Regional Manager

Description

Purpose of Position/Summary:

The Regional Manager has two primary responsibilities: management of KYB Territory Sales Managers/Independent Rep Agencies and direct management of large customers in the Region.

The Regional Manager provides direction, control and supervision to all salespeople in the region. The Regional Manager develops the plan to grow KYB business with distributors and Service Providers. Individual goals for each salesperson are set to support the plan. It is the Regional Manager's obligation to ensure all KYB approved business processes are followed.

This position also conducts market research and utilizes the information to create a detailed sales strategy which results in sales growth. The Regional Manager will coordinate with the Director of Sales on large scale projects that involve customers with footprints that span across multiply Regions.

The Regional Manager will spend approximately eighty percent of his/her time working with TSM's and Independent Reps Agencies and twenty percent of his/her time with current large customers.

Essential Duties / Responsibilities:

• Achieve all monthly and annual sales budgets;

• Provide Leadership for Territory Sales Managers and Independent Rep Agencies;

• Implement detailed business plans to achieve jointly agreed sales and gross profit objectives for all customers;

• Set goals for all salespeople in the region and monitor progress monthly;

• Ensure all salespeople under RM's control are maximizing opportunities for KYB to gain business;

• Conduct requested or identified trainings;

• Ensure region complies to all KYB approved business processes;

• Use bi-annual review of "Performance Objectives" process to develop TSM's;

• Negotiate agreements between KYB and customers;

• Prospect to identify sales growth opportunities and secure prospects in a timely manner and at the required prices and terms;

• Ensure TSM's are analyzing and managing customer's inventory. Influence customers to add new part numbers and segments of the KYB line to optimize coverage;

• Stay abreast of market conditions. Recognize changes/trends in the customer base (all levels) and react appropriately;

• Monitor A/R reports monthly and work with our accounts receivable manager/ customer service to address chargebacks within 30 days;

• Always respond professionally and proactively to customer situations or problems;

• With input and approval of the Director of Sales, develop sales promotions that are specific to customer needs and that achieve the planned results – always quantify and measure the results versus plan;

• Ensure that all reporting is completed on time with content to a high standard;

• Other duties as assigned by immediate Manager on an as needed basis.

Qualifications

JOB DESCRIPTION

Purpose of Position/Summary:

A world class, global manufacturer of automotive components is accepting applications for a Regional Sales Manager.  The position directly manages four Territory Sales Managers and two Rep Agencies throughout 13 States (AK, HI, WA, OR, CA, NV, AZ, NM, CO, UT, WY, ID, MT) and requires approximately 30% overnight travel. The ideal candidate will have five plus years' experience working in the automotive aftermarket. A college degree is preferred. Experience in cultivating customer relationships is required along with the ability to independently lead a remote sales team. Proficiency in Microsoft Office Suite is required. 

Essential Duites/Responsibilities

Achieve Regional sales and A/R collection goals. Provide leadership in developing customer relationships as well as direct KYB employees including Rep Agencies. Builds long-term relationships with key accounts to assist KYB in growing their market share.Manages all customer service issues within the assigned Region to support corporate goals.Serves as a leader in the sales team, creating tactics and strategies to achieve KYB's goals.Works with Director of Sales to maintain an analysis process, including but not limited to, forecasting, customer history, trends, and pricing; strategies will be implemented based on this analysis.Assists Accounting in collections of all past due amounts for assigned accounts.Keeps management informed of any problems or other factors that could affect KYB.Develop personal skills, including Sales, computer, presentation & training skills.

Job Requirements:

The RSM will be primarily responsible for working with direct reports (both KYB employees and Rep Agencies) with the objective of increasing their customer purchases. He/she will develop and manage a specific business plan tailored to each TSM and every major account in their area.  All plans/goals will be set at the beginning of the year. Progress will be recorded weekly by the RSM and monitored by the Director of Sales.

The RSM will also be responsible for calling on direct customers. They will provide a business strategy designed to grow business and market share with their direct accounts.

The RSM is responsible for helping to manage the TSM and their customers' needs.  The purpose is to have the right support for the TSM as well as their customers to grow sales. This includes scheduling regular updates, reviewing new number releases and part numbers on stock returns, conducting changeovers, building schedules, and providing support where needed.

Supervisory Responsibilities/Direct Reports:

This position has four direct reports and two outside rep agencies.

The RSM will be responsible for reviewing and approving expense reports submitted by the TSM. They are to approve the reports withing the guidelines set forth in the provided Expense Guideline document. They are to use good judgement for approving reports based on business needs and market demands.

The RSM will be responsible for collecting and consolidating TSM weekly reports. These reports are vital to keep Management informed about what is happening in the market. Reports are to be submitted by Sunday and reviewed to include only pertinent information.

The RSM will be responsible for creating and conducting employee evaluations based on the evaluation guidelines set forth by KYB. The evaluations should be objectional goals set prior to the start of the FY for each TSM. Business plans should be developed around these goals and tracked so each TSM knows what they need to do to accomplish their goals.

Skills Required:

- Good presentation skills

- Excellent PC skills (Power Point, Excel)

- Mechanically inclined

- Analytical

- Thinks well on their feet

- Excellent verbal and written skills

- Resourceful

- Active listening capability

- Accepts responsibility

- Excellent time management skills

- Enthusiastic and assertive

- Persistent in a positive way

Responsibility:

Earn the respect and trust of your subordinates and distributor customers to be an effective partner in this company.Build customer's business by aggressively selling all segments of KYB's product line.With the TSM, create jointly agreed business plans with the customer. Monitor and update all business plan goals. Review business plan progress quarterly with the TSM.Develop relationship with distributor prospects in your territory.Ability to sell and communicate at all levels in the distribution channel, (warehouse distributors, jobbers & service providers).Strong, consistent delivery of KYB message and procedures needed to sell ride control. Must be capable of training:

Product quality and technical benefits

Importance of replacing ride control products

Procedures for identifying worn tire control

Be able to effectively communicate during training meetings with distributors and Service Providers.Must be able to present the conditions of the Region as well as its customer in front of Upper Management.Report information about competitor products to KYB HQ.

Personal Work Relationships:

The candidate will work directly with distribution partners, The Director of Sales as well as four direct report TSMs and two Rep Agencies.

Physical Effort:

The candidate must be able to drive for extended periods of time and lift 30 lbs. 

Working Conditions:

Approximately 30% overnight travel and a quiet home office environment or workspace is required.

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