Regional Sales Manager, Field Sales

Strategic Planning

Effective management of multiple sales reps to develop and maintain a tactical account territory sales plan.

• Assist in developing strategic sales plans with sales reps for optimum results, e.g. setting goals and objectives.
• Continuous analysis of sales activities to make suggestions for improvement and identify missed opportunities to assist sales reps in obtaining outlined goals and objectives, e.g. monitor witness calls to insure GEC business practices are being followed.
• Prioritize tasks, utilize your time effectively and efficiently, and take full advantage of available resources.
• Collaborate with the Sales Executives to implement training and incentive programs.
• Assist in the development of strategy and be responsible for implementing and translating that strategy into tangible actions for the team.
• Routine field engagements to evaluate sales competency and assist in securing strategic relationships
• Identify and collaborate with CSM on account positioning and assignments, territory strategy and TTM (Time-Territory Management)

Team development

Establish and maintain a positive team atmosphere.

• Coach, motivate and inspire the team to achieve and exceed sales targets.
• Develop rapport with reps to gain their trust and confidence.
• Develop performance objectives with the sales reps, clearly articulating responsibilities and expectations.
• Encourage staff to suggest ways to improve services. Listen to their ideas and acknowledge their points of view.
• Promote professional development amongst sales reps by encouraging training and other resources to enhance skills.
• Create an atmosphere that allows sales reps to discuss issues and find solutions together

Provide strong leadership to staff by creating a positive work environment

• Communicate company vision and overall sales objectives to reps and how they personally contribute to the company’s success.
• Manage employees with a sense of integrity, creativity, fairness and assertiveness.
• Be an available resource to your team to assist in resolving issues finding alternative solutions.

Performance management

Set clear, daily goals that provide team members with actionable core business performance standards & expectations

• Manage individual subordinates’ performance based on agreed set of objective by providing timely performance feedback and coaching as necessary.
• Partner with sales reps to ensure shared accountability on all quality, quantity, and timeliness standards.

Product Knowledge

Understanding of Global Equipment Company’s Industry and products.

• Knowledgeable of GEC’s market strategy, competitive landscape, unique value proposition, how we compete and win in the market, and our financial metrics.
• Keep current with the competitor activities and industry changes that affect product sales information.
• Understand how to improve sales team’s ability to spot emerging customer opportunities.