Regional Sales Manager - C&I

Job Summary

The Regional Sales Manager plans and directs sales operations within a designated region. Ensures that the region achieves sales and profit objectives. Direct responsibility and supervision of Sales Management team as assigned.

Essential Job Functions

• Enhance DSM Team Performance
  • Improve team capabilities through training in sales, time management, merchandising, product knowledge, and customer relationship building.
  • Develop skills in software tools like Word, Excel, PowerPoint, Go-Planogram, and Hillman Portal.
• Sales Planning & Market Growth
  • Forecast sales, identify market opportunities, and develop plans for market penetration and growth.
  • Adjust resources to meet sales and profit objectives.
• Team Leadership & Accountability
  • Supervise and mentor the DSM and Territory Manager (TM) teams, conducting performance evaluations, coaching, and holding them accountable for goals and objectives.
• Training & Development
  • Plan and execute regular sales and training meetings, ensuring ongoing professional development and skill improvement across the team.
• Resource Management & Budget Oversight
  • Manage region within budget constraints, seek cost-saving improvements, and allocate resources to meet business objectives effectively.
• Customer & Co-op Relationship Management
  • Develop and maintain strong relationships with Co-op partners and strategic accounts (SAM), conducting regular visits, reviews, and program updates.
• Competitive Intelligence & Market Insights
  • Monitor competitors to identify trends and opportunities for growth, ensuring the team stays ahead of market dynamics.
• Performance Monitoring & Reporting
  • Conduct regular audits of DSM and TM activities, monitor sales metrics, call frequencies, and complete business reports and SAM reporting requirements.
• Policies & Compliance Management
  • Ensure adherence to company policies, safety requirements, and guidelines while fostering a positive and cohesive team culture.
• Collaboration & Communication
  • Cook up coordination with corporate staff and VP of Traditional Sales on plans, projects, and initiatives.
  • Ensure effective communication across all teams, addressing concerns and aligning on objectives.

Education & Experience

• Bachelor’s degree in business or the equivalent in education and work-related experience.
• Three years successful experience as a District Sales Manager.

Competencies

• Knowledge, Skills, and Abilities:
  • Problem Solving - Identifies and analyzes problems; weighs relevance and accuracy of information; evaluates and generates alternative solutions; makes recommendations.
  • Resilience - Positively impacts the team and the organization by dealing effectively with pressure; remains optimistic and recovers quickly from setbacks.
  • Leadership - Shows a high degree of personal integrity, honesty and ethical behavior; respects & protects confidential information; holds self-accountable for results.
  • Human Capital Management - Builds and manages workforce based on organizational goals, budget considerations, and staffing needs; ensures that employees are appropriately recruited; manages and supports a diverse, multi-sector work force and a variety of work situations.
  • Continual Learning - Assesses and recognizes own strengths and weaknesses; pursues self-development.
• Additional Experience:
  • Three years successful experience as a Sales Manager.
  • Extensive knowledge of Hillman products, merchandising systems, and marketing concepts.
  • Knowledge of Word, Excel, PowerPoint and Windows Operating System.
  • Excellent planning, organization, time management and analytical decision-making skills.
  • Excellent interpersonal, communication, and presentation skills.
  • Able to develop sound forecasts and budgets.
  • Able to travel up to 75% of the time.
  • Maintains a valid driver license and vehicle insurance.
  • Able to operate a motor vehicle safely and lift 70 pounds.
  • Able to lead and motivate a large group of off-site staff by guiding, training, and offering counsel.