Regional Sales Manager

Summary

Reports to Director of Sales, Marketing and Service

Responsible for his or her region’s performance with the overall responsibility to increase sales and market share by performing the following duties personally or through a sales representative:
• Supports and develops the relationship with the sales representatives in their assigned region to secure & grow sales and market share
• Works closely with the Director of Sales/Marketing & Service, Marketing Manager, Accounting Manager, Service Manager, Manufacturing Manager and Engineering Manager to keep all informed of sales & competitive issues in the field

Essential Duties and Responsibilities include the following. Other duties may be assigned.
• Manages the sales of all dehumidifier products in territory to increase sales and market share profitably.
• Maintains and develops relationships with sales representatives and specifying engineers.
• Develops relationships with key building owners or trade groups that influence or select equipment.
• Motivates the sales representatives to sell all product lines and markets through training, field sales calls, technical design assistance and factory support.
• Evaluates the sales representative’s performance by establishing annual goals and maintaining appropriate communication with the sales representatives to meet these goals.
• Develops a thorough knowledge of all dehumidification products and processes to train new staff and sales representatives as well as apply Desert Aire products to all applications.
• Travels 40% (>6 overnights per month) to ensure proper frequency of one-on-one interaction with sales representatives.
• Implements the written marketing plans with each representative in the region.
• Provides technical support of all communication from the field.
• Provides timely response to all sales representative’s inquiries and ensures proper follow-up of all construction reports and other sales leads.
• Provides competitive intelligence on regional basis.
• Ensures completeness and accuracy of all incoming order (pricing, discounts, part numbers and descriptions) and supports inside sales when discrepancies exist.
• Participates with and implements the department’s quality improvement programs, processes and intercompany communication.
• Acts as Engineering and Production department liaison with sales representatives.
• Provides feedback for new products and new market development and advises the need for existing product communication.
• Participates in all Air Mail Rep newsletter, trade shows as required, new literature and support material development, and development and modification of marketing plans.
• Follows all company policies and procedures.

Supervisory Responsibilities
Directly supervises the (non-employee) sales representatives force in the assigned regional area. Carries our supervisory responsibilities in accordance with the company’s goals for increased sales and market share.
Responsibilities include recruitment and training of sales representatives; motivating, planning, establishing goals; appraising performance; addressing complaints and resolving problems.

Competencies
Ethics and Integrity – Possesses strong set of core values and beliefs consistent with social, ethical, and organizational principals. Confronts unethical situations.
Health & Safety – Focuses on maintaining and promoting the health, safety and security of everyone in the organization or anyone who comes into contact with it.
Customer Focus – Builds effective relationships, identifies customer expectations, sees issues from their point of view; offers practical recommendations.
Trust and Respect – Offers respect to all in the work environment, adheres to high personal standards of acceptance, reliability, openness, and consistency of action with words.
Team Building – Recognizes and builds on the strengths of others. Looks for ways to build positive relationships on the work team. Demonstrates trust and respect for others.
Product Knowledge – Relates to the understanding and operation of the organization’s product offerings and the value of those products to customers.
Commercial Awareness – Relates to the identification of opportunities and making informed decisions which reflect the needs and priorities of the business.

Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Certificates, Licenses, Registrations
Current Driver’s License and satisfactory driving record in order to travel and rent automobiles.

Education and/or Experience
Bachelor’s degree in engineering from a four-year college or university; or ten years related sales experience and/or training; or equivalent combination of education and experience.

Computer Skills
To perform this job successfully, an individual should have adequate computer capabilities and knowledge of Office Word and Excel.

Language Skills
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients and customers.

Mathematical Skills
Ability to work with mathematical concepts such as probability and statistical inferences, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.

Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee must frequently sit. The employee must occasionally be required to stand; walk; climb or balance; and steep, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to wet or humid conditions (nonweather); works near moving mechanical parts; works in high, precarious places; outdoor weather conditions; and risk of electrical shock. The noise level in the work environment is usually moderate.