What's the role?
The Regional Manager (RM) leads, motivates, and inspires a diverse team of Account Managers through implementation and execution of organizational strategies in a pre-determined geography/region. This leader cultivates a high-performance culture by coaching, developing, and empowering their team to achieve their full potential and leads initiatives to increase engagement and retention. This role spends up to 70% of the time with their team and customers in the field to deliver on their region's key performance indicators (KPIs) as defined by the Market Organization (MO).
Who is Hilti?
Hilti is making construction better by fulfilling our customers' promise as being the best partner for productivity, safety, and sustainability. We challenge norms to bring innovative, top-of-line solutions to the global construction industry, and beyond. Hilti is where people are exploring possibilities, leveraging their potential, owning their personal development, and growing lasting careers.
What does the role involve?
- Cultivate a caring and high-performance culture grounded on trust by selecting, onboarding, developing, and retaining effective, diverse sales talent.
- Set specific and measurable priorities that empower the team to achieve their business and personal development targets in alignment with the corporate strategy, thereby delivering regional KPIs set by Market Organization leadership team (General Manager, Division Manager, and Finance).
- Plan and execute Strategic Management Process such as regional team meetings, full-day van rides, product demos, process review and improve sessions, and direct reports' performance reviews and development discussions.
- Assess and coach individual and team performance to achieve or exceed targets through direct observation, KPIs, and other relevant metrics on a regular cadence.
- Inspire and motivate a diverse and high-performing team to lead and embrace change by effectively conveying the 'why' behind the 'what'.
- Provide ongoing mentorship, coaching, and feedback (positive and constructive) through frequent conversations and development discussions, leveraging coaching fundamentals and situational leadership to empower the team to achieve their full potential in alignment to Hilti's purpose and values.
- Steer team towards effective time management (inc. time in territory), high-quality customer visit preparation, and customer data quality.
- Empower team members to resolve situations arising from customer concerns, pricing approvals, credit escalations and/or other operational related events by leveraging established best practices.
- Coach and define supportive actions on successful execution during regular pipeline reviews.
- Model and motivate team on effective Salesforce (SFDC) usage to centralize customer information, streamline sales processes, manage marketing campaigns, and provide actionable analytics, thereby improving customer relations and driving sales efficiency.
- Actively engage and maintain loyal customers through solution selling by providing a tailored and sustainable value proposition.
- Foster effective collaboration cross-functionally with indirect sales force teams and Corporate/HUB functions.
- Model creative problem-solving and evaluate ROI to make financially sound decisions and take calculated risks.
- Additional duties as assigned.
HiltiNorth America has been consecutively recognized in Selling Power's Top 50Companies to Sell For in the last 18 years
What do we offer?
In addition to a competitive base salary and uncapped bonus potential, we offer a robust benefits package including:
- Medical/Dental/Vision coverage effective on your first day of employment
- 401(k) plan with dollar-for-dollar matching, up to 6% matching, up to 6% match and fully vested after one year of employment.
- Generous Paid Time Off policy and holidays including two days to give back to your local community.
- Paid parental leave, sabbaticals, military leave.
- Education reimbursement and student loan assistance.
- Up to five days per year of back-up daycare.
- Life, accident and disability insurance.
- Employee Assistance Program (EAP), company-paid wellness screenings.
- Opportunities for growth - shift careers, support your professional development, or get assigned to any of the 120+ countries in which we operate.
What you need is:
- Bachelor's degree, preferably in engineering, business, or relevant field, or equivalent relevant experience, required
- Minimum of three (3) years' experience in a direct people leader role required
- Strong presentation, communication, and interpersonal skills.
- Experience in coaching Time and Territory Management (TTM), including zoning a territory by previous customer sales and future potential, creating/owning daily schedule, and sales productivity tools.
- Experience coaching salespeople how to identify and select top potential accounts within a sales territory and manage, analyze, and develop business plans of customer database to effectively maintain and grow sales.
- Proficiency in C-Suite sustainable value-based selling.
- Ability to collaborate and communicate effectively in-person and virtually in a matrix organization.
- Experience in managing and maintaining company assets.
- Competency in Microsoft (MS) programs (Excel, PowerPoint, Outlook, Teams, and Word) and prior experience coaching on how to use MS programs.
- Competency in SFDC preferred.
Why should you apply?
Let's face it, we know there are lots of other companies out there. We have an excellent mix of people, which we believe makes for a more vibrant, more innovative, more productive team. We're a big company with a family-owned feel. You will be given the opportunity to make big changes that will ripple throughout the industry while feeling right at home with the Hilti family.
Combination of home office, meetings, driving company vehicle to make sales calls at customer offices, and making jobsite visits will be required. Occasional overnight travel may be required.
Adverse Working Conditions:
- Job requires walking on construction sites and uneven surfaces, as well as climbing scaffolding, ladders, and stairs during all seasons of the year
- Depending on geography, employees may be exposed to adverse heat or cold
- Construction jobsites may also expose Regional Managers to excessively loud noises; ear protection is strongly encouraged and may be required on some jobsites
Physical Requirements:
Must be able to walk on construction projects, climb scaffolding, and lift and carry up to 65 pounds of Hilti product
Regional Managers are required to demonstrate how to properly operate Hilti construction tools and how to properly install Hilti construction fasteners. In addition, Regional Managers must be able to leverage/articulate Hilti Services and Software. Must have valid US driver's license and comply with Hilti North America Fleet Safety Policy requirements. Hilti, Inc is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.