Regional Sales Manager - Northeast Region

Vision Statement: Helping the world serve better.

Mission Statement: (We Aim) To build the best bar in the world and be irreplaceable by delivering the Total Perlick Experience.

Perlick Values: Lead By Serving – others before self, Grow by Innovation – solutions that exceed our customers’ expectations, Continuous Improvement – strive to get better every day, Live the Legacy – maintain our positive reputations with the future in mind

SUMMARY:

Reporting to the Vice President of Sales, the Regional Sales Manager (RSM) is responsible for managing all sales activities and partners (manufacturing sales representatives and distributors) in a defined region to deliver Perlick’s annual sales goals in targeted market segments through regional sales channel partners. The RSM also builds relationships with strategic customers in target end markets for premium commercial and residential products to gain wallet share.  In addition, the RSM informs the organization of new product needs through customer feedback.  In addition, build relationships with key consultants, designers, architects and specifiers to drive prime specifications for Perlick and pull project opportunities through sales channel.

PRINCIPAL DUTIES & REPONSIBILITIES: This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

• Ensures execution of developed strategies, sales plans, marketing programs, and all related activities are in accordance with overall sales objectives that maximizes sales volume and profitability.
• Manage sales reps and distributors in the assigned region:
  • Establishes annual sales plan with each partner with measurable sales goals, sales funnel targets and new product sales targets.
  • Assist partners to develop and implement engagement plans and programs with key target customer targets to maximize wallet share of opportunities.
  • Develop list of target accounts in cooperation with partners and plans to penetrate.
  • Ensure that sales partner is adequately trained on Perlick’s products and applications and that Perlick is getting mind share.
  • In cooperation with partners, ensure that the sales pipeline is being constantly built to ensure sales targets will be met.
  • Work with partners to forecast bookings on a monthly basis as part of the monthly forecast process.
  • Establish monthly cadence to review partner performance and develop and implement countermeasures when targets are not being met.
  • Evaluate partners in region on a regular basis and decide when changes need to be made to optimize the revenue from the region.
•  Manage dealers in assigned region:
  • Hold dealers accountable to purchase Perlick products over competitor’s products when Perlick is a member of their buying group.
  • Uncover which dealers are purchasing competitive equipment (and how much) and develop an action plan to win that business.
  • Thoroughly document dealer information and events relating to that dealer in the CRM system.
  • Work with the Sales leadership to develop and administer special programs with dealers to incentivize them to purchase Perlick products.
  • Review our project pipeline report and follow up on upcoming opportunities.
  • Assist accounting with A/R issues.
•  Manage Strategic Hospitality, Chain, and National Accounts in assigned region:
  • Be familiar with the key hospitality and chain accounts that are headquartered in assigned territory.
  • Work with the Sales Leadership to develop and administer special programs with large customers to incentivize them to purchase/specify Perlick products.
  • Act as the face of Perlick with key customers as assigned. Establish relationships with key players in the targeted customers’ organization as assigned.
• Influence Consultants, Designers, Architects and Specifiers in assigned region:
  • Manage relationships to pull projects through dealers.
  • Regional responsibility to identify key partners with the goal of establishing Perlick as their primary spec for all products in the line.
  • Act as Perlick’s liaison with FCSI to enhance Perlick’s brand in the commercial consultant community.
  • Choose key consultants each year and focus on creating a strong relationship or strengthening our current relationship.
  • Track and report on volume of partner specifications.
  • Work with marketing to maintain consultant contact database.
  • Work with marketing to send consultants e-blasts on a quarterly basis.
• Other duties as assigned.

QUALIFICATIONS & REQUIREMENTS: The requirements listed below are representative of the knowledge, skill, and/or ability required to be successful in this role.

• Bachelor's degree in business, marketing or related field.
• Minimum of 7 years with clear career progression sales and key account responsibility.
• Must be located in the Northeast Region of the US - ideal locations include: MA, NJ, NY, NC, and Washington D.C.
• At least 10 years of experience in sales.  B2B and food service equipment experience required.  B2C, home appliance and two (2) step distribution strongly preferred.   
• Experience managing projects in a heavy construction environment. Ideally related to the quotation, installation, and start-up of food service equipment is strongly preferred.    
• Requires travel approximately 40-50% of time across the U.S.
• Travel will be to food service consultants, food service equipment dealers, construction sites, brewery HQ and chain restaurant HQ.              
• Familiarity working with and influencing partners is requirement. 
• Strong written and verbal communication skills.
• Computer proficiency in MS Office suite.
• Excellent organizational and task prioritization skills.
• Serves as a product expert.  Understands and can effectively articulate product features, function, benefits, and competitive advantage of our product line to potential customers.
• Familiar sales processes and consultative selling skills. and able to develop a blue sheet for large opportunities. Ability to develop and grow strategic customers in the hospitality and chain segments.
• Familiarity with sales opportunity management program such as Salesforce. 
• Ability to develop a business case to pursue large opportunities.
• Ability to forecast revenue from a region on a monthly, quarterly, and annual basis to inform manufacturing capacity planning.

CORE COMPETENCIES:

• Exhibits core cultural behaviors that reflect Perlick’s values to support our mission and vision. 
• Being Resilient: Remains objective and calm when faced with adversity. Grows from hardships and difficult experiences. Manages crises and volatile situations effectively. Helps others recover momentum and confidence after failures or setbacks.
• Drives Engagement: Empowers others with meaningful decision making and ownership. Ensures that all team members are motivated to work toward common goals. Celebrates the team’s successes along the way. Provides praise, recognition, and rewards for strong performance.
• Plans and Aligns: Addresses risks and contingencies as part of the planning process. Finds the right balance between sticking to plans and adjusting them to changing conditions. Ensures that the team’s plans and priorities are aligned and coordinated across different areas of the organization. Plans ahead to make sure critical resources are lined up for organizational priorities.
• Self-Development: Aligns own development plans with the goals and values of the organization. Continuously improves own leadership capabilities. Models personal development by continuously expanding own knowledge and skills. Pursues challenging assignments and career opportunities that stretch and build own capabilities.

PHYSICAL/SENSORY DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Duties may include periods of sitting, bending, crouching, standing, walking, reaching, and lifting (up to 25lbs).

Perlick is an Equal Opportunity Employer and participates in E-Verify. Perlick does not discriminate on the basis of race, creed, color, national origin, religion, gender, marital status, sexual orientation, age, disability, veteran status.

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