Job Summary
The Regional Sales Manager (RSM) reports to the Regional Sales Director (RSD) or in specific cases directly to the VPs (Products, Services and Systems) and is responsible for the development and performance of all sales activities within his/her assigned region. The RSM manages and directs regional sales partners and provides leadership towards the achievement of maximum profitability and growth in line with company's sales strategy and marketing plan. Establishes market plans and strategies to expand the customer base in the assigned territory and ensures development of training and educational programs for Sales Representatives and clients.
Essential Job Functions
- Develops a business plan and sales strategy for the market that ensures attainment of regional and company sales goals and profitability.
- Initiates and coordinates development of action plans with the support of Technical Application Engineers (TAE) to penetrate new markets.
- Assists in the development and implementation of marketing plans as needed.
- Prepares action plans by sales partner and/or customer for effective search of sales leads and prospects.
- Conducts regular one-on-one business reviews with all sales partners to support the business development activities, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.
- Scouts and proposes to senior management potential new sales partners either for replacement of non-performing sales representatives or distributors, or to increase market coverage.
- Proactively collaborates with other Regional Sales Teams for effective search of sales leads and prospects.
- Gathers appropriate information to create monthly sales forecast.
- Provides timely feedback to senior management regarding performance.
- Maintains accurate records of all pricings, sales, and activity reports submitted by Sales Representatives.
- Utilizes systematically the internal CRM system to effectively manage the sales activities.
- Is responsible for delivering commercial proposals, also in cooperation with Sales Assistants and/or TAEs when required.
- Represents the company at trade shows and conferences.
- Make sales and retention calls on clients.
- Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
- Controls expenses to meet budget guidelines.
- Ensures that his/her conduct complies with the company's ethical standard, also acting as an ambassador of ethical practices also to other colleagues and all partners.
- Review all sales contracts to ensure legal compliance and that the company and the client will be able to fulfill all obligations of the contract.
- Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
- Perform related duties as assigned by the Regional Sales Director or VPs.
- Participates to regular performance reviews with the RSD and VPs (Product, Services and Systems).
