Regional Sales Manager

• Manages five (5) or more account managers
• Manage the region business development and execution strategy for the company to reach assigned objectives
• Manage profitability of the region, all accounts and vendors/lines
• Manage and build vendor relationships and become key operational contact
• Introduce/propose new products, new lines and new strategies to grow business
• Establish clearly defined sales plans to support company’s financial and sales goals; Account Managers & TSR’s must clearly understand assigned objectives
• Work with customers to build solid relationships and to build the business
• Make regularly scheduled calls on key accounts, and familiarize yourself with other classes of trade
• Bring forward ideas/concepts on how to accelerate sales activity in your area of responsibility and where you recognize other opportunities may exist
• Prepare sales reports as needed/requested; document calls and activities against accounts
• Work in a team concept and build trusting relationships with all internal contacts
• Conduct formal performance reviews with Account Managers and TSR’s on an annual basis
• Extract back-up candidates for Account Managers & TSR’s from the marketplace via contacts, online ads or networking; always have a “bench” of talent
• Conduct weekly one-on-one meetings with team members
• Regularly conducts ride-a-longs and joint sales calls with their sales team; working with their team to support and build customer relationships
• Hold team accountable for obtaining documented productivity and cost savings goals
• Conduct Quarterly Business Reviews (QBR) with top accounts
• Weekly/monthly updates on performance metrics should be provided as lead in to formalized annual reviews
• Monitor and measure performance of sales and perform analysis on such as requested
• Operate as a leader and constantly reinforce the goals and objectives of the company and the sales group; develop fundamental / functional plans as needed
• Contribute knowledge and expertise to peers and colleagues to elevate their knowledge / performance; be open, honest and direct with supervisor
• Work with budgets as far as tracking and monitoring spending; budget analysis will be conducted as needed
• Build the “best team” possible as quickly as possible
• Maintains a close working partnership with internal departments including, but are not limited to, operations, customer service, finance, integrated supply, human resources and purchasing, etc.
• Works closely with all external contacts including national accounts, customers, vendors, suppliers, etc.
• Travel is primarily local during the business day, although some out-of-the-area and overnight travel may be expected
• Other duties as assigned
• Reports to the VP of Sales

• 5-10 years’ experience in outside sales; 2 years prior experience managing a team highly preferred; metalworking/MRO/industrial distribution experience

• Strong sales management skills that are reflected in leadership, motivation, drive for results, welcomed accountability and organizational strategy
• Must have strong technical working knowledge of industrial applications and the customers in territory
• Proven track record in achieving short- and long-term sales goals, margin objectives, new account acquisition, account retention and account penetration (expanding sales within active accounts)
• Should have solid contacts within the industry and across channels; forecasting capability is required
• Strong verbal and written communication skills are required along with ability to give presentations confidently with both internal and external partners
• Attention to detail is mandatory and follow-up throughout the selling process is vital
• Strong financial and analytical skills
• Ability to translate corporate objectives and strategies into individualized selling plans for Account Managers and TSR’s; innovate and implement selling solutions as needed
• Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint) and CRM solutions
• Negotiating skill set is required to extend benefit to all parties and to create a strong relationship upon which to build future sales
• Must be able to sell Senior Level individuals and to build relationships with all vendors within management responsibility
• Keep supervisor constantly informed

• Excellent time management, organization and prioritization are paramount to being successful
• Manage sales expense budget
• Be a major “contributor” to the Company goal and significantly support the Mission
• Passionate, Adaptable, Customer Focused and Teamwork oriented
• Strong sense of urgency and accountability
• Total Compensation Package Target: $150k - $175k (salary + commission)

• Requires prolonged sitting, standing, bending and walking
• Moderate to heavy use of hands in grasping, repetitive hand movement and finger coordination in keeping records and using a keyboard
• Speech and hearing to communicate effectively in group settings, one-on-one, and by telephone
• High level of concentration, confidentiality and organization
• Must be able to occasionally lift 50 pounds

DGI Supply