Regional Sales Manager

The Sales Manager works with the sales team in the region to develop and execute sales strategies as well as plans and budgets to support salespeople in the region. The Sales Manager will introduce product initiatives within a defined territory to increase company sales and profitability. With a focus on company goals, the Sales Manager develops and leads the sales team by hiring, training, coaching, and providing feedback.

 Strategic Decision Making

• Embraces and promotes company objectives.
• Recognizes issues, problems, or opportunities and determines action needed.
• Gathers and organizes information - Identifies the need for, collects, and organizes information to better understand problems, opportunities; compares and combines information to identify underlying issues.
• Interprets and analyzes information - Integrates information from a variety of sources; detects trends, associations, and cause-effect relationships.
• Generates alternatives - Creates relevant options for addressing problems/opportunities and achieving desired outcomes.
• Chooses appropriate action - Formulates clear decision criteria; evaluates options by considering implications and consequences including the impact on a company’s financial picture; chooses an effective option.
• Commits to action - Implements decisions or initiates action within a reasonable time; monitors results and adjusts as needed.  Accountability built in to ensure success. Delegates effectively.

Planning and Organizing

• Prioritizes - Identifies more critical and less critical activities and assignments; adjusts priorities when appropriate. 
• Determines project or assignment requirements by breaking them down into tasks and identifying types of equipment, materials, and people needed.
• Allocates appropriate amounts of time for completing own and others’ work; avoids scheduling conflicts; develops timelines and milestones.
• Leverages resources - Identifies and takes advantage of available resources (individuals, processes, departments, and tools).
• Stays focused - Understands the importance of time management to effectively use time and prevent irrelevant issues or distractions from interfering with work completion.
• Holds self and others accountable for deadlines, assignments, etc.
• Communicates - Keeps team up to date on progress, milestones, assignments, etc.
• Calendar - Ability to maintain appointments and their own schedule on the manager calendar

Communication

• Organizes the communication - Clarifies purpose and importance; stresses major points; follows a logical sequence.
• Adjusts to the audience - Frames message in line with audience experience, background, and expectations; uses terms, examples, and analogies that are meaningful to the audience.
• Ensures understanding - Seeks input from audience; checks understanding; presents message in different ways to enhance understanding.
• Adheres to accepted conventions - Uses syntax, pace, volume, diction, and mechanics appropriate to the media being used.
• Comprehends communication from others - Attends to messages from others; correctly interprets messages and responds appropriately.
• Ability to sell - Presents ideas and information to successfully persuade or convince the audience to accept and embrace the leader’s objectives.
• Actively develops and promotes effective communication skills in others in the organization.
• Makes complex ideas or situations clear, simple, and understandable. Recognizes patterns, sees discrepancies, missing pieces, and trends.

Building Trust and Gaining Commitment

• Promotes and maintains lasting mutually beneficial relationships with suppliers based on the alignment of goals and fulfillment of promises and agreements.
• Opens discussions effectively - Describes expectations, goals, requests, or future states in a way that provides clarity and excites interest; shares thoughts, feelings, and rationale so that others understand personal positions.
• Develops ideas - Presents own ideas; seeks and develops suggestions of others; makes procedural suggestions. 
• Facilitates agreement - Uses appropriate influencing strategies to gain genuine agreement; persists by using different approaches as needed to gain commitment.
• Closes discussions with clear summaries - Summarizes information and outcomes of discussions and establishes next steps if needed. Ensures that the situation/issue at hand is understood.
• Demonstrates honesty and integrity and keeps commitments.
• Builds relationships - Learns the value of relationships and views building relationships as a critical success tool. Shows how to utilizes our company expense program to facilitate and foster new and existing relationships.
• Builds trust by developing and nurturing a team environment; treats people with dignity, respect, and fairness; gives proper credit to others; stands up for deserving others and their ideas even in the face of resistance or challenge.

Delegating Responsibility and Follow-Up

• Shares appropriate responsibilities - Allocates decision-making authority and/or task responsibility in appropriate areas to appropriate individuals.
• Clearly defines parameters - Sets guidelines of delegated responsibility, including decision-making authority and any required actions, constraints, or deadlines. Able to delegate both routine and important tasks. 
• Provides support without removing responsibility - Suggests resources and provides assistance or coaching as needed; expresses confidence in the individual.  Trusts people to perform.
• Stays informed - Establishes appropriate procedures to keep informed of issues and results in areas of shared responsibility.
• Communicates time frames - Builds due dates into assignments and task delegations; effectively communicates milestones and expected results.
• Gathers appropriate information - Asks questions to obtain relevant information; convenes meetings to review progress and share information; gets feedback on results from those directly involved. Provides needed resources.
• Evaluates results - Meets formally with peers, associates, and management to review the results of an assignment, project, or delegated task. Quarterly discussion on how sales numbers are progressing, formulating a plan with salesperson on what tools, resources and engagement needed to meet sales goals.
• Accountability - Creates the expectation of accountability in the sales profession.

Coaching and Developing Others

• Clarifies expected behaviors, knowledge, and level of proficiency by seeking and giving information and checking for understanding.
• Explains and demonstrates - Provides instruction, positive models, and opportunities for observation to help others develop skills; encourages questions to ensure understanding.
• Uses key principles - Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, involves, discloses, supports).
• Collaboratively establishes development goals and plans - Works with individuals to identify areas for development, understands need for improvement, and jointly sets specific development goals.
• Creates a learning environment - Secures resources required to support development efforts; ensures that opportunities for development are available; aids and helps individuals overcome obstacles to learning.
• Monitors progress - Gives individuals’ specific feedback on their performance related to established goals; highlights key positive and negative performance issues; adjusts plans to ensure development.
• Leads by example - Models the behaviors, knowledge and practices and demonstrates the characteristics that are expected of the individual who is being coached.
• Creates Development Plan - Based upon the needs of the individual salesperson communicates and discusses skills, education, and tools to further develop the impact each salesperson can make.
• Instills a sense of urgency into daily activities and communication with customers and internal personnel. This will be done in by showing and creating the expectation of timely response in all business matters.

Managing Conflict

• Opens discussions effectively - Establishes a clear and compelling rationale for resolving the conflict. Not afraid to address conflict as it arises, in fact looks at conflict as an opportunity.
• Clarifies the current situation - Collects information from relevant sources to understand the conflict. Documents outcomes or implications as needed.
• Remains open to all sides - Objectively views the conflict from all sides. Addresses conflict that arises and approaches conflict as an opportunity.
• Skilled at focused listening - Practices attentive and active listening.  Accurately restates the opinions of others even when he/she disagrees. 
• Stays focused on resolution - Stays focused on resolving the conflict and avoid personal issues and attacks. Establishes a clear and compelling rationale for resolving the conflict.
• Initiates action - Takes positive action to resolve the conflict immediately to avoid escalation, address the issue, dissipate the conflict, and maintain the relationship.
• Closes discussions with clear summaries - Summarizes to ensure that all are aware of agreements and required actions.
• Follows up - Monitors progress of situations and keeps team on track.

Daily Activities

• Setting up a calendar and strategy to ride with salespeople in the assigned region.
• Ride-A-Long: Set up time to ride with each of assigned salespeople twice a year minimum.
• Developing a plan with the salesperson to grow sales with their account base.
• Communicating and implementing company sales initiatives
• Helping salespeople with pricing for the account
• Coaching salespeople on appropriate price levels based upon market conditions.
• Assigning customer accounts and identifying the correct fit for the customer and salesperson
• Working with branch managers on communication on sales objective, strategies, goals, inventory needs etc.
• Reporting back market conditions and tools needed to help impact sales and earn business with active customers.
• Mentor each salesperson with shared skills and successful actions and activities to help the development of each individual salesperson they interact with.
• Understand the sales numbers for each account, product mix, profitability to help develop the strategy to reach sales goals for that salespersons account list
• Approve and review sales staff expenses for proper uses and coaches when they are not in alignment with company goals.
• Expenses should be approved in a timely manner to ensure processing can be completed on time. They need to be completed before the 15th of each month.

HR/Recruiting

• Actively monitor new sales role job applicants in Paycom
• Actively looking for recruitment opportunities within market
• Network with industry organizations to develop key relationships within market
• Know our successful competitors in our regions
• Adhere to the rules and regulations as set forth in the Employee Handbook.
• Takes action - Initiates action to correct quality problems and notifies others of quality issues as appropriate.

Effective Onboarding and Training

• Ensures high-quality output - Oversees personal and team job processes, tasks, and work products to ensure freedom from errors, omissions, or defects.
• Spend the first week with a newly hired salesperson to ensure:
  • They have the correct onboarding experience
  • Have a training plan for using the company ERP
  • Have time set up to meet the coworkers they will be interacting with
  • Meet with the branch manager to work through any branch specific processes
  • Understand the trucking and operational flow of a Goodin warehouse & logistics
  • Set clear expectations of the process they will experience
• Adheres to sales call report expectations and shows how to:
  • Label activities and details needed
  • Put critical information i.e. quote and order numbers for discussion
  • Shows how to put contacts and notes into sales connect
  • Responds to the daily email with feedback as needed
  • Calls the salesperson to review any action items that need to be taken
• Perform other duties as assigned. 

Education

• Undergraduate degree preferred.

Experience

• Minimum 2 year in similar position (3 years preferred)
• Minimum 3 years in progressive position (4 years preferred)
• Product/applications experience required
• Wholesale distribution experience preferred
• Supervisory experience required
• Industry product knowledge required 5 years minimum experience.

Benefits

• Competitive pay 
• Medical, Dental, Vision, and Disability Insurance
• Retirement Savings plan with a Company Match 401K
• Paid Time Off upon date of hire
• 3% Profit Sharing plan contribution after 1 year

Goodin Company is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, gender identity, military or veteran status, and any other characteristic protected by applicable regional, state, or federal law.

The physical demands and work environment are representative of those that an employee encounters while performing the essential duties of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

This job description is not designed to contain a complete list of tasks and responsibilities related to this position. Goodin Company reserves the right to amend this document to meet legal, business and organization requirements as necessary