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Regional Sales Manager

1 month ago

La Mirada CA United States TEC Equipment Full time

Overview:

The Regional Leasing Sales Manager (RLSM) drives revenue growth for all aspects of the leasing business in their assigned area of responsibility (AOR) and is responsible for leading the sales effort to maximize market share in the region.

Key areas of responsibility include:

  1. Work hand in hand with the Region Director to build and execute the strategic growth plan for the region.
  2. Provide the processes and resources needed for the as to master leasing disciplines throughout the company including revenue growth, sales mix, sales database development, BEV or emerging technologies in trucking, and trucking order processes.
  3. Support the financial performance of the leasing company by being the gatekeeper for the profit model in the sales process ensuring the sales team balances sales volume and transaction profits.
  4. Build and optimize a org design that scales with the needs of the business and recruit, develop, and retain best-in-class talent.
  5. Partner with other TEC revenue streams to optimize cross selling, interdepartmental collaborations, net profit, and return on facilities.
  6. Be the gatekeeper and facilitator of best practices for the assigned departments.

Responsibilities:

  • Collaborate with the Region VP and corporate partners to develop mid to long term strategies for growing the assigned region to 10% market share. Maintain and/or develop a detailed understanding of the macro markets and build systems of management the field can use to align the sales mix to meet macro and micro market conditions.
  • Work hand in hand with corporate and local teams to drive a sales mix that strikes a good balance between growth, profit, and risk. Ensure proper use of existing systems of management to build a robust, real-time view of the market potential and maximize productivity of the sales team.
  • Build systems of management that drive revenue growth with a sales mix that balances operating profit, balance sheet risk, and customer value. Assist Region Director in building 5 year plans to expand the region footprint with new locations balancing market opportunity, access to key resources, OEM expansion priorities, and return on investment.
  • Be the region champion for using salesforce to build the most accurate, timely dataset for lease and rental opportunities in your markets. Build systems of management to ensure the sales team is prioritizing sales time toward high output prospects. Use root cause analysis on prospect, win / loss, and other sales data to determine sales strategy and sales rep effectiveness. Monitor and distribute new or dormant prospects between reps to maximize market penetration.
  • Be the expert in emerging technologies with an emphasis on battery electric vehicles (BEV) by actively engaging in ongoing learning. Attend relevant conferences, seminars, workshops, and webinars to gain insights into the latest advancements.
  • Share insights, findings, and best practices with colleagues through internal presentations and collaborative discussions. Work hand in hand with corporate and local experts to develop and launch alternative fuel leasing within the region. Ensure compliance with regulatory requirements and attempt to take advantage of subsidies, grants and rebates.
  • Work side by side with Region Director, Region Operations Manager, and the sales team to submit timely, accurate sales order packages. Monitor the order board for the region and inform key stakeholders to ensure timely deliveries or changes. Be the focal point for special orders and unique truck sales and aid operations to determine the necessary cost per mile, residual and training updates.
  • Be the region expert in contract language, pricing and product trends, and the gate keeper of the leasing profit model to ensure a proper balance of sales volume and transaction profits. Proactively identify and address any discrepancies of issues in the ordering processes and fleet mix, implementing course corrections as necessary to maintain efficiency and profitability.
  • Use the organizational design and scaling tools linked to the business model to assemble and maintain teams of corporate professionals that support the Leasing field locations in executing the business model. Fill out the org design by recruiting or aiding in recruiting talented people that embody TEC’s values and culture.
  • Ensure systems of management are used to train & develop teams including the use of ramp plans, comp plans, personal development plans, quarterly feedback sessions, instructive and example-based learning, on the job training, job shadowing, and direct instruction.

Qualifications:

  • Education and/or experience equivalent to a Bachelor’s Degree in Business, Management, or related field.
  • Two or more years of sales management experience preferred
  • Five or more years of contract sales experience in a business to business environment
  • One or more year of direct sales or sales management experience preferred
  • Mastery of sales process and personally capable of prioritizing and acquiring quality sales for business to business transactions
  • Strong knowledge of truck repair quality standards
  • Strong knowledge and understanding of trucking/leasing industry
  • Intermediate knowledge of basic software and applications including Windows, Microsoft Office Suite, etc., and ability to learn new computer programs quickly
  • Makes quality decisions and deals with ambiguity effectively.
  • Strong business acumen with ability to analyze, prioritize, identify, create, and execute solutions
  • Excellent at directing others, developing direct reports and conflict management.
  • Demonstrates good composure, patience, and compassion for direct reports and peers.
  • Exceptional customer focus, written and oral communication, and interpersonal skills.
  • Ability to build effective relationships with external and internal partners
  • Ability to work independently and remain detail-oriented and composed under pressure and in a fast-paced environment
  • Ability to act as a team player and remain flexible and adaptable

Benefits:

TEC provides our employees and their families with a full menu of health, wellness, and retirement benefits.

New hires are eligible to participate in TEC Equipment’s comprehensive benefits plan the first of the month following your date of hire.

  • Choice of two comprehensive medical plan options that include prescription drug coverage
  • Choice of two dental plans that cover preventative and diagnostic care, basic and major services, and orthodontia for children
  • Vision care, discounted hearing exams, and hearing aids
  • 401(k) retirement savings plan with company contribution
  • Life, accident, and disability insurance
  • Employee Assistance Program (EAP)
  • Education assistance
  • Seven paid holidays, vacation accrual of at least 48 hours per year, and paid sick

Statements:

All offers of employment are contingent upon successful completion of all applicable screenings.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.