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Regional Sales Director

2 months ago

Virginia Beach, United States Interface Full time

Interface is a global flooring solutions company and sustainability leader, offering an integrated portfolio of carpet tile and resilient flooring products that includes Interface® carpet tile and LVT, nora® rubber flooring, and FLOR® premium area rugs for commercial and residential spaces. Made with purpose and without compromise, Interface flooring brings more sophisticated design, more performance, more innovation, and more climate progress to interior spaces. A decades-long pioneer in sustainability, Interface remains "all in" on becoming a restorative business. Today, the company is focusing on carbon reductions, not offsets, as it works toward achieving its verified science-based targets by 2030 and its goal to become a carbon negative enterprise by 2040.

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 strategi 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 exceeded
  • Assign Account Executive (AE) quotas
  • Manage daily/weekly/monthly activities, pipeline and forecasts using SFDC CRM. Close deals to ensure above quota results based on successful pipeline management
  • Oversee regional pricing strategy to achieve revenue/margin/growth targets
  • Manage SG&A expenses
  • Responsible for proper deployment of internal support and assets
  • Accomplish tasks and goals in accordance with Interface core values and strategy
  • Provide 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 share
  • Lead and advocate for marketplace events that exhibit thought leadership and maximize return
  • Inform AVP with market-level insights and feedback for planning and development process
Customer 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 culture
  • Partner with customers to understand their business needs and objectives
  • Responsible for requesting appropriate internal leadership resources when meaningful to the customer relationship
  • Effectively communicate the Interface value proposition through proposals and presentations
  • Leverage Salesforce to accurately deliver on sales forecasts by insuring:
    • A clean pipeline of opportunities exists to exceed forecast
    • Quotations are developed and delivered consistently across region
    • Duplicate accounts do not exist.
    • Contacts are up to date to insure Marketing's effectiveness
Resource & Talent Management:
  • Direct supervisory responsibility for assigned AEs
  • Coach, teach, develop, regional team to sales excellence
  • Recruit and retain top talent
  • Responsible for account and territory assignment aligned with company initiatives to grow
Segment 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 competition
  • Develop 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 required
  • Strong organizational and negotiation skills
  • Minimum 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 professionals
  • Proven leadership ability to attract, influence, develop and empower employees to achieve objectives with a team approach
  • Strong track record of exceeding company sales quotas in a multi-stakeholder sales environment
  • Experience in territory management and planning, at the region, territory and account levels
  • Proven expertise with teaching, coaching and training sales methodologies
  • Residence 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

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