Job Title: Regional Sales Manager

Department: Sales and Marketing

Reports To:  Sales Director

FLSA Status: Exempt

Summary: This position is responsible for the sales of Woodgrain Distribution products in a specified region or major geographical area.  The Regional Sales Manager provides leadership and coordination of company sales and margins to local / regional / national dealer customers and develops and implements a sales and margin strategy for sales representatives assigned to his/her region.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

1.  Research customer needs and develop application of products and services in an effective manner by:

1. Determining market strategies and goals for product and service
2. Obtaining and coordinating data and information from sales reps and staff
3. Researching and developing lists of potential customers
4. Performing market research to determine customer needs and providing information to staff
5. Evaluating product and service marketability in terms of customers’ needs
6. Following up on sales leads and developing leads
7. Maintaining up-to-date understanding of industry trends and developments that effect target markets
8. Establishing and maintaining industry contacts that lead to sales
9. Working with inside sales reps, sales support, and staff to establish a communication path with the customer to ensure sales opportunities for products and services
10. Assisting sales reps in resolving customer problems and objectives

2.  Develop and deliver sales presentations and close sales in a professional and effective manner by:

1. Developing sales and marketing proposals for customers on Woodgrain products and services
2. Making program presentations to customers
3. Making sales calls with territory sales representatives to help develop relationships and follow up on leads
4. Acting to close deals and finalize contracts
5. Responsible for the account management of assigned national accounts
6. Responsible for completing all assigned customer annual agreements

3.  Participate in sales forecasting and pricing in an effective manner by:

1. Approving all changes to the product assortment in DCs serving the assigned territory and ensuring completion of item creation
2. Collaborating with pricing group to establish market pricing
3. Assisting territory sales representatives with customer quotes as needed for stock and special order products
4. Providing special pricing for movement of non-stock and dead-stock product
5. Recommending inventory stock adjustments based on updated sales forecasting.  This would include new customers, new trends, and seasonal buys.

4.  Planning and execution of financial performance including:

1. Being responsible for independent customer sales and gross margins in assigned territory and attaining annual sales goals.
2. Responsibility for establishing and managing sales and margin budgets and quotas.
3. Making sure territory sales representative meet their established sales quotas and gross margin goals.
4. Responsibility for establishing and managing sales expense budgets and quotas.
5. Approval of territory sales representative monthly expense statements/P-Cards.

5.  Develop and maintain communications in a cooperative and professional manner with all levels of staff:

1.  Supports Woodgrain’s mission, vision, and values by exhibiting traits that include excellence and competence, collaboration, innovation, respect, personalization, commitment and accountability with management and ownership
2. Communicating openly, honestly, and constructively
3. Treating all employees and customers with dignity, respect, and courtesy
4. Taking responsibility for and making every effort to resolve communication, trust and respect concerns and problems

6.  Development of sales team by:

1. Interviewing and hiring of sales representatives
2. Orientation and training of sales representatives
3. Developing confidence and capabilities of sales representatives
4. Holding safety meetings with sales representatives

                        Supervisory Responsibilities                                                  

This position directly supervises and manages from three to ten sales representatives and has direct responsibility for the sales and gross margins over his territory.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience  

Bachelor’s Degree in Marketing or Business related field with three to six years or related experience or training.  Management and supervisory experience required.                                             

Language Skills                                                  

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups or managers, clients, customers, and the general public.  Bilingual would be helpful.

Mathematical Skills                                            

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.                                           

Computer Skills                                                  

• Advanced PC skills
• Advanced Microsoft Word and Excel skills
• Advanced Power Point presentation skills

Other Qualifications  

A Regional Sales Manager must have a competitive attitude and desire to succeed in a competitive environment.  They should have the ability to prioritize daily work flow, multi task and meet deadlines. They should have accuracy, discretion, excellent communication skills both oral and written, and attention to detail a must.  They must have experience in managing and leading employees to meet personal goals and company goals.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

The noise level in the work environment is usually moderate.