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Regional Sales Director | OmniCable

Our Opportunity:

OmniCable, LLC (OmniCable) is one of the largest redistributors of wire, cable, fiber, electrical and communications products. The company empowers distributors to be successful by providing a true partnership approach with a focus on product and order accuracy, supply chain management, and unique value-added services. With approximately $400 million dollars in inventory and 18 North American distribution locations, OmniCable is backed by more than 45 years of experience and operational excellence. For more information about OmniCable, please visit www.omnicable.com.

OmniCable is a subsidiary of Dot Family Holdings. Our employees are all working towards the same goal, which is our Mission Statement: To empower shared success by being the best vendor to our customers, the best customer to our vendors, and the best employer to our employees through innovation and collaboration.

We believe in empowering your future!

What You’ll Do:

Role Summary:

The Regional Sales Director is responsible for overseeing sales, development, and local customer and supplier relationships within a region, focusing on increasing sales margins both short-term and long-term. Key responsibilities include developing and executing sales strategies to promote sustainable growth, setting sales targets, and collaborating with marketing on market share expansion and new product launches. The role involves managing the inside sales teams, managing account reassignment and budgeting processes, and conducting quarterly sales reviews. Additionally, the director is tasked with establishing and maintaining relationships with key customers and vendors, addressing market changes, and developing competitive strategies. People development is also crucial, involving performance management, employee development, and enforcing company policies. Operational duties include resolving customer inquiries, collaborating on service levels, optimizing inventories, and managing the marketing budget. Financial management responsibilities encompass developing the regional financial plan, approving expenses, ensuring P&L and budget expectations are met, and conducting financial reviews with leadership.

Responsibilities and Duties:

Sales Strategy:

• Develop and execute effective sales strategies to promote sustainable and profitable growth with all customers using a portfolio management and customer segmentation approach.
• Utilize activity-based costing (CadDo) to enhance profitability through customer segmentation, ensuring appropriate levels of operational income on freight allowances and orders requiring cuts.
• Maximize the adoption and use of pricing tools for success to increase profitability per order.
• Partner with SVP of Commercial Operations, SVP of Sales Enablement and RVP to review account assignments and evaluate span of control with-in current account manager teams
• Leverage regional relationships with key customers and vendors specific to the territory that drive growth and profitability for the branch
• Set sales targets and opportunities; collaborate with Marketing and Category Management on market share expansion and new product launches.
• Manage the sales budget and performance of the inside sales teams, in partnership with RVP, VP National Sales and Executive sales leadership.
• Manage the annual account reassignment and budgeting process in conjunction with customer segmentation strategy and the RVP/Inside Sales Manager where applicable.
• Conduct Quarterly Sales Reviews and Performance Evaluations for your team members.
• Establish new relationships with key customers and vendors while maintaining existing ones.
• Proactively address market changes and develop strategies to handle competition.

People Development:

• Lead the People & Development strategy for the inside sale team for the region, including performance management, employee development, staffing, and change management.
• Set expectations, lead by example, and motivate the team though utilization of Omni Core Values.
• Enforce company policies, including communicating and implementing company initiatives.
• Exhibit OmniCable core values in all daily actions and activities.

Operations and Transactions:

• Ensure resolution of customer inquiries and concerns.
• Collaborate with local and regional distribution leadership on the service levels of the region, including customer service, inventory management, and facility management.
• Work with national procurement and category management teams to optimize local inventories, manage special customer stock appropriately, and address slow-moving inventory.
• Develop and manage the regional Marketing budget, including rebates, buying groups, and SPIFFs.

Financial Management:

• Develop and oversee the regional financial plan, including controllable regional expenses.
• Approve your team T&E expenses with strict adherence to company policies and annual budget expectations.
• Collaborate with RVP to ensure controllable P & L and budgets meet expectations.
• Conduct financial reviews with the SVP, RVP of Sales and Finance Leadership.

Qualifications and Skills:

Essential:

• Bachelor’s degree in Business Administration, Finance, or related field.
• Minimum 10 years of Sales Management experience.
• Demonstrated track record of sales performance.
• Ability to multi-task, prioritize, and manage time effectively.
• Demonstrated presentation skills including excellent verbal, written, and listening abilities.
• Possess a valid driver's license and operate a motor vehicle with satisfactory driving records.
• Ability to travel up to 10-15% (domestically) as needed.

Preferred:

• Sales Experience in the wire & cable industry (or related industry).
• Experience with Salesforce.com or similar CRM.

Work Environment:

• The role is primarily based at the OmniCable office which is connected to the distribution center for the region.
• The sales team has a hybrid work schedule ad expected to be in the office at three (3) days per week. The hybrid work schedule is subject to change at the discretion of management.

Competencies:

• Execution Edge-Drive for results and foster a growth mindset with the entire sales organization
• Partner with SVP of Sales Enablement and VP of Category Management on portfolio management and profitability.
• Big Picture Orientation with Attention to Detail - able to operate in two “worlds” simultaneously e.g., growth and cost control, enterprise, and operating company success; see the ‘why’ as well as the ‘what’; can zoom in or out as needed.
• Collaboration and Teaming - puts interests of enterprise above own; works well across functions and groups; builds teams effectively; inspires followership; instills a global mindset; sponsors best practices.
• Sense of Urgency - proactively senses and responds to problems and opportunities; works to reduce “cycle” time; takes action when needed.
• Results and Performance Driven - assumes personal ownership and accountability for business results and solutions; consistently delivers results that meet or exceed expectations; makes the customer central to all thinking; keeps the focus on driving customer value.
• Strong Interpersonal and People Skills - the successful candidate will have a proven background interacting with individuals at a variety of functional levels with both internal and external personnel and the ability to perform cross-functionally.
• Excellent Communication Skills (both Written and Oral) - the successful candidate’s communication style should be diplomatic and direct, but not confrontational - he or she must be able to summarize information in an articulate, clear, tangible, manner both in written form and orally.
• Accountability and Detail Oriented - the successful candidate must be able to effectively assume accountability for their actions. He or she should be a results-oriented team player who leads by example, holds him/herself accountable for performance, and advocates all aspects of assigned areas while remaining detail oriented.
• Work Ethic and Passion - the successful candidate will be resourceful and innovative at tackling complex challenges with enthusiasm and in a timely matter.

Besides earning a competitive wage, OmniCable offers these other great benefits:

• Competitive Medical / Dental / Vision / Prescription Plans
• No-cost Life / STD / LTD / AD&D
• Health Savings & Dependent Care Accounts
• 401k Retirement Savings Plan with competitive employer match
• Tuition Reimbursement
• Scholarship Fund
• Flexible Workplace