Regional Manager

Responsibilities

• Reviews and analyzes business reports (daily, weekly and monthly) by region and market for the purpose of identifying sales by market segment, by customer, by product category etc. in order to monitor progress, determine corrective action, and pro-actively identify opportunities for continued improvement toward Regional goals and the delivery of the customer value proposition.
• Leads meetings to communicate with Account Managers and Market Managers to ensure understanding of region/market progress towards established goals and the overall impact of the region relative to the Store Group in its entirety.
• Holds Market Managers and Branch Managers accountable for leading all branches within the market toward accomplishment of short and long-term business goals in partnership with regional operations leadership.
• Safeguards region for continued success through proper succession planning, cross training, and ongoing training and development for all employees.
• Drives communication between Regions and Branch Support to ensure Branch Support understands the field’s needs to successfully deliver the Johnstone Advantage, and to ensure all employees understand the business plan (including marketing plan and sales plan) and how to accomplish it.
• Performs special projects under the direction of the Vice President of Operations & Sales or a Senior Team Executive, as requested.
• Works in conjunction with outside Account Managers, Market Managers, and Branch Managers to forecast and determine customer needs.
• Works to increase market share and market penetration while maintaining a fragmented balance across customer and product segments.
• Drives the Johnstone Advantage to customer base.
• Establishes, in conjunction with the Market Manager and Branch Manager, the annual sales and profitability goals for each branch and for the Market.
• Develops and implements sales plans to meet those goals.
• Makes sure outside sales and inside sales are knowledgeable of and ready to support established sales programs, hot deals and special marketing promotions in order to attain or exceed sales budgets and profitability.
• Provides information regarding customer buying habits and needs to the Vice President of Marketing and Vendor Relations, the Product Managers and Purchasing Group on a regular basis.
• Creates a business culture within the region of superior customer service that exceeds the customer’s expectations.
• Visits Key Account decision makers and principles with the Account Managers to sell special sales and marketing programs in order to enhance “win-win” partnerships between customers and the Company designed to foster long-term commitments and continued business.
• Resolves customer complaints and disputes in a timely, professional manner if such situations escalate beyond the Market Manager or Branch Manager level.

Qualifications

• A high school diploma or equivalent required; a bachelor’s degree (B.S./B.A.) in marketing, business, or related discipline preferred.
• At least ten plus years’ experience in sales or branch operations management in a wholesale environment or equivalent combination of education and experience is required.
• Five or more years’ experience leading and managing teams with experience managing outside sales teams preferred.
• Strong leadership skills are critical in order to lead the sales and operations teams and to model expected employee behaviors with a sense of urgency.
• Ability to develop and execute sales initiatives through sales force.
• Knowledge of human resource management principles, including recruiting and hiring, training and development, delegating, coaching, and evaluating employees.
• Ability to create and manage high-functioning teams and hold them accountable for end results.
• Very strong analytical, planning and organization skills and abilities.
• Ability to listen to customers and branch staff personnel to identify concerns and needs.
• Excellent communication skills and the ability to influence attitudes and actions.
• Skills in facilitating open lines of communication and win-win relationships.
• Strong abilities to clarify company objectives and translate them to daily market and branch activities.
• Expert knowledge of wholesale distribution operations, including order fulfillment, inventory control, customer service, showroom merchandising, shipping and receiving, and sales.
• Ability to influence customers to partner with WGI in long-term mutually beneficial business partnerships.
• Very knowledgeable in abilities to read, analyze and interpret financial P&L and Scorecard Reports.
• Strong knowledge of PC-based applications (Excel, Word, Explorer) and business software (Eclipse and Mits).
• Excellent knowledge of inventory management principles and procedures, including procurement, storage, forecasting and handling dead inventory.
• Excellent knowledge of sales and marketing processes and techniques to drive sales.
• Excellent knowledge of the HVACR industry, contractor customer needs and product applications.
• General knowledge of governmental regulations as applied to product distribution, including OSHA regulations, Worker’s Compensation, Hazardous Materials Handling.
• Problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
• Highly skilled in the ability to multitask and prioritize work.
• Ability to develop and implement operational plans.
• Ability to write reports, business correspondence, procedure manuals, and marketing pieces.