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Regional Sales Manager, Northeast
2 months ago
Job DescriptionRegional Sales Manager, Roofing ProductsOMG Inc. is a leading manufacturer of fastening products and technologies for the commercial roofing and construction industries worldwide. Headquartered in western Massachusetts, OMG is an equal opportunity employer prioritizing the safety of our employees and customers. The company values integrity, teamwork, diversity, trust, respect, commitment, and a passion for excellence. OMG is a global company operating manufacturing facilities in Massachusetts, Illinois, and Minnesota.Position OverviewOMG currently operates in two Divisions: OMG Roofing Products and FastenMaster®. OMG Roofing Products is a leading global manufacturer and supplier of value-added components for the commercial roofing industry. The FastenMaster Division manufactures and markets innovative, premium quality wood-to-wood fasteners that are engineered to enable professional contractors to complete building projects safer, faster, and easier. the Regional Sales Manager maintains a deep understanding of the relevant commercial activity in an assigned region, and through effective strategic plan deployment and customer relations management, positions OMG as the leading roofing products supplier. The Regional Sales Manager assists with the development of strategic plans that drive customer loyalty and sales growth in the region, and brand strength. Key to success in this position is the ability to track performance against targets, make adjustments as necessary to accomplish identified goals, manage and develop a team of Territory Managers and respond to requests internally for information regarding the region's performance. Position ResponsibilitiesPromote Safety as the Number One Priority of all OMG employees.Ensure resources in the region understand and follow related safety policies and procedures.Utilize Roofing Products' CRM program, "The Bank", to develop and track annual plan performance against goals by Product and Territory Manager.Ensure Solution Selling process is used to manage all opportunities within the region.Manage pricing and promotional activities within the region to meet financial objectives for sales growth and profit contribution. Assist with the design and implementation of strategic plans to achieve regional goals, modifying plan design or deployment as necessary to meet changing business conditions.Obtain market intelligence, competitor activity, new product opportunities and customer feedback in region to suggest potential improvements to products, or sales and marketing practices.Implement Lean metrics in region to drive targeted behaviors and goals, utilizing data to monitor performance and identify trends, and countermeasure process as needed.Establish SMART goals for regional team resources to support achievement of goals and objectives, review and monitor goals one level down from direct reports.Maintain and expand customer base by coaching Territory Managers to build and maintain rapport with key customers and identify new customer opportunities.Build sustainable partnerships with all key customers and contractors by emphasizing brand and product value, and customer service.Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks and maintaining a current understanding of market conditions that impact the region.Submit timely and accurate reports on Region performance.Ensure that performance expectations are communicated clearly to team resources, monitored regularly and coaching and discipline tools are utilized when necessary.Develop resources within the region, utilizing internal and external tools and measuring progress by in-person observation of on-the-job skills.Provide input on planning and development of annual compensation programs to drive strategic targets.Ensure compliance with Company policies and procedures within region, including those related to safety, travel and expense reimbursement.Effectively recruit for open positions, obtaining necessary requisition approvals and working with recruiters to respond timely to resume review and interview schedule requests.Develop Territory Managers, utilizing periodic reviews, and ongoing reinforcing and redirecting feedback opportunities to strengthen performance and engagement.Submit administrative paperwork in a timely and complete manner, including requests for paid time off.Perform other tasks as requested.Position RequirementsBachelor of Arts or Sciences Degree or equivalent.8+ year's sales experience with proven track record of achieving high volume sales to existing customers and substantial annual growth in new accounts (building material sales experience preferred). Ability to implement sales plan in region, evidencing strong team deployment and customer management.Ability to develop short and long term growth strategies for region, which contribute to the overall sales success of the division.Ability to analyze and report on market dynamics in region.Ability to cut through layers and barriers to get to a decision maker and effectively promote company products and services.Excellent communication skills, including the ability to develop and maintain strong customer relationships and develop a world class sales team.Ability to present to senior management level regarding region performance.Creative problem solving and negotiation skills. Ability to adapt and overcome changing market conditions. Professional demeanor at all times with employees, customers and vendors.Ability to overcome obstacles and complete assignments in a timely manner.PC skills including experience with MS Office Suite, Salesforce.com or other CRM tool (Solutions Selling experience also preferred).Working knowledge of LinkedIn or other social media networking tools.Ability to travel extensively as required to meet sales demands.Must be able to operate a branded company vehicle (exceptions will not be made including those related to parkway restrictions and condominium, apartment complex or gated community by laws).Good close vision and depth perception skills. Positive attitude and good judgment.Physical RequirementsAbility to operate a motor vehicle while maintaining focus on safe driving and avoiding all distractions when behind the wheel, especially cell phones.Ability to walk, stand, stoop, kneel, crouch, crawl, use hands to handle, or feel objects, tools, or controls, reach with hands and arms, climb or balance; and occasionally lift/push/pull/carry up to 25 pounds. Must be able to complete all essential job functions listed in the position responsibilities, with or without reasonable accommodation.RequirementsPosition RequirementsBachelor of Arts or Sciences Degree or equivalent.8+ year's sales experience with proven track record of achieving high volume sales to existing customers and substantial annual growth in new accounts (building material sales experience preferred). Ability to implement sales plan in region, evidencing strong team deployment and customer management.Ability to develop short and long term growth strategies for region, which contribute to the overall sales success of the division.Ability to analyze and report on market dynamics in region.Ability to cut through layers and barriers to get to a decision maker and effectively promote company products and services.Excellent communication skills, including the ability to develop and maintain strong customer relationships and develop a world class sales team.Ability to present to senior management level regarding region performance.Creative problem solving and negotiation skills. Ability to adapt and overcome changing market conditions. Professional demeanor at all times with employees, customers and vendors.Ability to overcome obstacles and complete assignments in a timely manner.PC skills including experience with MS Office Suite, Salesforce.com or other CRM tool (Solutions Selling experience also preferred).Working knowledge of LinkedIn or other social media networking tools.Ability to travel extensively as required to meet sales demands.Must be able to operate a branded company vehicle (exceptions will not be made including those related to parkway restrictions and condominium, apartment complex or gated community by laws).Good close vision and depth perception skills. Positive attitude and good judgment.Physical RequirementsAbility to operate a motor vehicle while maintaining focus on safe driving and avoiding all distractions when behind the wheel, especially cell phones.Ability to walk, stand, stoop, kneel, crouch, crawl, use hands to handle, or feel objects, tools, or controls, reach with hands and arms, climb or balance; and occasionally lift/push/pull/carry up to 25 pounds. Must be able to complete all essential job functions listed in the position responsibilities, with or without reasonable accommodation.
