JOB SUMMARY
Regional Sales Managers are responsible for driving the pipeline, securing new business, and delivering revenue growth amongst their team. This position is to focus on the management of outside business-to business sales through lead generation and client development to continuously grow territory and company success. This role requires exceptional communication and listening skills, a strong work ethic, and the ability to be self-motivated and take direction. Responsibilities include generating new business, client account management, building and managing the success of a team of 1-4 Sales Representatives while focusing on driving territory growth, meeting revenue goals, and ensuring efficient sales performance. This role involves setting performance expectations, monitoring sales metrics, maintaining a strong sales pipeline, and providing ongoing coaching and support to sales team.
ESSENTIAL JOB FUNCTIONS
Sales Productivity and Performance Management: Set daily/weekly expectations for sales productivity and review performance reports, including addressing performance gaps by providing immediate feedback to sales representatives.
Hands-on Approach: Involved in team’s day-to-day and account-to-account activity and help to develop and review top priorities for each representative, including the help of strategizing on their accounts and prospect lists.
Adaptability: Maintain a process-driven approach while being able to adjust strategies and methods as needed to achieve peak performance, with results clearly reflecting those efforts.
Active Involvement: Demonstrate a "do-it-yourself" mentality, ensuring key tasks such as calls, appointments, and value proposition communication are executed correctly in your territories.
Communication and Coaching: Conduct weekly check-ins with sales representatives to review performance, strategy, and pipeline data. Regularly ride along with representatives in the field as part of support and productivity responsibilities to ensure proper support and sales cycles progression.
Revenue and Call Plan Management: Be accountable for achieving revenue targets and directly call on accounts when necessary for individual pipeline and teams’ pipeline, including providing feedback.
Client Relations and Management: Build, strengthen and maintain own and team’s client relationships through appointments, phone calls, emails communication and frequent meetings.
Team Leadership & Reporting: Report on team progress and sales metrics to upper management with the mission of territory growth. Lead the sales team by coaching on performance and strategy, including coverage for sales representatives call plans as needed.
Account and Pipeline Management: Ensure all accounts are accurately tracked and actively and effectively pursued, including data management of accurate pipeline data, ensuring prospects are properly categorized and worked on while pursuing and generating new business prospects.
QUALIFICATIONS AND EDUCATION REQUIREMENTS
3+ years in sales management or related experience.
Strong leadership, communication, coaching, people skills, and emotional intelligence for the purposes of building relationships internally and externally.
Must be comfortable selling premium price product with differentiation, prior experience preferred.
Proven ability to manage sales pipeline and exceed revenue targets.
Effectively articulate service benefits while engaging clients’ attention and time, with a willingness to deal with rejection while remaining self-motivated and determined.
Excellent organization and time management capabilities, including being a team player.
Ability to execute job functions through creative and out-of-the-box thinking.
$100,000+ On Target Earnings (OTE) with uncapped commission opportunity
PHYSICAL REQUIREMENTS
The position is in an indoor, office environment that requires working in the field or at events with customers. It requires the ability to communicate with internal and external customers or vendors verbally and in writing, sit for periods of time, operate typical office equipment which requires seeing and the use of a keyboard. Work is mainly performed in a temperature-controlled office environment or travel via vehicle. While performing the duties of this job, the employee is required to walk 30% of the time, stand 30% of the time and sit 40% of the time. Position requires travel including driving, occasionally by airplane. The employee will occasionally lift and carry up to 20 lbs.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
WHAT WE OFFER
Medical, Dental, and Vision insurance
401k + matching contribution
HSA + matching contribution
Paid Time Off
Life Insurance
Employer-paid short and long-term disability insurance
...and more!
Imperative Logistics Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
What We Do
Imperative Logistics Group is a diversified supply chain management company, offering a unique portfolio of complementary, premium logistics services. We specialize in Global Forwarding, U.S./Mexico Cross-Border Solutions, Mission Critical Domestic, Expedite Services, and Fine Arts..
