Regional Sales Director | OmniCable

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.