Regional Sales Manager

Description

Job Description

Job Title: Regional Sales Manager

Department: Sales

Reports To: Sales Director

FLSA Status: Exempt

Approved By: Human Resources

Approval Date: 12/13/2021

SUMMARY

Position must reside in the Tennessee/Georgia area. Reporting office is in Chattanooga, TN. Candidates outside of this area will not be considered. 

Develops and implements sales and marketing strategies to accomplish sales goals within assigned region. Responsible for providing support to sales representatives within assigned region to achieve sales goals. 

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Develop and achieves sales strategies and objectives for the assigned region in accordance with overall company goals and objectives in order to achieve maximum sales revenue and profitability.
• Directs sales forecasting activities and sets performance goals accordingly.
• Ensures sales team receives training, marketing materials, and support to effectively market company services to customers. 
• Prepare monthly, quarterly and annual sales forecasts for both individual sales representatives and the region as a whole.
• Recruit, mentor and continually develop sales representatives within assigned region.
• Collaboratively work with sales representatives, customer service, and operations to ensure an excellent customer experience. Address customer complaints and make recommendations to improve the overall customer experience. 
• Analyze customer behaviors and identify opportunities and threats. 
• Maintains and expands customer base by collaborating with sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities
• Demonstrates Company values on a consistent basis in every interaction with customers and internal support teams.
• Responds timely to customer requests/inquiries, providing detailed information from operations regarding delivery or quality concerns.
• Negotiates the terms of an agreement and closes sales, in conjunction with input from operations to ensure margins, delivery and quality specifications are well understood and communicated effectively.
• Partners with internal departments, such as Customer Service and Operations, to achieve flawless transition from new customer to solid business partner, effectively onboarding new customers.
• Attends staff meetings and other required meetings to discuss sales trends, issues, competitive activities, and opportunities to maximize sales efforts.
• Regularly monitors each team member’s adherence to safe work practices and Company’s safety policies as well as all quality policies and procedures.
• Addresses employees’ concerns and questions promptly and with appropriate feedback to affected employee(s). Answers employees’ questions related to company policies or directs employees to appropriate resource. Ensures employees follow policies and coaches employees as needed.
• Provides positive and constructive feedback to employees verbally and in writing. Documents feedback using the correct form and format per company policy/procedure. Completes and delivers performance reviews for employees.
• Assists employees with difficult or unusual issues and situations, making decision about disposition of situation or the need to seek additional authorization for action. Maintains sensitivity to employee issues and knows when to refer employees to the correct resource person. Helps employees identify training needs. Ensures employees receive appropriate training necessary to meet and exceed job expectations. Coaches employees requiring additional support and training.
• Conducts interviews and makes employment related decisions, including hiring, disciplinary and termination decisions.
• Participates in leadership training and other company programs to develop leadership and job skills.
• Attends industry trade shows to represent AES and enhance brand recognition.
• Performs other duties and/or leads various company/business initiatives/projects as directed by leadership.

SUPERVISORY RESPONSIBILITIES

Leads a team of Sales Representatives. Provides overall guidance to sales team members within assigned region.

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.

EDUCATION and/or EXPERIENCE

• Four-year degree in business or equivalent combination of education, training and/or experience.
• Five to seven years of experience working in industrial repair or related industry with a minimum of three years in a sales, account management or customer-facing role.
• Two to four years of experience of leadership in a sales/account management or customer-oriented role. 

KNOWLEDGE, SKILL AND ABILITY

• Demonstrated technical knowledge about the services AES offers customers – electronic, electromechanical and other industrial repair services.
• Ability to handle job-related matters in a professional, diplomatic and confidential manner.
• Familiarity with electronic, mechanical and industrial repair markets.
• Excellent ability to read and interpret customer needs, providing ideas about how AES’s services can help support their business.
• Ability to work and communicate effectively with all levels and functional areas of the business.
• Ability to handle job-related matters in a professional, diplomatic and confidential manner.
• Strong organizational, analytical and problem-solving skills.
• Must be self-driven and able to conduct business with minimal oversight/supervision. Strong initiative with a drive to excel is a requirement.
• Strong computer skills, including proficiency with MS Office (Word, Excel, Outlook, PowerPoint) and ability to successfully find information via the Internet.
• Excellent written and verbal communication skills with strong listening skills.
• Ability to present ideas and concepts clearly and effectively to all levels of the company and to external customers.
• Ability to willingly participate in a team environment to achieve departmental and organizational goals and objectives.
• Ability to work with established deadlines.
• Requires ability to assess situations, prioritize, re-prioritize and make appropriate decisions.

PHYSICAL DEMANDS/WORK ENVIRONMENT:

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 accommodations may be made to enable individuals with disabilities to perform the essential functions.  

• Usual office environment with frequent sitting, walking, and standing, and occasional climbing, stooping, kneeling, crouching, crawling, and balancing.
• Frequent use of eye, hand, and finger coordination enabling the use of office equipment or computers.
• Oral and auditory capacity enabling interpersonal communication as well as communication through automated devices such as the telephone.
• Occasional bending, climbing, stooping in order to examine raw materials, work-in-progress and finished goods.
• Position requires ability to frequently travel to and from customer sites, including driving a motor vehicle and flying on commercial flights.

WORK ENVIRONMENT

The work environmental 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.  

• Generally works in a climate-controlled environment.
• Ability to travel occasionally domestically 40-75% of the time.

Occasional: activity exists less than 1/3 of the time.

Frequent: activity exists 1/3 and 2/3 of the time.

AES is an Equal Opportunity Employer, including disabled and vets.