The Regional Sales Director's primary responsibility is to grow the region exponentially through consultation and education of distributor's principles, senior staff, marketing and sales staff. Meet with distributor principles and their management team along with their customers, new dealers, and sales team to promote company products and services. Approve distributor pricing rebates levels and program requests. Resolve market conflict between the different distribution channels that are in shared territories while growing overall market share. Travel and work trade shows, open houses, and other promotions as needed. Provide support to distribution to reach plan goals.
Position Responsibilities may include:
- Conduct meetings with customers, new dealers, and sales team to promote company products and services including building relationships internally and externally.
- Travel and work trade shows, open houses, and other promotions as needed.
- Liaison between Distributor and Daikin, communicating with departments to ensure concerns and problems are solved immediately and exceeding customer expectations. Conduct distributor visits as required.
- Assist in planning and forecasting.
- Work with Distributor principals in establishing criteria and potential locations for expansion.
- Select, train, supervise and evaluate District Sales Managers and Inside Sales Engineers.
- Work with DSMs on training assessment and scheduling required courses.
- Assign and manage accounts among Districts.
- Responsible for actively working with District Sales Managers on sales plans, target accounts, key projects and distributor planning including joint calls.
- Ensure that DSMs keep up-to-date on all activity within the region.
- Develop, implement, track, and report on regional sales growth plan based on programs, target account opportunities, project tracking and distribution planning.
- Manage pricing including understanding the pricing dynamics in the assigned market. Collect competitive price sheets on a continual basis to ensure we are well priced in the marketplace.
- Track distributor calls and issues in CRM.
- Perform additional projects/duties to support ongoing business needs.
Nature & Scope:
- Develops and implements strategic plans and objectives for the department/sub-function in an effective and innovative fashion
- Understands the business and can put together comprehensive department solutions
- Work with other leaders to establish strategic plans and works towards achieving them
- Provide leadership and direction to managers in their respective division/department
- Sees to department staffing needs (e.g. interviewing, hiring, new hire and ongoing training, annual evaluations, etc.)
- Participate in budget development and monitoring of expenses
- Level of signing authority established by company policy/guidelines
Knowledge & Skills:
- Proficient sales skills with broad knowledge of sales forecasting and sales call planning.
- Excellent written and verbal communication skills,
- Outstanding consultative selling and interpersonal skills.
- Product knowledge and HVAC industry knowledge a strong asset.
- Computer proficiency, particularly in MS Office including Word, Excel and PowerPoint & database applications, CRM, etc.
- Effective organizational and time management skills including ability to prioritize
- Service oriented customer service skills.
- Ability to travel
- Working knowledge of B2B and B2C marketing with a thorough understanding of what messaging, tools, resources and planning should be used for each as well as when to customize.
- Thorough understanding with current knowledge of trends in sales force management with the ability to train and coach sales team.
- Ability to influence and provide sound judgment, coaching and leadership to team.
- Minimum of 5 years of strong P&L experience as well as strong financial planning and analysis skills.
- Possess a good understanding of ordering, transportation and logistics
- Ability to apply good judgement, strong work ethics and integrity on the job.
Competency:
Experience:
- 8 plus years of sales experience preferably within the HVAC industry
Education/Certification:
- Bachelor's degree strongly preferred or equivalent work experience
People Management: No
Physical Requirements / Work Environment:
- Must be able to perform essential responsibilities with or without reasonable accommodations
Reports To:
- Distribution Sales Manager
Salary: $134,450.00 to $168,605.00
Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.
