Regional Sales Manager

Summary

The Regional Sales Manager, or RSM, is responsible for directing all sales efforts within his/her given Territory. These include, but are not limited to, New & Used OEM Product Sales, Rental Activity, Allied Sales efforts (attachments, batteries, etc) and Managing the Sales Staff of the given territory.

Essential Functions

• Develops a business plan, manages assets, improves processes and all other facets of managing sales, including monitoring the budget and sales units and dollars.
• Manages the growth & profitability of the sales and rental market share for Material Handling products to company expectation.
• Directs, motivates, develops, and manages the performance of the department’s staff to achieve the overall goals of the division’s market share, profit and business plan. This will include such items as training and development, sales coverage planning, account development, monitoring sales calls and preparing reports, compensation planning, conducting performance evaluations, etc.
• Manages the DSO (Days Sales Outstanding) for every sales transaction in the given territory. Ensures that the company collects on everything we sell.
• Develops and maintains an excellent working relationship with Hyster-Yale and various other supplier partners.
• Must be able to effectively work with other department managers to ensure a standard of excellence toward customer service.
• Other duties as assigned.

Supervisory Responsibilities

This job has supervisory responsibilities for a sales team in a designated territory.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions.

Education and/or Experience

• Knowledge, skills and abilities typically acquired through a high school education with a technical training, a four-year degree in a technical discipline, such as Engineering or Technology or Business, Marketing, etc. is preferred.
• Successful previous experience as Sales Manager, consistently meeting or exceeding targets
• Committed to continuous education which is demonstrated through developing a sales team
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven ability to drive the sales process from plan to close
• Strong business sense and experience working within an industrial space
• Excellent mentoring, coaching and people management skills
• Ability to travel at least 20% of the time

Certificates/Licenses/Registrations

Driving is an essential function of this position and a current valid driver’s license must be always maintained.

Computer Skills

Must have experience using Microsoft Office software, as Word, Excel and PowerPoint, database systems, Prior Salesforce experience preferred

Workplace Requirements

The physical demands and work environment 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.

Physical Demands

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.