Regional Sales Manager

Job Role/Summary:

The Regional Manager is responsible for managing all sales personnel and financial resources assigned to his region. He is responsible for managing all assigned resources to meet the division's Strategic Sales and Marketing objectives. He must be capable of directing, training, motivating, and measuring the performance of all sales personnel in a manner that promotes growth and customer satisfaction in the Aftermarket distribution channel.

Job Responsibilities:

Essential & Secondary Functions:

Safety:

• Responsible to follow all safety procedures and practices.

Quality:

• Ensures and maintains the quality guidelines, procedures, and standards are consistently followed throughout the manufacturing operation.

Responsibility & Customer-Focused:

• Spend 70% of time calling on fleet and/or end-user customers.
• Spend 20% of time training at both the fleet and distributor level.
• Spend 10% of time training Grote Field Sales Managers.
• Create "pull-through" sales opportunities on both OEM and aftermarket levels.
• Achieve OEM "pull-through" sales by writing new equipment specifications and coordinating new equipment build activities with OEM sales force.
• Achieve aftermarket "pull-through" sales by structuring fleet aftermarket programs with aftermarket sales force.
• Identify potential new product opportunities and other potential growth opportunities for Grote products and services to the fleet and/or end-user customers.
• Submit weekly activity reports to National Fleet Sales Manager.
• Maintain Travel and Expense budgets.

Integrity:

• Conduct on-site training sessions at fleet locations and distributor locations via communication with Regional and/or Field Sales Managers.

Other Functions:

• Required to follow any other instructions and to perform any other duties as requested by supervisor.

Competencies:

• Safety Awareness
• Quality Driven
• Respectful
• Honesty
• Customer Driven
• Family Oriented
• Responsible
• Innovative
• Responsible Corporate Citizen
• Team Player
• Positive Attitude
• Detail Oriented
• Effective Communication (written and verbal)
• Results Oriented
• Process Improvement
• Cooperation with Others
• Leadership
• Strategic Thinking

Education, Experience, Training, Certifications and Licenses:

Degree or equivalent experience:

• Bachelor's degree in Business Administration or related field.

Years of experience:

• Minimum 5 years of experience in a Sales related position.

Training in:

• As required.

Licenses in:

• As required.

Certifications in:

• As required.

Other requirements:

• Must successfully pass any pre-screening test(s).

Knowledge, Skills, and Abilities:

Knowledge in:

• Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Skills in:

• Attention to detail
• Multi-tasking
• Organization
• Excellent written and oral communication

Demonstrated ability to:

• Ability to interact with all levels of employees
• Work at a highly motivated level with a sense of urgency and dedication to accomplishing tasks
• Ability to type on computer keyboard for extended periods of time
• Adapt to frequent changes in work environment & prioritization.
• Work with general or minimal supervision
• Leverage existing and potential training

Experience with:

• Conflict resolution
• In-depth problem identification, analysis and resolution
• Prioritizing and executing multiple projects

Other:

• Must be proficient in use of a personal computer, laptops, tablets, smartphone, printer, calculator, copier, and fax machine.
• Must be proficient with Microsoft Office applications and data entry.
• Extensive Excel experience and MS Project is a plus

Travel:

• Less than 10%

Work Environment:

• Manufacturing and/or professional environment.
• Environment can be hot or cold depending on outside temperatures.
• Requires flexibility to schedule and work hours.

Physical and Mental Requirements:

Physical:

• Climbing Stairs: Ascending or descending stairs to gain access to a building or to move from one floor to another.
• Light Carrying: Physically transporting general office items/materials from one location to another.
• Fingering: Typing for extending periods of time, or otherwise working primarily with fingers rather than with the whole hand or arm.
• Sitting: Particularly for sustained periods of time
• Visual Requirement: Able to see and read PC screens; detect color coding, read fine print, and/or normal type size print.
• Bending and Stooping: Bending body downward and forward by bending spine at the waist.

Mental:

• Ability to understand, remember, and apply oral and/or written instructions or other information
• Ability to organize thoughts and ideas into understandable terminology.
• Ability to compose letters, outlines, memoranda, and basic reports and/or to orally communicate technical information.
• Ability to communicate with individuals utilizing a telephone; requires ability to hear and speak effectively on phone.
• Ability to express or exchange ideas by means of the spoken word, communicating orally with others accurately.

Grote Industries will provide reasonable accommodations, if needed, to qualified individuals with disabilities to assist employees in performing the essential functions of their jobs, unless such an accommodation would create an undue hardship on Grote Industries.