Regional Sales Manager

About the Role

The Regional Sales Manager works within a defined geographic territory, building strong relationships with existing commercial customers, developing new commercial markets, and managing regional sales activities. The Manager is responsible for achieving regional sales goals by directing the sales force and developing sales plans to meet budgeted sales and gross profit levels.

Responsibilities

• Coordinate the strategies, programs, and implementation of both inside and outside selling activities.
• Implement approved sales compensation strategies and programs, including commission plans that align with the company’s strategic plan.
• Develop and generate sales revenue through directing, coaching, training, and assisting sales staff.
• Communicate with the existing customer base consistently to:
  • Monitor customer satisfaction.
  • Resolve customer problems and concerns.
  • Monitor competitive position.
• Develop sales plans (Plan of Action) and strategies to penetrate new markets and increase market share and profitability of the territory. Provide written updates on a monthly basis.
• Develop long-lasting business relationships with key customers and industry influencers to support First Supply’s market position.
• Work with staff to ensure accurate forecasting of sales.
• Meet or exceed assigned budgeted sales and gross profit initiatives for the region.
• Collaborate with Marketing and Corporate Sales Managers to develop and provide product marketing material and programs that are effective and profitable.
• Work with the Marketing Department in the design, layout, and production of promotional materials.
• Represent the company and analyze industry trade shows and meetings to:
  • Promote products and services.
  • Increase market and competitive knowledge.
  • Identify new products for distribution or development.
• Read industry publications to keep abreast of industry, customer, and competitor news; share articles of interest with the organization.
• Analyze and control expenditures to conform to budgetary requirements.
• Participate in the resolution of customer billing or collection problems.
• Carry out supervisory responsibilities in accordance with First Supply’s policies and applicable laws, including:
  • Interviewing, hiring, and training employees.
  • Planning, assigning, and directing work.
  • Appraising performance; rewarding and disciplining employees.
  • Addressing complaints and resolving problems.
• Keep management up-to-date on market conditions and competitive situations. Make suggestions and proposals for ways to improve effectiveness.
• Maintain skill knowledge by attending educational workshops or classes; reviewing related publications, etc., as needed for the position.
• Provide a high level of sales professionalism while achieving a superior degree of customer satisfaction.
• Create an action-based culture of continuous improvement and accountability.
• Promote consistency of sales practices within the organization.
• Maintain high technical knowledge of products.
• Advise on the selection, retention, and deletion of products in the company lines.
• Assist in disposing of surplus and obsolete stock.
• Perform other duties/responsibilities as assigned by the General Manager.

Requirements

• 5+ years of sales management experience.
• 5+ years of sales experience in one or more of the following products: plumbing, HVAC, PVF, fluid handling, waterworks.
• Demonstrated ability to achieve sales goals.
• Familiarity with e-commerce sales desired.
• Wholesale distribution experience preferred.
• Ability to travel regionally (50%+) without restriction.
• Proficiency with ERP systems.
• Proficiency in Microsoft applications (Outlook, Excel, Word, PowerPoint).
• Strategic and tactical mindset.
• Self-motivated with an extremely high sense of urgency, personal energy, and stamina.
• High level of personal integrity.
• Strong interpersonal and communication skills (oral and written), including the ability to influence, inspire, and motivate others.
• Ability to travel on a limited basis within the U.S.

About First Supply

First Supply® is a leading main channel wholesale distributor providing industrial customers and building contractors with an extensive line of products and services. First Supply features manufacturer product lines in the plumbing, heating, air conditioning, builder, waterworks, pump/well & septic, industrial, and municipal markets. Headquartered in Madison, Wisconsin, First Supply has more than 700 employees in 29 operating facilities serving Wisconsin, Minnesota, Iowa, Illinois, and Michigan UP. The company has over $100 million in inventory and over $400 million in annual sales.

First Supply also owns and operates 18 Kitchen & Bath Stores in 5 midwestern states under the Gerhard's Kitchen & Bath and Kohler Signature Store brands. Gerhard's is the largest, most versatile kitchen & bath store in the upper Midwest, offering a huge variety of kitchen and bath choices from contemporary to traditional styles, along with service you won't find anywhere else. The Kohler Signature Stores provide a distinguished Kohler experience where designers and homeowners can get hands-on with hundreds of products, exclusively from the Kohler brands.