Job Description
The Regional Sales Manager represents a leadership role leading a team of 6-8 sales professionals and technical staff. May supervise a small team of direct reports to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look. A global thought leader who functions independently, is skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Assists customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. Influences peer level and higher with demonstrated effectiveness in communicating and presenting to the VP/GM level. This individual is a thought leader who performs independently and has demonstrated the ability to effectively interact and influence all levels of organizations (Avient and Customer) including the VP/GM level. Up to 75% travel is required.
Responsibilities
Essential Duties & Responsibilities
The purpose of the Sales Function is to deliver:
• Delivering year-over-year growth in Profitability and Sales for the Region.
• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as business reviews, Economic Value Estimator (EVE) tool, high/wide/deep relationship development, recognizing warning signs.
• Prospect for new customers and new business, with the purpose of , development of a robust sales funnel for short and long-term growth.
• Attention to collecting A/R and avoidance of bad debts through coordination with the Credit team.
• Driving team on Cross selling activity with other Business Units; includes collaboration at the sales manager level to develop a strategy between teams.
• Effective CRM system management - team's funnel, technical requests, and touchpoint activity..
• Must have a proven track record of growing a business.
• Creating an environment where a highly motivated, engaged team of Sales professionals thrive.
• Ability to coach, mentor and develop direct reports..
• Development of highly productive relationships with key customers, suppliers and internal contacts.
Scope
Personnel: May lead a team of 6-8 sales professionals.
Budget: Manage a budget
Sales Revenue: Territory specific.
Other
Typically reports to Director Sales or equivalent.
Qualifications
• Must be experienced in developing a budget, operating plan and goals & objectives for sellers that align and ensure delivery of the annual operating plan commitments.
• Development of short- and long-term sales forecasts for territory by business segment and markets.
• Assist in preparation of the business plan, strategy, and implement business plan successfully.
• Perform market share analysis, understand competitive landscape, and make recommendations for increasing market share.
• Maintaining first-hand knowledge of technology changes, material development and market place conditions
• Lead sales meetings.
Education:
Bachelor's degree in Business, Marketing, Sales, Management, or a related field required.
MBA or other advanced business degree preferred but not required.
Experience:
7+ years of progressive sales experience, including leadership responsibilities.
