Regional Sales Manager

2 weeks ago

Saint Paul, United States DAIKIN COMFORT TECHNOLOGIES DIST INC Full time
Job DescriptionJob Description

Stevens Equipment Supply, a member of Daikin Industries Inc., is a wholesale distributor of equipment, parts, and supplies to diverse industries including Residential and Light Commercial Heating & Air Conditioning, Hospitality and Refrigeration, is seeking a professional, skilled individual for our Distribution Sales Manager in Eagan, MN. The Distribution Sales Manager will play a leading role in aggressively growing Goodman, Amana, & Daikin brand residential, light commercial and design build VRV market share. The Distribution Sales Manager will manage our Distribution Business in multiple regions of the United Sates. This role is responsible for implementing and executing our plans across multiple states through a team of sales leaders and account executives.

Responsibilities may include:

• Manage a diverse team of sales executives across multiple regions of the United States. A fair amount of travel will be expected to cover multiple states.

• Manage our regional revenue budget always monitoring and reporting progress, identifying gaps and implementing action plans to recover where/when necessary.

• Further develop and enhance our existing channel partner foot print while simultaneously expanding distribution capabilities in other areas where our presence is weak or nonexistent. Your market assessment and business plan to support a new acquisition will be required.

• Establish mid-term business plan for the geography, translating corporate long term mission and plans to change the way HVAC is sold in the USA.

• Establish annual and monthly sales objectives as well as provide annual sales plan, providing regular updates, revisions and modifications to the plan where necessary.

• Develop and manage local marketing and promotional strategies with our team and channel partners.

• Manage cost control targets; drive top line revenues and new product introductions; implement profit improvement plans to achieve financial metrics when required.

• Determine product needs and plans to support the local market place; work closely with product/vertical marketing teams and other business leaders to meet our goals and objectives.

• Develop, coach and mentor sales and support staff through a highly effective people centered management (PCM) system striving for an industry leading sales and support organization that experiences success and reward.

• Provide market and competitor intelligence through data collection from sales team and detailed territory analysis.

• Ensure all sales related expenditures remain within agreed budget guidelines and manages the overall discount strategy to achieve company sales objectives with maximum cost effectiveness.

Nature and Scope:

• Ensures work is aligned with the Director’s expectations, goals, and vision 

• Develops and drives processes for implementing strategic plans

• Develops departmental plans, including business, production, operational and/or organizational priorities in fast-changing businesses and/or regulatory environments

• Receives assignments in the form of objectives where independent thought and judgment is required for determining the appropriate course of action 

• Works on complex issues and projects 

• Provides guidance and training to managers, supervisors, and high-level professionals

• Has accountability for multiple departments or areas

• Level of signing authority established by company policy/guidelines

Knowledge and Skills:

• Highly motivational leader, proactively driving sales performance and customer focus across the entire company.

• Define and manage the monthly and annual sales objectives for all of the sales personnel.

• Responsible for coordinating the specific objectives of the sales plan with all of the functional departments of the company and most specifically with Sales Planning, Finance, Marketing and Logistics.

• Develop and maintain strong relationships with Independent Distributor principals

• RSDs report to DSM.

• Strong ability to influence, interact and sell to a wide spectrum of clients

• In-depth knowledge of sales and marketing techniques.

• Able to passionately accept the challenge of new technology introduction.

• Comprehensive knowledge of HVAC products and services, customers, decision makers, sales processes and market trends.

• Strong strategic planning, vision, organization and leadership skills.

• Track record of sales, profit and business development growth.

• Outstanding consultative selling and interpersonal skills.

• Excellent analytical skills – ability to translate data into information and apply to business decisions.

• Excellent verbal and written communication and presentation skills.

• Ability to prioritize and function in a fast-paced environment and handle multiple projects.

• Ability to work effectively with peers, subordinate and superiors across complex organizations.

• Detailed knowledge of quality assurance and internal control processes.

• Positive flexible attitude, with a can-do approach to solving challenges.

• Proven leadership, coaching, development and team-oriented mindset

• Proficient using Microsoft Office including Word, Excel and Power Point.

Experience:

• 10+ years general business experience with HVAC wholesale experience

• +5 years of management level responsibility in > $90 million organizations.

• +10 years of sales leadership and/or branch management; experience in a HVAC sales environment is a huge advantage.

Education:

  • Bachelor’s degree, or industry experience
  • People Management: Yes
  • Must be able to perform essential responsibilities with or without reasonable accommodations. Travel required – up to 50 %

Reports to: Division Vice President

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.

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