Regional Sales Manager

3 weeks ago

Columbia South Carolina, United States Cornerstone Building Brands Full time
Job Description

The role of the Regional Sales Manager is to effectively manage and support a designated sales team in their efforts to grow sales revenue while professionally representing Cornerstone Building Brands. This person will supervise and develop a team of territory managers, be responsible for executing company sales and marketing strategies to create and develop sales capable of achieving and exceeding regional sales quotas, maintain customer interaction, establish pricing strategies, and identify current regional trends and product requirements.

This position facilitates resolution to sales, credit, production and after-the-sale service challenges between the customer, the outside salesperson and the company. The incumbent must be able to balance company policies and procedures, while maintaining sales objectives, margins and customer satisfaction.

DUTIES AND RESPONSIBILITIES

Directs and coordinates the performance of assigned Territory Sales Managers; ensure maximum sales effort and achievement

Appraises performance of sales team; assesses training and development needs, and recommends personal and professional developmental programs, as indicated

Coordinates, with distributor or customer account, the development of new customer accounts by identifying and establishing new customer bases, disseminating product information (including quality control, warranty, and credit policy/procedure), building rapport with Territory Sales Managers through telephone communication and field sales calls, and assisting Field Sales with the design of sales programs/presentations to ensure optimum sales and profits from all areas

Analyzes market potential within a given geographical area, including competitive cost information, activities, market trends, and other relevant facts, and reports findings to the senior sales and marketing or pricing leadership

Establishes annual and regional sales projections by product, and recommends programs to ensure level sales volume (within practical limits) based on Territory Sales Managers’ feedback

Assists with the formulation of annual departmental budgets, including forecasts for capital equipment, manpower requirements, etc., and provides appropriate cost/payback justification for recommended alterations/expenditures

Direct accountability for regional accounts (annual)

Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals

Drives the planning of strategic daily activities using CRM to optimize sales opportunities

Plans and organizes, directs, and controls assets and personnel of the department toward the achievement of departmental/Company goals

Informs, through reports as appropriate, the senior sales leadership of the actions and accomplishments of the department, including; current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.

Maintains adequate care and supervision of all associates reporting to the department to motivate associates and to ensure maximum utilization of the human resource factor in accomplishing departmental/Company goals 

Evaluates associate performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and/or as indicated by circumstances presented on an individual basis

Enforces budgetary controls over all departmental expense categories including: selling, travel and entertainment, advertising, commissions, warranty, etc., to adhere to planned budgetary levels at all times, and minimize expenses wherever possible

Formulates, offers, and implements ideas concerning terms of sale (discounts) allowances, commissions, etc. (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement

Develops and offers new product/marketing ideas to the Product Team and/or Product Manager for consideration, with presentations to include all available market data (volume, overhead, cost data, profitability, trend analysis, etc.)

Cooperates with the Credit Department, when needed, to assure that new customers and programs are adequately screened to increase the paying quality of customers while decreasing credit risk

Participates in strategic planning and provides leadership and guidance in carrying out Action Plans relative to accomplishment of Corporate goals/objectives

Performs other duties as assigned

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