Regional Sales Manager

Position Summary:

MTE is a world leader in power quality products, and an experienced Regional Sales Manager is a critical function to ensure sales growth within their assigned region.  The Regional Sales Manager continually increases company sales and profits by building and maintaining a customer base and distribution network throughout an assigned region.  This position is responsible for hiring, training, and motivating all regional sales channel members including manufacturer representatives and distributors.  Position may also be assigned key account customers within their region that they will manage and complete regular business reviews with.

Overall objective is to meet or exceed annual sales quota and is responsible for full accountability for territory performance. Candidates will be required to be a team player that puts the goals of the company ahead of personal objectives.  This position can work remotely but must live in their respective sales territory and be located near a major airport. This position requires 50% travel as needed.

Essential Functions / Responsibilities:

Business Partnering

• Proactively drive sales growth to include managing accountability of a team of technical independent manufacturer representatives and distributors in assigned region.
• Manage a region covering: Eastern Canada: Ontario, Quebec. North US: MI, IN, KT, WV, OH, PN, west NY)
• Conduct monthly reviews with manufacturers reps in assigned territory and manages progression of sales opportunity funnel.
• Create detailed long- and short-term growth plans for assigned territory and demonstrate how those plans will be achieved through collective efforts of the Regional Sales Manager and manufacturer representatives.

Performance, Metrics & Reporting

• Develop sales initiatives geared towards improving the effectiveness of the sales team based on value selling and provide customer quotes when needed.
• Prepare weekly, monthly, and quarterly reports that provide sales and opportunity pipeline to the VP of Sales, as well as reports that forecast expected future sales, including the required use of Salesforce.com.
• Prospect new customers as well as ensure that existing relationships with key accounts receive excellent service.
• Represent Voice of the Customer (VOC) and communicate VOC within the organization.
• Monitor and evaluate the competition's product lines and suggest new products, service ideas, and suggest improvements to Product Marketing that will help his company expand its business.
• Responsible to stay within allocated expense budget.

People Management

• Partner with the local manufacturer reps to conduct regular site visits, assist with sales calls, and help train distributors in their assigned territory.
• Continuously educate the manufacturer representatives on company mission, strategic direction and product launches through presentations, seminars, regular meetings and represents the company at trade shows.
• Monthly business review to talk through manufacturer reps sales performance.

Knowledge, Skills & Experiences

The ideal candidate for the Regional Sales Manager – North position will have the following educational background and experience:

• Bachelor's degree preferred, combination of education and experience will be considered.
• Must live near a major airport in the territory assigned.
• 5+ years of sales experience managing independent sales reps is required.
• 5+ years growing a multi-state sales territory with both new and existing customers is required.
• Experience utilizing virtual sales tools required, Salesforce preferred.
• Demonstrated experience in developing and providing sales forecasts for a sales territory.
• Demonstrated communication, presentation, and negotiation skills with C-suite.
• Demonstrated results in meeting sales quotas.
• Industrial experience in B2B sales in the HVAC sector, preferred.
• Previous experience with motor and drive technologies, or knowledge of power quality markets, preferred.