Regional Sales Manager

Our Client is the world’s leading developer of water, wastewater, and storm water inspection equipment. With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems 

The Regional Sales Manager (RSM), you will be responsible for developing and implementing the sales strategy for all direct and dealer/distributor channels in the assigned market area of responsibility. This includes the planning for, coordination, and strategy of all business within assigned areas of responsibility (Geography, Market, Channel, Accounts), including all product and support specialists required to engage in the successful pursuit of business. The Regional Sales Manager is also responsible for hiring, training, and motivating sales personnel to ensure successful achievement of assigned goals for performance to plan including growth, market penetration, and contribution margin as appropriate for the assigned area of responsibility. 

Job Responsibilities

1. Sales Strategy Development:
• Achieve sales metrics through the development and implementation of promotional programs, approved pricing policies, sales policies, support tools, etc. Metrics are subject to change but may include gross sales, operating profits, and management objectives. 
• Define and optimize the sales process, sales training, and sales tools. 
• Analyze market trends, competitor activities, and customer needs to identify new business opportunities. 

2. Leadership and Team Management:
• Provide leadership, coaching, in-field training, and oversight to the regional sales team, external sales reps, dealers, and distributors, including accountability for achieving results.
• Set clear sales targets and provide ongoing coaching and feedback to team members to ensure the achievement of goals. 
• Foster a positive and collaborative team culture, promoting professional development and growth. 
• Lead channel VOC activities, including key customer, rep, dealer and distributor/contractor councils 

3. Customer Relationship Management:
• Build and maintain strong relationships with key customers, understanding their needs and providing effective solutions. 
• Address customer concerns and issues promptly, ensuring a high level of customer satisfaction. 

4. Sales Performance Monitoring:
• Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions. 
• Conduct ongoing evaluation of the dealer/distributor network and rep sales organizations, seeking opportunities to upgrade capabilities and improve alignment and ability to achieve sales objectives. 
• Lead ongoing analysis of sales results and drivers to identify plans that accelerate or improve sales results to achieve goals and update monthly sales outlook. This will include reporting results to senior leadership and cross-functional teams. 

Required Experience 

5 years of outside sales experience in a municipal and/or contractor environment within a capital equipment-related industry 
 5 years of experience leading a sales team 

Preferred Experience 
10 years outside sales experience preferred 

Preferred Experience, Knowledge, Skills, and Abilities 

• Experience defining and implementing a structured sales process 
• • Experience using CRM and driving sales team/user adoption 
• • Effective leader with proven ability to develop, coach, and mentor employees 
• • Effective change agent with proven ability to confidently identify, plan, prioritize, and implement meaningful change 
• • Demonstrated advanced sales skills including directing a sales team 
• • Strong written and verbal communication skills to effectively communicate with customers, senior leaders, peers, and members of the sales organization 
• • Proven strategist with the ability to identify new strategies, gain buy-in, and lead to implementation 
• • Proven track record of meeting commitments with the highest standards of ethics and integrity 
• • Able to handle competing demands with a sense of urgency, drive, and energy. 
• • Strong negotiation skills 

Education & Certifications

• • Bachelor’s degree or equivalent experience required 
• • Master’s degree in Business or Marketing preferred 

Travel & Working Environment 

• • Requires 50-60% travel by airplane or automobile 
• • Normal office environment

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