sales management, sales process and presentation skills
•    Excellent oral and written communication skills
•    Strong interpersonal skills
•    Strong analytical and problem solving skills
•    Proven ability to recruit, on-board manage, train and lead a high functioning team
•    Ability to resolve issues with customers and staff
•    Ability to work with minimal supervision with timely results
•    Demonstrated ability to understand and implement financial concepts and measurements
•    Ability to perform with superior service, reflecting a positive company image while sustaining a positive attitude within sphere of responsibility; demonstrates a solid understanding and affiliation with Viega LLC’s Core Values; always going above and beyond to help others out, regardless of their position or department.
•    Ability to adhere to the highest standards of quality and professional ethics while continually performing at the highest possible level. 
 

Education, Certification/License & Work Experience

•    Bachelor’s Degree in Business or related discipline required
•    8-10 years of industry experience required
•    5-7 years in a sales management role required  
Equivalent combinations of education and experience may be considered.
 

Your contact person:

Sandra Brady