Regional Manager - Mid Atlantic States

Job Summary

As a Regional Sales Manager you will direct and coordinate all sales distribution in established sales territories, quotas, and goals and help train customer base with established training programs as well as training for independent sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements for distribution in the defined territory and monitor the preferences of customers.

Essential Functions

• Sales Strategy: Work with independent reps, tech specialists and PROSOCO sales ops personnel, to execute the product line strategies laid out each year by the National Sales Manager. Work with the Area Manager to determine price levels and appropriate discounts for PROSOCO distributors in your territory.
• Sales Team Management: Direct and coordinate the sales activities and advertising/marketing expenses for all tech specialists, independent representatives, and distributors for all PROSOCO products in the defined territory.
• Customer Relationship Management: Cultivate and sustain robust connections with essential clients, architects, contractors, builders, distributors, and various stakeholders within the assigned region. Recognize, endorse, and engage in regional and/or national trade shows, industry events, and affiliated organizations to stay current on market needs and maintain relationships with industry peers. Consistently provide outstanding customer service while fostering enduring client relationships. Become proficient in utilizing our company’s CRM system for effective relationship management and the development of a robust sales opportunity pipeline.
• Customer Support: Address customer inquiries, concerns, and issues promptly and effectively, working closely with customer support, technical teams and Area Manager as needed. Manage regional credit and product return policies in collaboration with Area Manager and National Sales Manager.
• Training and Education: Provide product training, technical support and administrative support to independent representatives, distributors, contractors, architects, and engineers as required.
• Product Knowledge: Maintain a profound comprehension of the inherent value embedded within PROSOCO products and any potential implications on pricing. Skillfully articulate to your team and both existing and potential customers how this value compares to competing products and offerings in the market, encompassing aspects such as product features, benefits, field, lab, and phone support, quality, performance, application, warranty, manufacturer reputation, and more. Recognize and communicate to the area manager avenues for enhancing current products and offer insights on new product development.
• Cross Functional Collaboration: Promote teamwork and collaboration across all business units. Set an example for and promote the company’s core mission, vision, and values. Support and communicate directives received from upper management.
  
  

Other Responsibilities

• Contribute to a safe and environmentally secure work environment for themselves, their coworkers, and our customers by following established safety procedures.
• Report and take action to correct identified safety hazards during the day.
• Complete expense reports, sales reports, or other paperwork in a timely manner.
• Participate in area, regional and corporate meetings and scheduled conference calls with other Technical Product Specialist members and others as required.
• Other duties as assigned to meet area sales, profitability, and expense management goals.
  
  

Supervisory Responsibilities

Overall management and supervision of the following positions:

• Regional Product Technical Specialists
• While the independent sales representatives in your market are not your direct report, you will direct their sales activities.
• Must be able to effectively communicate with other team members.
• Must be able to effectively train and motivate others.
• Make sure that team members adhere to safety procedures and use of personal protective equipment (PPE).
  
  

Knowledge, Skills & Abilities

• Sales & Marketing - Knowledge of principles and methods for showing, promoting and selling products and services.
• Customer Service - Knowledge of principles and processes for providing customer service, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Negotiation – the ability to reach a beneficial outcome to reconcile differences.
• Active Listening – giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate and not interrupting at inappropriate times.
• Speaking & Writing - Excellent written and oral communication to effectively convey information to others.
• Ability to speak clearly and to communicate information and ideas both verbally and in writing so others will understand.
• Active Learning – understanding the implications of new information for both current and future problem-solving and decision-making.
• Instructing – teaching others how to do something.
• Time Management – managing one’s own time effectively and efficiently.
• Organizing, Planning & Prioritizing Work – developing specific goals and plans to prioritize, organize, and accomplish your work.
• Establishing and Maintain Interpersonal Relationships – developing constructive and cooperative working relationships with others and maintaining them over time.
• Communicating with Persons Outside Organization – Communicating with people outside of the organization, representing the organization to customers, and other external sources in person, in writing or by telephone or e-mail.
• Monitoring and Controlling Resources - monitoring and controlling resources and overseeing the spending of money to stay within budget.
  
  

COMPETENCIES

• Initiative - willingness to take on responsibilities and challenges.
• Integrity – being honest and ethical.
• Adaptability/Flexibility – being open to change (positive or negative) and to considerable variety in the workplace.
• Dependability – being reliable, responsible, and fulfilling obligations.
• Leadership – willingness to lead, take charge, and offer opinions and direction
• Persistence - determined continuance in a course of action despite difficulty or opposition.
• Achievement/Effort – establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
• Cooperation – being pleasant with others on the job and displaying a good-natured, cooperative attitude.
  
  

PHYSICAL DEMANDS

• Ability to frequently carry, lift and/or move up to 20 lbs. and occasionally lift and/or move up to 75 lbs.
• Digital dexterity and hand/eye coordination in operation of office equipment.
• Ability to speak to and hear customers and/or employees via phone and in person.
• Ability to sit; climb or balance; and stoop, kneel, crouch or crawl.
• Body motor skills sufficient to travel via auto or air for presentations, job site visits and other meetings with clients.
  
  

WORKING CONDITION & ENVIRONMENT

• Job operates in a professional office or home office environment.
• This role routinely uses standard office equipment such as computers, mobile phones, photocopiers, scanners, iPads, and digital cameras.
• Occasional evening and weekend work may be required as job duties demand.
• Frequent travel (mainly via auto) outside the local area can be expected with some overnight stays. Travel via air is required periodically.
  
  

Technology Requirements

• Customer relationship management (CRM) software – Microsoft Dynamics 365
• Microsoft Office Suite, Microsoft Exchange, Microsoft Outlook
• Presentation software – Microsoft PowerPoint
• Video conferencing software – GoToMeeting; Zoom, Teams
• Document management software – Adobe Systems Adobe Acrobat; Dropbox
  
  

EDUCATION – CERTIFICATION

Bachelor’s degree with a professional or business management specialty or similar discipline preferred. Minimum of 5 years of sales management experience in related field.