Regional Sales Manager, Mid-West

Location : Chicago, IL

Salary : $100,000 — $125,000

SUMMARY

Under the direct supervision of the Vice President of U.S. Sales, the Regional Sales Manager is responsible for the revenue growth and profitability of the assigned Mid-West region. The Regional Sales Manager will achieve this goal by driving revenue through Company Channels.

The Regional Sales Manager will develop and expand relationships throughout the region. The Sales Manager will be the face of the Company brand with our, dealers/distributors and Company Product end-users, executing and managing all sales, and training efforts for the Company’s Products brand.

RESPONSIBILITIES

• The territory to be covered is the Mid-West region including ND, SD, NE, IA, KS, MO, MN, IL, MI, WI, IN, OH, KY. Meet and exceed the assigned sales goals for the territory.
• Evaluate and appoint new dealer & distribution channels as required. Training, motivating and working with the distributors to drive demand of Company Products.
• Travel to key metros in your territory each quarter. Up to 75% travel required being that the territory is big has a large opportunity for business.
• Organize travel months in advance so that the most valuable activities are prioritized maximizing reach and effectiveness.
• Drive end-user demand in your assigned territory by meeting regularly with the key departments ensuring that we are always expanding our business in meaningful metros.
• Drive end-user demand in your assigned territory by meeting regularly with the key training centers in your territory.
• Focus on education by executing and coordinating over 150 burns per year.
• Set up and agree on sales goals and objectives with distributors. Request sales forecasts from them in an effective and timely manner.
• Update Company’s CRM daily with activity reporting and opportunity management.
• Conduct sales training and product training sessions for distributors using the established training programs to a level where they can actively sell the product.
• Negotiate dealer agreements, ensuring minimum annual commitments are agreed upon and achieved.
• Develop and manage lead demand-generating marketing activities, i.e., customer promotional events, customer training, trade shows, etc.
• Manage a high volume of inbound leads and drive them to closure.
• Recruit, train, and manage manufacturer representative partners in the assigned territory to ensure delivery of sales targets and support in identified channels and geographies.
• Manage Customer relationships: expectations, needs, concerns, etc., to encourage the consumption and sale of new products.
• Communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Develop and track key customer and dealer metrics such as sell-through reports, ensuring the closure of meaningful deals.
• Assist with high-severity requests or issue escalations as needed.

SKILLS KNOWLEDGE AND ABILITIES

• Ability to sell a solution and project manage a long sales cycle
• Selling into the Fire Channel required
• Start-up experience. Wearing multiple hats and working independently to get stuff done remotely.
• Proven ability to manage multiple projects at a time while paying strict attention to detail
• Excellent listening, negotiation, and presentation skills
• Excellent verbal and written communication skills
• Strong CRM, spreadsheet, PowerPoint, and computer skills required
• A high degree of self-initiative and integrity required
• Aggressive sales professional who builds strong relationships based on trust and delivering on commitment
• Experience managing a channel selling technology products/hardware a plus
• Ability to learn complex technologies quickly
• Ability to combine a high degree of technical knowledge with good sales and communication skills.
• Talented in writing proposals, giving presentations on company products and services, performing system demonstrations, forecasting, and closing transactions.
• Sales hunter. Able to identify opportunities, sell value, and build long-lasting partnerships
• A strategic sales professional who plans for revenue growth and knows what’s needed to execute that plan

REQUIREMENTS

• 50 – 75% travel time is required
• BA/BS degree or equivalent business experience
• 5-7 years as a regional sales manager, national account manager, or territory manager selling a product within the fire channel
• Thermal experience is a plus but not a requirement