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Regional Sales Manager
2 months ago
Overview:
The Regional Sales Manager is accountable for overseeing a designated service area, directly supervising route sales representatives.
This role entails ensuring optimal service outcomes for the territory, focusing on customer retention, business expansion, financial performance, employee engagement, accounts receivable management, contract renewals, direct sales, customer satisfaction, and route sales operations.
Key Responsibilities:
Effectively assess, mentor, and enhance the performance of Route Sales Representatives (RSRs) within your designated area. This position reports to a Service Manager or, in the presence of a Senior Regional Sales Manager, to the Senior Manager.
In the absence of both, reporting will be to the General Manager. Cultivate a robust sales culture that encourages collaborative selling through Together-In Growth (TIG) and Shared Lead initiatives. Assist in the onboarding of new accounts as directed by the Service Manager or General Manager.
- Oversee daily operations of customer service programs within the territory.
- Conduct quarterly visits to all required customers to explore growth and service opportunities.
- Ensure RSRs promptly address and resolve all service inquiries.
- Set clear service expectations and lead by example.
- Allocate 60% of time to travel with service teams, observing operations and visiting customer sites.
- Proactively manage at-risk accounts and swiftly address service issues.
- Negotiate and finalize renewal contracts with existing clients to safeguard pricing and profitability.
- Recruit, select, and onboard Route Sales personnel.
- Hold weekly in-person meetings with each RSR to discuss performance trends, coaching, and improvement opportunities.
Facilitate and participate in training sessions to meet customer retention and service objectives. Maintain daily communication (via remote means) with RSRs to resolve pending matters promptly.
Attend necessary meetings and complete administrative tasks to enhance customer satisfaction. Coordinate accounts receivable collections and manage merchandise control processes. Promote and uphold a culture of safety, investigating and reporting all incidents within 24 hours of notification.
Knowledge, Skills, and Abilities:
Proven ability to effectively collaborate with various organizational functions to achieve objectives. Strong interpersonal, analytical, communication, and customer service skills are essential. Significant negotiation capabilities and proficiency in computer applications, including MS Office, are required. Experience in sales functions is preferred, along with strong management, human relations, and communication skills.
Working Environment/Safety Requirements:
The majority of the role involves driving a personal vehicle or company step-van to engage with customers and supervise team members in the assigned service area. Exposure to varying weather conditions (heat, wind, cold, rain, snow, etc.) is expected. Customer visits may necessitate walking, climbing stairs, and handling carts, with the potential for exposure to outdoor elements.
Physical requirements include the ability to frequently lift and maneuver up to 50 pounds and occasionally up to 100 pounds, as well as load and unload products from a vehicle without assistance. Time will also be spent in an office environment, with exposure to loading docks, production areas, and vehicle maintenance.
Experience and Qualifications:
A high school diploma or equivalent is required; a Bachelor's degree in a related field is preferred or equivalent experience. A minimum of two years in a service and route-based industry with a proven track record of growing customer accounts is necessary. Previous experience with profit and loss accountability and/or contract-managed services is preferred, along with significant customer service experience in production planning, maintenance, or warehouse operations.
License Requirements/Certifications:
A valid driver's license and automobile insurance for a personal vehicle are required. Successful completion of background checks, motor vehicle records, and drug screening is mandatory. Candidates should be open to relocation for career advancement opportunities.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. The contractor will not discriminate against employees or applicants based on inquiries regarding compensation information.
