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
Nearest Major Market: San Diego