Regional Vice President - Western Region

Makita is a worldwide leader in the professional power tool industry. Over the past 100 years, we have built a reputation for using the finest raw materials, the most advanced manufacturing equipment, and the most rigorous quality testing in the industry. Headquartered in La Mirada CA, Makita U.S.A, with Reno NV, Wilmer TX, and Flowery Branch GA, has been bringing Makita's best-in-class engineering advantage to professional power tool users in America since 1970.

Salary: $ 145,000 - $160,000 per year, plus bonus potential

Job Summary:

This position offers you the opportunity to make an impact as you lead a large sales team to ever-higher levels of performance and recommend and implement new approaches and strategies. This region includes markets with high potential for sales revenue growth, and you will showcase your ability to increase market share by developing innovative sales strategies with “Target” end users and distributors. You and your team will represent a high-profile brand with a commitment to quality and performance that has earned us a strong reputation within the professional construction industry.

Reporting to the Vice President of Sales, as Regional Vice President you will provide leadership to a team of skilled Regional Sales Managers & District Sales Managers with an overall goal to maximize the sales, take market share, and increase profitability of the company. A primary job function will be coaching and developing your sales managers in the region to be more effective at coaching and developing their Sales team. You'll work with all parts of the company to ensure that field execution is adequate and consistent with both corporate and regional objectives.

You’ll need to motivate and maintain your team’s focus in multiple Regions and Districts, with managers and their sales reps/territory managers who sell to our distributors, dealers, and “Target” end users in the residential and commercial construction channels. You will continually challenge the field sales team to pursue new growth opportunities through key current/new dealers and “Target” end-users to grow our influence in each market. You’ll also be required to incorporate various sales programs to provide a sell-in/sell-through sales strategy to further our market penetration.

To be successful at this VP level, you’ll need to understand/communicate the big picture of the organizational goals. And that will require you to effectively work with other divisions including Marketing, Product Management, Channel Management, Operations, Customer Service, HR, etc. Each division plays a critical role in our success and having empathy here is essential for us to work more cohesively as a team and achieve results together.

 This is NOT an office job. With travel requirements up to 50%, you’ll need to successfully execute at all levels and have efficient and effective time management skills. And this includes allocating time once a month to work/ride with Account Managers (And their DSM/RSM), in the truck, from the first call of the day to the last. (Not just showing up for events or a meeting.) Your role here is to evaluate and measure our sales process with the customer, and the level of coaching that is happening daily. And then be able to provide that feedback to your team, both verbally and in email form. Additionally, you’ll be required to identify and engage executives of your largest dealers/users and spend time working closely with them to Build Makita Champions.

Lastly, to be successful in this highly competitive Power Tool industry, if you’re not taking share, you’re losing share; therefore, you’ll also be required to oversee a consistent pipeline of new conversion opportunities and, most importantly, progress them into results. Working through a defined conversion process will be a fundamental KPI of your success in this position.

Job Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory standards. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Communicating corporate sales objectives and motivating the regional sales team to effectively achieve these goals.
• Effectively communicating progress toward targeted corporate sales objectives to the Vice President.
• Ensuring the regional sales team executes the following at a high level: sales promotions, marketing events, training opportunities, and end-user targeting.
• Perform regularly scheduled “Work-Withs” by working/riding with the sales team to ensure they’re executing to the highest of Makita’s standards.
• A high level of personal involvement with top dealers and “Target” end-user accounts.
• Attaining regional sales goals with overall sales, target account sales, key product sales, and sales support of key marketing initiatives.
• Ensure everyone on the team is implementing the “Target” end-user strategy by converting medium to large contractors throughout the region to grow our influence in a market.
• Motivating the selling efforts of the sales team while providing guidance and encouragement as needed.
• Ensuring all sales team members go through the necessary training to enable them to execute at a high level.
• Obtaining and reporting to the VP as well as the appropriate marketing team member, any relevant information concerning the competition.
• Assisting the marketing/product team with obtaining marketing information for existing product life cycles and new product development.
• Build a bench of future high-performing Sales managers, next in line as the opportunities come available.
• Maintaining a highly professional image/attire for your entire time, as Sales professional and expert selling power tool solutions
• Acting as a coach and mentor, incorporating training, performance management, and motivation.
• Advocating our brand through the energy and confidence you present.
• Building solid relationships with clients and internal colleagues based on trust and integrity.  
• Bringing a creative approach to understanding the market

Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Skills Required:

• Time Management – you will have way more tasks to complete than hours in the day. And those that are successful in this role, are extremely effective/efficient at managing their time. This includes knowing when to delegate vs. doing it yourself, knowing when to get in the details vs. pulling back, working both high-level and field-level objectives, building a framework and then empowering your team to make informed decisions and so much more.
• Analytical - Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
• Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail.
• Problem-Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
• Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Very strong Listening Skills; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Teamwork - Exhibits objectivity and openness to others' views; Contributes to building a positive team spirit; Supports everyone's efforts to succeed.
• Visionary Leadership - Displays passion and optimism; Inspires respect and trust; mobilizes others to fulfill the vision.
• Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
• Delegation - Delegates work assignments; Matches the responsibility to the person; Gives authority to work independently; Sets expectations and monitors delegated activities; Provides recognition for results.
• Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
• Managing People - Includes staff in planning, decision-making, facilitating, and process improvement; Takes responsibility for subordinates' activities; Makes self-available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products, and services.; Continually works to improve supervisory skills.
• Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Cost Consciousness - Works within approved budget; Develops and implements cost-saving measures; Conserves organizational resources.
• Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes a harassment-free environment; Builds a diverse workforce.
• Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethics; Upholds organizational values.
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Supports affirmative action and respects diversity.
• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Understand and support SWOT analysis, adapts strategy to changing conditions.
• Judgement - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Quantity - Meets productivity standards; Completes work in a timely manner; Strives to increase productivity; Works quickly.
• Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions.
• Adaptability - Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities.
• Innovation - Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
• Language Skills - Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
• Mathematical Skills - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Reasoning Ability - Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
• Computer Skills - Higher Level of knowledge of Management systems; Makita Employee Portal; Microsoft Excel Spreadsheet software, Microsoft PowerPoint, and Microsoft Word Processing software.
• A track record of success in sales management, including training and motivating sales professionals to improve performance.
• A drive for results and competitive spirit.
• Will need to be willing and able to travel overnight 2-3 days per week.

Supervisory Responsibility This position does have supervisory responsibilities.

Work Environment: This position works in a home office setting that is quiet, fast-paced, and fosters continuous learning while operating under high demand/volume. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.

Travel: up to 50% is expected for this position, which may include heavy overnight travel based on business necessity. And there will be some weekend work requirements as well.

Education and/or Experience Desired: The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Bachelor’s degree from a 4-year college or university.
• 15+ years of related experience and/or training; or equivalent combination of education and experience.
• Ten years of proven business-to-business experience, preferably in commercial, industrial, or residential construction, or other related industry.

Physical 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 essential functions.

• Required to regularly use hands to finger, handle or feel; reach with hands and arms; and talk or hear.
• Required to regularly stand; walk; stoop, bend, or reach above head.
• Required to frequently sit.
•  May be required to occasionally lift, push, or pull up to 30 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Able to ascend and descend stairs.
• Continuously reach out to sort miscellaneous items.
• Physically & mentally able to work in an environment that may be subjected to strict deadlines and multiple projects.
• May be subject to overtime as required.

Disclaimer:

This description is based on management's assessment of the requirements and functions of the job as of the date this description was prepared. It is a general guideline for managers and employees, but it does not intend to be an exhaustive list of all the elements of the job. Management reserves the right to modify the description at any time, or to vary the duties and responsibilities of the job on a temporary or indefinite basis to meet production, scheduling, or staffing needs.

Equal Opportunity Statement:

The Company is an equal-opportunity employer and makes employment decisions on the basis of merit. Company policy prohibits discrimination based on race, color, creed, sex, religion, marital status, age, gender, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, veteran status, military service, pregnancy, childbirth or related medical condition, genetic information, medical (including genetic characteristics or cancer diagnosis), actual or perceived sexual orientation, or any consideration protected by federal, state or local laws. All such discrimination is prohibited. Additionally, the Company will provide registered domestic partners with all rights and benefits as required by Law. The Genetic Information Nondiscrimination Act of 2008 (GINA) prohibits employers from requesting or requiring genetic information of an individual or family member of the individual. The Company is committed to complying with all applicable laws providing equal employment opportunities.