Regional Sales Director
3 weeks ago
Interface, Inc. is a global flooring company specializing in carbon neutral carpet tile and resilient flooring, including luxury vinyl tile (LVT) and nora rubber flooring. We help our customers create high-performance interior spaces that support well-being, productivity, and creativity, as well as the sustainability of the planet. Our mission, Climate Take Back, invites you to join us as we commit to operating in a way that is restorative to the planet and creates a climate fit for life.
The Region Sales Director (RSD) will lead the regional sales team to achieve the assigned regions' business objectives. The RSD will report directly to one of four Americas Sales Area Vice Presidents (AVP) and will be a strategic partner to the Key Account Director. The Regional Sales Director will achieve business objectives through tactical and strategic responsibilities including selecting, mentoring, and coaching employees in assigned region; communicating performance expectations, implementing business and annual operating plans, monitoring performance, appraising, and reviewing job contributions, as well as enforcing policies and procedures.
Responsibilities
Tactical Results Delivery:
Guide and manage the activities of their assigned region to ensure that company revenue goals and objectives are exceededAssign Account Executive (AE) quotasManage daily/weekly/monthly activities, pipeline and forecasts using SFDC CRM. Close deals to ensure above quota results based on successful pipeline managementOversee regional pricing strategy to achieve revenue/margin/growth targetsManage SG&A expensesResponsible for proper deployment of internal support and assetsAccomplish tasks and goals in accordance with Interface core values and strategyProvide high level support to Account Executives by effectively utilizing individual strengths, efficiently allocating resources, ensuring quality service that exceeds customer expectations and supports the continued growth and brand reputation of Interface.Strategic Leadership Direction:
Work in close partnership with Key Account Director to drive strategic, long-term regional growth.Maximize priority segment results and market shareLead and advocate for marketplace events that exhibit thought leadership and maximize returnInform AVP with market-level insights and feedback for planning and development processCustomer Relationship Management:
In partnership with the Key Account Director, revitalize the Interface culture of "making the call", inside assigned region.Nurture and develop a high performing, customer-centric selling culturePartner with customers to understand their business needs and objectivesResponsible for requesting appropriate internal leadership resources when meaningful to the customer relationshipEffectively communicate the Interface value proposition through proposals and presentationsLeverage Salesforce to accurately deliver on sales forecasts by insuring:
A clean pipeline of opportunities exists to exceed forecastQuotations are developed and delivered consistently across regionDuplicate accounts do not exist.Contacts are up to date to insure Marketing's effectiveness
Resource & Talent Management:
Direct supervisory responsibility for assigned AEsCoach, teach, develop, regional team to sales excellenceRecruit and retain top talentResponsible for account and territory assignment aligned with company initiatives to growSegment Leadership
While the Regional Sales Director is responsible for the overall region sales performance, specific customer-facing responsibilities for a core group of stakeholders also exist. Those include End-users in all segments, Distribution and A/D. Responsibilities include:
Develop the dominant regional Educational business in industry v. our competitionDevelop a discretionary yielding distribution business in specified MSAs.Lead the A/D sales efforts.Deliver applicable CEUs inside aforementioned stakeholder group.Ensure active membership/participation by our Account Executives in professional associations in all relevant trade assocations where there is value, including but not limited to IIDA, A4LE, ASBO and all state-based facility management associations. The goal is not simply for the Account Executive to be a member, but to be involved in committee assignments, leadership, developing and nurturing principal to principal relationships that result in new business for Interface.Educational requirements:
Bachelor's degree required with MBA preferred
Skills and experience:
Excellent communication skills, including strong listening, written, verbal and presentation skills requiredStrong organizational and negotiation skillsMinimum of 7-10 years sales experience and proven track record of growing sales in B-to-B environment, particularly within the commercial flooring industry.Experience managing and building a team of successful sales professionalsProven leadership ability to attract, influence, develop and empower employees to achieve objectives with a team approachStrong track record of exceeding company sales quotas in a multi-stakeholder sales environmentExperience in territory management and planning, at the region, territory and account levelsProven expertise with teaching, coaching and training sales methodologiesResidence within the region required.Physical demands:
Some lifting required (up to 40 lbs.)Predominately in-region travel. National, regional meetings are required periodically.
Work environment:
Primarily in the field meeting with A&D, End-users, and Distribution partners
#LI-Remote
We are a VEVRAA Federal Contractor. We desire priority referrals of Protected Veterans for job openings at all locations within the State of Florida. An Equal Opportunity Employer including Veterans and Disabled.
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