Reporting To: VP of Wholesale Sales
Role Location: Western Region
Travel: Up to 70%
POSITION SUMMARYThis role has overall responsibility for managing the wholesale (trade) sales activities and channels of sale of Gerber products within an assigned region by fostering organic growth from current clients and generating favorable awareness for Gerber products in the marketplace. Acts as a "Go-To" representative to support field issues and opportunities where required. The Regional Sales Manager (RSM) will utilize Regional Business Development tools to develop and implement initiatives to attain the regional strategic goals and objectives. The RSM will focus sales growth efforts through multiple segments, to include wholesale distribution, small/medium single and multi-family builders, service plumbers, mechanical contractors etc. The RSM will work directly in conjunction with Builder National Account Manager and other internal resources to develop and implement our strategic segment sales initiatives. Maintains a "Flow-To-The-Work" methodology, traveling to target focus areas as required to meet the annual strategic sales plan
RESPONSIBILITIES:- Manages and directs regional manufacturers' representatives, delegates as necessary.
- Develops specific sales and strategic action plans for the assigned rep agencies and accounts.
- Develops, maintains and manages direct personal contact and effective working relationships at all levels with key decisions and buying influences at assigned accounts.
- Develops annual product forecast for assigned accounts. Provides regular input to supply chain team regarding product forecast and impact orders.
- Assists in the collection on past due accounts.
- Stays abreast of current and upcoming market conditions, competitive developments, and product requirements.
- Develops, maintains and manages the proper channel of sale which provides access to customer base and within the established market sales-strategy.
- Develops, maintains profiles for clients (key accounts, contractors and end users, etc.)
- Assists in the resolution of technical and commercial problems with customers.
- Meet or exceed annual sales forecast.
- Prepares and submits activity reports and sales plans as required.
- Prepares and develops Regional Business Development Plan.
- Compares and evaluates competitive offerings.
- Performs analysis of buying patterns, sales reports; compares and evaluates competitive offerings.
- Primary interaction includes the following: Primary contact is with National Sales Manager, Engineering, Technical/Vertical Sales Managers, Customer Service, Sales Administration, Key distributors, manufacturers' representatives, contractors, engineering firms, end users, and builders.
- Manages T&E and promotional budgets in accordance with company standards and requirements.
- Flexibility to perform all other duties as required.
REQUIREMENTS:- Four-year business or marketing degree preferred, plus 5 years' experience in marketing and sales, encompassing sales of vitreous china, faucets or related industry products. Equivalent experience will be considered in lieu of college degree.
- Possesses knowledge of sales channels - distribution, contractor, end-user, specifying engineers, etc.
- Possesses knowledge of standard pricing and price models.
- Possesses knowledge of sales channels - distribution, contractor, end-user, specifying engineers, etc.
- Possesses knowledge of valve and piping systems, products, applications, specifications automation systems, industrial manufacturing, and mechanical/plumbing contractors.
- Strong negotiation, communication, and interpersonal skills.
- Analytical and numbers driven mind-set.
- Exceptional organizational and communication skills.
- Goal-oriented with high standards for quality and performance.
- Hardworking, action-oriented, and results driven.
- Demonstrates a "roll up your sleeves" initiative to get the job done.
- Willingness to cooperate and accept added responsibilities.
- Travel up to 70%.
