SummaryManages and directs a defined sales team to achieve sales and profit goals within a region. Manages multiple districts within a region and adjusts sales goals and procedures as appropriate for each. Ensures and fosters team approach promoting brand integrity in a defined market area. The position is responsible for managing the growth and development of existing and targeted accounts.
Duties and Responsibilities- Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Designs and recommends sales programs and sets short- and long-term sales strategies.
- Establishes sales objectives and programs by creating a sales plan and quota for districts in support of company objectives.
- Recruit and retain qualified sales representatives.
- Maintains and expands key customer accounts by coaching and mentoring district sales representatives; building and maintaining rapport with key customers as well as identifying new customer opportunities.
- Provides quarterly training with sales team.
- Prepares 90 day/annual performance reviews.
- Insures utilization of CRM for daily activities and reporting purposes.
- Attend trade shows as required.
- Schedules stock units for demo in territory.
- Recommends product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
- Implements trade promotions by publishing, tracking, and evaluating trade spending.
- Supports sales staff with customer presentations, bid preparation, order maintenance, and apparatus demonstrations.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Benchmark business data and sales trends for key accounts and provide weekly recommendations and monthly updates to the VP of Sales to aid in execution of the strategic business plan.
- Accomplishes sales and organization mission by maintaining unit, revenue and profit goals.
- Maintain excellent working relationships with market representatives, regional sales representatives, and service teams.
- Maintain compliance with all company policies and procedures.
Supervisory ResponsibilitiesProvides management direction and counseling to assigned regional sales team.
QualificationsThe requirements listed below are representative of the knowledge, skill, and/or ability required:
- Excellent verbal and written communication skills, including ability to effectively communicate/negotiate with internal and external customers.
- Excellent computer proficiency (Pierce Pulse, MS Office Products).
- Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service.
- Strategy development, project management, problem solving, and change management skills.
- Ability to work independently and to carry out assignments to completion within parameters of instructions given, prescribed routines and standard accepted practices.
- Wide degree of creativity and latitude expected.
- Demonstrated ability to professionally develop and coach team members.
- Strong leadership skills.
- This is a full-time position and residency must be within territory assigned.
Education and/or Experience- A bachelor's degree or Associates Degree in business, marketing, or related area preferred, and/or at least 5 years of sales experience in the fire industry.
- High School Diploma or GED
Physical DemandsWhile performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus.
