Regional Sales Manager

2 weeks ago

Lawrenceville, United States ASC Engineered Solutions Full time
Job Description

About the Company

Following the 2019 merger of Anvil International and Smith-Cooper International, our unified company relaunched in March 2021 as ASC Engineered Solutions. Under a single name and logo, ASC Engineered Solutions continues our focus on improving the customer experience every day and striving to deliver service excellence. For more than 150 years we have provided the finest-quality pipe products and services with integrity and dedication to superior customer service at all levels. ASC Engineered Solutions provides expertise and product solutions for a wide range of applications, from plumbing and mechanical, HVAC, industrial and fire protection to mining, and oil and gas. Our comprehensive line of products includes: pipe couplings, plain-end fittings, valves, cast and malleable iron fittings, forged steel fittings, steel pipe nipples and couplings, pipe hangers and hardware, channel and strut fittings, mining and oil field fittings, and much more.

ASC is looking for a Regional Sales Manager to lead its Southeast Mechanical Sales Team, which primarily covers Mississippi and Tennessee through North Carolina and Florida. As this role manages people, the ideal leader has the ability to grow not only territory revenue, but also the development of the region's salespeople. Based near a major city in the region, this person will support and oversee sales objectives, initiatives and strategies for the ASC product portfolio.

The Regional Sales Manager is expected to develop and execute growth plans, in addition to developing a winning culture within the region. Its imperative for this individual to understand Strategic Value Selling, and to have the ability to teach those principles to direct reports. This position requires the ability to leverage internal and external resources to achieve market share gains through the assigned territory.

Job Description Continued

How You Will Help:

Territory Leadership

  • Set targets and accountability expectations for individuals that tie to overall ASC revenue budget
  • Establish and maintain project pipeline within the territory for 1. contractors and 2. distributors
  • Coach and operationalize team members to close pipeline opportunities and achieve assigned revenue growth goals
  • Recommend new or modified programs that advance ASC-ES's competitive position
  • Collaborate with other ASC-ES channels and champion cross-selling of product lines to support overall ASC revenue growth
  • Analyze sales levels and trends, initiate actions as necessary to ensure attainment of sales objectives
  • Embrace and encourage sales technology usage and fluency such as CRM, Tableau and Dodge reporting
  • Campaign for the success of ASC-ES selling initiatives and new product rollouts
  • Demonstrate product knowledge (PK) and a command of how to sell ASC Engineered Solutions as the premier 'total solutions provider' to the industry customers
  • Command a thorough understanding of how ASC-ES achieves success with contractors and distribution alike
  • Learn about and coach/educate teams on the use of Virtual Design and Construction (VDC) tools and the relevance in their selling roles at ASC-ES
  • Exhibit a high level of accountability and collaboration with the SIOP team to ensure accurate forecasting and on time/in full delivery to customers
  • Be the region's eyes/ears about what teams are seeing and experiencing in the field from distributors, contractors and competition. Effectively and frequently communicate with leadership.
  • Balance and dedicate significant time to develop the team such that they act more independently and achieve higher performance in their roles
Team Development
  • Coach, lead and develop sales representatives to improve on their skills and behaviors equally
  • Review and possess a grasp of the strengths and improvement areas for each team member
  • Empower the team members to hone their craft through individualized training, coaching and experience plans
  • Encourage direct reports to be proactive decision makers and think critically
  • Create clarity for all on key business goals and initiatives between sales leadership and frontline sales
  • Lead great engagement with all direct reports; host team meetings on a recurring frequency, both virtually and in-person
  • Manage and monitor manufacturer's rep success and value. Make recommendations to alter firms and individuals if needed.
  • Manage Travel Entertainment and other discrete budgets to ensure they are met
What You Will Bring:
  • High energy | An exceptional motivator
  • Positive, can-do attitude
  • Level headedness in conflict or under pressure
  • Solutions minded approach to problems that values equilibrium versus disruption
  • Strong will to lead toward a unified goal and drive elevated performance
  • Business acumen and the ability to demonstrate it around executive teams
  • Deep understanding of how decisions impact company margin (EBITDA goals)
  • Exceptional negotiation skills
  • Exceptional strategic value selling / package selling skills
  • At least 10 years' outside sales experience, preferably within the PVF industry
  • Ability to travel up to 75%


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