BASIC FUNCTION:

Responsible for leading a team of Sales Representatives within an assigned region selling products to different market segments. The sales team is responsible for introducing new and existing customers to new and existing products, ensuring the company registers profits and makes the business more successful. Team also works closely and collaboratively with Inside Sales to guarantee a right-sized orderbook and finished goods inventory levels and with A/R to address discrepancies in invoices and collection.

Regional manager develops forecasts, sets sales targets, and ensures those targets are met by Sales Representatives within the assigned region. Responsibilities also include expansion into new markets and new customer bases via commercial opportunities and new product launch projects.

Incumbent manages Sales Representatives and works closely with S&OP and Inside Sales group and the appropriate Mill Managers and their subordinates to attain sales goals and administer the sales program.

DIMENSIONS:

• Annual Sales Volume ($): $400-600 M
• Annual Sales Volume (Tons): 500-600 k shipped tons
• Number of Employees Supervised: 4

NATURE AND SCOPE:

This position reports directly to the Director of Sales of GSN, and performs managerial, administrative, sales, and marketing duties pertaining primarily to the profitable sale of the assigned region. Duties include a broad scope of sales and marketing responsibilities and other outside contacts including pricing recommendations and sales coordination. Compilation of information related to current market trends, products, customers and competitors in the region are also expected from the incumbent.

These responsibilities should be performed with minimal functional guidance except for policy and general direction.

Incumbent prepares sales price recommendations for approval by Director of Sales and the Director of Marketing. The incumbent should possess good knowledge of general sales and marketing techniques within the steel industry and, specifically, a good knowledge of the customer base for all mill products and their primary markets.

The incumbent plans, organizes, develops, implements and continually monitors a comprehensive marketing and sales program to achieve the volume, pricing and profit objectives established in both the long and short-term plans. Close attention must be maintained to market conditions so that timely and decisive recommendations can be made to senior management. This includes maximizing profits based on portfolio analysis and balancing EBITDA generation with strategic market share goals.

In order to attain sales goals and administer the sales program, the incumbent closely directs the activities of Sales Representatives within the region and is responsible for their training and development so that their abilities and job performances are developed to the maximum.

Position has direct sales responsibility with major accounts, which requires establishment of a close relationship with the principals of these accounts, maintaining a high level of sensitivity to customer needs and insuring proper responses are made in a timely manner. Must be persuasive, well-mannered, and have good negotiation skills.

Gathers market intel and maintains an acute awareness of the capabilities of competing Mills and their competitive practices as well as current understanding of the sales and marketing strategies of competing Mills.

Maintains effective liaison with the Credit Manager with regard to credit worthiness of new accounts and payment status of open accounts as well as makes recommendations for credit strategies.

Besides business acumen, a great deal of initiative and ingenuity is required in this position. The incumbent should aggressively pursue sales possibilities for all Company products and services when possibilities present themselves. Sales territories must be established and maintained consistent with market conditions, profitability objectives and sales requirements.

The qualifications for this job are:

• Bachelor's degree in Business Administration, Finance, Marketing, or a related field from a four-year college or university is required.
• Minimum 10 years sales-related experience with proven results and significantly increased sales volume responsibility.
• Supervisory experience preferred.
• Exposure to steel (and SBQ) industry sales strongly preferred.

ABILITIES AND SKILLS:

• Requires the ability to work in fast-paced, self-directed environment.
• Exceptional verbal and written communication skills, including excellent presentation skills.
• Excellent customer service skills.
• A high degree of human relations skills to develop close relationships with the principals of major accounts.
• Requires decision making, problem resolution, and creative thinking skills.
• Ability to effectively manage and develop staff.
• Ability to adapt to many varied situations, circumstances, and personalities at all levels within and outside the company.
• Excellent time management skills and ability to effectively plan and establish/maintain priorities.
• Excellent negotiation and influencing skills.

Considerable travel is required.